Account Development Manager

Job Description

Job Description

Find Your Career With LiftOne

We’re a family-owned company under our fourth generation of leadership and have built our business based on the principles of trust, integrity and a desire to help our customers and employees succeed.

LiftOne invests in people, facilities and innovative technology as part of the essential role we play in supporting our country’s supply chain and enabling critical goods to be delivered to homes and businesses. We’re a privately held company, and pair our scale with a strong foundation in our culture and values. This combination gives us a competitive advantage in the market and helps make us a trailblazing organization that is built to last.

We’re looking for hard-working, team-oriented professionals who enjoy working on new challenges every day. We believe our employees are the key to our success, and we’re committed to providing a work experience that helps our team grow to their full potential. We offer great benefits, competitive salaries and opportunities for advancement to all our employees.

Be a part of the essential work we do at LiftOne and make a difference for our customers, our community and our company. Learn more about what it means to become a team member with LiftOne.

Summary

The Account Development Manager is responsible for driving Service, Rental, Used Equipment and other revenue by identifying new customer leads, building relationships with new and existing customers, recognizing equipment needs to provide tailored solutions, and being a trusted partner to our customers in the industry. The primary focus of this outside sales role is to reach a wide set of existing customers and prospects. The position uncovers and will be commissioned primarily for introducing Service, Rental and Used Equipment, but will also receive benefit for promoting other opportunities (e.g., New and Allied equipment sales).

This role requires a functional understanding of material handling equipment, exceptional customer service skills, the ability to work cross functionally between sales, service, rental, and used teams and managing the process from quote to contract and/or sale.

Essential Functions

Sales Execution

• Respond to customer inquiries, questions and requests.
• Create Service, Rental, Used and other quotes.
• Provide internal teams with accurate and complete customer information to support seamless coordination and equipment delivery.
• Coordinate with Branch Managers and Regional Sales Managers to align focus with Branch priorities within assigned territory.
• Coordinate with Sales Account Managers and internal product experts as needed for them to help close equipment deals.
• Coordinate with Marketing and Inside Sales to expand reach across a range of sales prospects.
• Daily travel to customers within assigned territory.

Expand Customer Base/Increase Customer Engagement

• Identify new sales opportunities through business directories, personal research, client referrals, dormant customer account lists, cold calling, existing Salesforce data, and other company resources.
• Maintain and expand a database of prospects within assigned territory.
• Cold-call prospective customers.
• Conduct in-person meetings with prospects.
• Generate renewed interest with dormant customers.
• Follow pricing matrix and apply discounting rules as applicable.
• Contribute to monthly sales meetings and create alignment with account managers within assigned region.
• Develop and maintain relationships with new and existing customers, providing expert advice and rental solutions based on their unique needs.
• Sales Growth: Actively pursue Service, Rental, Used, and other opportunities to meet or exceed sales targets.
• Provide customer support by addressing customer inquiries, resolving issues, and ensuring a positive customer experience throughout the sales and after-sales process.

Action Metrics

• Maintain solid understanding of and manage opportunities within assigned territory.
• Use Salesforce to log and monitor daily calls, tasks, and opportunities for accurate tracking and follow-up.
• Prepare periodic reports for management to provide insight into the status of LiftOne's sales performance within assigned territory.
• Utilize Business Intelligence & SAP reports to drive metrics.

Service Existing Customer Accounts

• Understand customer needs & requirements and offer material handling and warehouse solutions based on those needs.
• Proactively generate interest from existing customers that historically had need for assets being returned.
• Generate new leads through market analysis by monitoring market trends, customer demand, and competitor activity to adjust sales strategies and stay competitive.

Supervisory Responsibilities

This job has no supervisory responsibilities.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable qualifying individuals to perform the essential functions.

Education and/or Experience

• Associate or Bachelor’s degree from accredited university is preferred, or two or more years of sales experience and/or training
• Previous experience working in a fast-paced environment, preferably in a service-oriented industry
• Strong customer service and communication skills
• Proven inside sales experience
• Track record of over-achieving quota
• Strong phone presence and experience dialing dozens of calls per day
• Excellent verbal and written communications skills
• Strong listening and presentation skills
• Ability to multi-task, prioritize, and manage time effectively
• Ability to communicate the “Value Added” concept to customers at all levels
• Highly organized
• Driving is an essential function of this position and a current valid driver’s license must be maintained at all times

**Product Knowledge: **Stay informed on equipment specifications and capabilities to match customers with the most suitable options.

Computer Skills

Proficient in the use of Microsoft Office (Word, Excel, Outlook and PowerPoint). Desire and ability to learn and utilize auxiliary systems such as Salesforce, PowerBi, SAP/FIORI and ServiceMax.

Language Skills

Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence.

Mathematical Skills

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.

Reasoning Ability

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Workplace Requirements

The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical Demands

While performing the duties of this Job, the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee is frequently required to sit. The employee must frequently lift, carry, push, pull and /or otherwise move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus.

Work Environment

While performing the duties of this Job, depending on site location, the employee may be exposed to moving mechanical parts and equipment. The employee may occasionally be exposed to high, precarious places, fumes or airborne particles; outside weather conditions and vibration. The employee may occasionally be exposed to wet and/or humid conditions; toxic or caustic chemicals; extreme cold; extreme heat and risk of electrical shock. The noise level in some work environments is occasionally loud.

We are an Equal Opportunity Employer

We require all employees to treat all our employees and candidates as equals. All personnel actions are conducted in the spirit of equal employment. We’re committed to recruit, train, promote and retain associates without regard to race, color, religion, gender, gender identification and expression, national origin, marital status, age, disability, genetic information, military status, sexual orientation or any other characteristic protected by applicable local, state or federal laws.

You should be proficient in:

• Customer Service
• Bachelor's Degree
• Equipment/Parts Counter Sales
• Territory Sales
• Business-to-Business (B2B)
• Business-to-Consumer (B2C)
• Outside Sales
• Inside Sales
• Electrical Project Estimating

Machines & technologies you'll use:

• Diesel Engine (Detroit Diesel, Cummins)
• Material Handling Systems (Jungheinrich, Hyster)
• CNC Automation Solutions
• Reach Forklift (Hyster, Toyota, Raymond, Crown)
• Cherry Picker (Order Picker) (Hyster, Toyota, Raymond, Crown)
• Peterbilt Truck (Peterbilt, Kenworth, Freightliner, Mack)
• Crane (Konecranes)
• Boom Crane
• Service Truck (Auto Crane)
• ERP Software (Oracle)
• Overhead Crane
• Conveyor Systems
• Forklifts (Hyster, Jungheinrich, Raymond, Crown, Yale)
• Clamp Truck
• Industrial Robot