National Sales Manager (Material Handling)

Job Information

As a Sales Manager for National and Government Accounts, you will take the business principles and vision of the Company and drive them through our Material Handling National Accounts channel in a collaborative way that balances market share and growth expectations with managed profitability.  This position is open to a location in Atlanta, GA or the southeastern United States.
 

Role & Responsibility

4 Key account types:

1. Traditional non rental industry – diverse accounts 
2. Rental Industry accounts, including ARA Member Companies 
3. Korean/Asian Accounts
4. OEM Account 

Sales Development 

• Recommend and implement National Account channel sales strategies & initiatives.
• Manage department activities to attain AOP (annual operating plan) objectives. 
• Manage promotional programs as required by business trends and needs.
• Ensure that the VOC (Voice of Customers) and external partners is heard in all functional areas.
• Maintain high level of customer experience working with other departments to meet support objectives.

National Accounts 

• Provide constant analysis of sales region capabilities, potential opportunities, and threats.
• Report development and routine monthly activity process.
• Routine engagement with team members, driving activity and results.
• Develop long-term territory distribution strategies for individual market, industry & customer types/ locations.
• Drive the upgrade of North American Material Handling sales capabilities of the team.
• Provide effective and accurate unit forecasting and planning.
• Drive targeted industry and customer targeted activities.
• Proactive and strategic account management, with dealer engagement and account buy in. 
• Monitoring company market share and within the Industrial Truck Association (ITA).
• Utilizing the ITA market data to maintain competitiveness in the materials handling industry.

Fiscal Responsibility 

• Ensure cost effective proactive management of account profit & loss.
• Management and control of departmental budget costs monthly.
• Minimize the legal exposure associated with customer or dealer issues.

Staff Management 

• Identify development opportunities for all Account Managers and ensure implantation.
• Identify high potentials and design development specific to next career level or position.
• Serve in a mentoring capacity to all Account Managers.
• Oversee OEM Account manager.
• Manage account strategy with account manager.
• Review P&L routinely.
• Management exceptions .

Job Requirement

• Education Requirement: Bachelor’s Degree.
• Experience 10>15 years.
• Experience in the material handling field or commercial equipment field is a plus.
• 5+ years of commercial marketing and territory or direct major account sales.
• Assertive negotiation skills.
• High level of business acumen pertaining to manufacturer/independent customer relationships.
• Ability to analyze dealer financial statements.
• Excellent verbal/written communication skills 
• Basic computer skills, ability to follow written instructions.
• Valid driver’s license with clean Department of Motor Vehicle driving record.
• Travel Standard > 50%.

The Company’s Georgia hiring location is Atlanta. Contact Janna Diggs for information on this listing.

#GD