Job description
FORTNA partners with the world’s leading brands to transform omnichannel and parcel distribution operations. Known world-wide for enabling companies to keep pace with digital disruption and growth objectives, we design and deliver solutions, powered by intelligent software, to optimize fast, accurate and cost-effective order fulfillment and last mile delivery. Our people, innovative approach and proprietary algorithms and tools ensure optimal operations design and material and information flow. We deliver exceptional value every day to our customers with comprehensive services and products including network strategy, distribution center operational design and implementation, material handling automated equipment, robotics and a comprehensive suite of lifecycle services.
ROLE SUMMARY: The Account Executive is a high visibility position setting the standard that every interaction is unique and the well-being of the customer is paramount. This business leadership role will create and foster high-level relationships within our customer base which focus on understanding the customer’s perspective and values. As an account executive you will have the responsibility to deliver on the strategy that encompasses the needs of our customers and ultimately propelling MHS-Lifecycle Performance Services (LPS) forward.
The role entails driving sales to existing and new accounts, through detailed account planning and a deep understanding of Lifecycle Management, for our portfolio of aftermarket products and services. The Business Development Manager will consult with our customers to offer a complete line of services, technical assessments, maintenance and repairs options, replacement components, modifications and upgrades, technical support and educational training. By building solid relationships with customer sites within the territory, your expertise will position you to develop solutions, negotiate and close sales, and maintain an exceptional customer experience. Overall, this position ensures customers are able to keep their system operating at optimal performance and at the lowest total cost of ownership.
At MHS Integrity and diversity are the foundation of our culture and reflect our values: doing what’s right, respecting others, and performing with excellence. We deliver innovative, affordable solutions to the automated material handling industry and incomparable customer value by embracing our employees’ unique talents, skills, and abilities.
We are looking for an individual who is enthusiastic, motivated, and ready to thrive in a fast-paced environment.
ESSENTIAL FUNCTIONS:
- Create and execute strategic business plans to exceed annual sales and gross margin goals
- Develop and create opportunities through existing and new accounts
- Ensure client service and support is above expectations
- Establish and maintain key/critical customer relationships through a proactive engagement
- Maintain a high degree of visibility throughout the customer base through site visits and customer meetings
- Ensure customer satisfaction through project/service implementation
- Serve as primary customer contact and enhance customer knowledge of MHS-LPS portfolio
- Proactively identify opportunities and evolve client relationships through the sales cycle
- Formulate and deliver demand input and forecast information for business planning
- Attend trade shows and industry events
- Maintain accurate account and opportunity information and status using MHS’ CRM tool
- Lead opportunity handoff meetings to engage operations teams
QUALIFICATIONS:
- Bachelor’s Degree (engineering or business a plus)
- MBA is a plus
- Minimum 1 year experience in a Technical Sales role
- 3-5 years experience in aftermarket services preferably in the automated material handling industry, distribution and fulfillment and/or other related industrial businesses
- Ability to travel when required
SUCCESS FACTORS:
- Selling services and software in an industrial environment
- Taking initiative and working with limited direction
- Understanding of the competitive landscape
- Strategic selling
- Business plan development and execution
- Presentation skills
- Clear and concise verbal and written communication
- Office technology (Excel, Powerpoint, Salesforce.com)
- Aftermarket services
This job description describes the general nature and level of work expected of a person assigned to this position. All job requirements listed indicate the minimum level of knowledge, skills and/or ability deemed necessary to perform the job proficiently. Employees may be required to perform any other job-related duties as requested by their supervisor.
It is the policy of FORTNA and its affiliated companies to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, pregnancy or pregnancy-related condition, status with regard to public assistance, veteran status, citizenship status (if authorized to work in the U.S.), or any other characteristic protected by federal, state or local law. In addition, FORTNA will provide reasonable accommodations for qualified individuals with disabilities.
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