Major Account Sales Manager

Position Purpose

The Major Accounts Consultant will be responsible for the management of an assigned list of current and prospective major accounts. The Major Account Consultant will strategically offer the full array of Southern States Material Handling warehouse solutions. They will manage existing and acquire new business by designing, presenting, and negotiating new customer solutions.

Major Tasks, Responsibilities, and Key Accountabilities

• Develop and implement effective sales strategies to drive business growth within the current and prospective major accounts by presenting impactful solutions to customers about Southern States' products and services including new, used, battery, electric, and specialty warehouse equipment, service, racking systems, and automation.
• Plan daily schedule and routes to travel by personal car to both prospective and current customer locations daily.
• Consistently track, meet, and exceed sales goals and quotas aligned with company objectives within schedule identified.
• Build and maintain relationships and manage accounts with current customers by helping to identify current and future business needs.
• Target and convert new A / B customers through proactive prospecting through planning and persistence.
• Southern States defines "A" customers as the toughest to target but most vital for long term success; these target accounts aren't shopping around but select SSMH because the Major Accounts Consultant offers a high level of maintenance, assistance, attention, and trust. Pursuing new clients in this category requires accomplished and proven sales and relationship building talent.
• Southern States defines "B" Customers in so far as these accounts are looking for qualities an A customer would seek, but also seeking competitive pricing with the service and quality.
• Responsible for growing customer base by making cold calls, visiting in person new leads, or taking calls from prospective customers or other methods.
• Network and actively build relationships with customers using persuasive techniques, regularly contact customers to discuss current needs; have a plan for follow up.
• Responsible for maintaining and using knowledge of company products and services to connect and generate solutions for customers.
• Develop sales strategies, techniques and tactics based on customer feedback and market environment. Keep abreast of best practices and promotional trends.
• Perform and present cost-benefit and needs analysis studies to present to customers.
• Develop creative and tailored client proposals by working to identify customer pain points to provide warehouse solutions.
• Work closely with Vice President of National Accounts on account planning and pricing decisions.
• Negotiate effectively; clearly communicate goals, interests, and positions during customer discussions.
• Create various financing options / terms to help a customer confidently agree to payment for the new solutions purchased.
• Utilize developed proposals with new products, updates, and features to negotiate contracts, prices & terms with customers.
• Responsible for collaborating with Solutions team coordinators to ensure all documentation like invoices and contracts are documented.
• Coordinate with Service Advisors on certain accounts to provide service solutions.
• Communicate with management regarding all pertinent activities of customer accounts to keep them abreast of all phases of account relationship progress.
• Perform customer check ins with existing customers at and around delivery of new equipment and implementation of services to assure great experience and answer any questions.
• Expedite the resolution of customer problems and complaints by communicating with proper internal associates to maximize customer satisfaction.
• Generate and submit sales reports to management as needed.
• Continue to complete all necessary training and continuing education for both Toyota / Raymond.
• Become proficient in both Toyota / Raymond CRM and quoting systems.
• Can confidently and competently perform demonstrations on all brands that SSMH offers.

Qualification and Skills

Education and Experience