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Corporate Account Manager - Services
Baltimore, United States
Intralox is looking for a self-driven, motivated, team player to help shape the future of key service programs for a large logistics end-user. Below is a description of the company and list of responsibilities and requirements desired.
Intralox Logistics and Material Handling (LMH) is a leading parcel handling automations and solutions provider, and a business unit of Intralox, the world leader in conveyor equipment solutions, and technologies utilizing modular plastic belting. Intralox is a division of Laitram, L.L.C.
Our global workforce of over 3,000 employees in 20+ countries consist of reliable problem solvers, continuously developing and directly delivering solutions that have driven our customers’ growth worldwide for more than 45 years. We supply to over 60,000 customers in more than 100 countries with direct service.
While we have an intense focus on technology innovation, and growth strategies and processes, Intralox is most committed to its founding principle of doing the right thing, by treating customers, employees, and suppliers with honesty, fairness, and respect. We invest heavily in these values and aim to practice our business philosophy principles every day, which is why we have been consistently recognized for innovation and workplace excellence. We believe in the power of a good idea no matter where it comes from, using trust as the foundation to how we work, and that self-managed people are our greatest asset.
Intralox is growing! Since 2019, the company has experienced double digit growth fueled by strong demand for its products and services in its LMH division; to support such growth, Intralox has been actively hiring new employees, and has expanded its East Coast operations footprint by 70% adding most recently a built-to-suit 310,000-sq-ft facility in Sparrow Point, MD.
Responsibilities:
- Finds opportunities for selling services including health assessments, upgrades, rebuilds, trainings, standby and applicable support products.
- Engages account installed base to develop a complete understanding of customers' needs, organizational structure, and key buying criteria
- Engage in internal/external meetings to understand the full scope of where we are in each initiative/opportunity
- Negotiates and closes service and parts sales with the customer.
- Organize and understand our 3rd party components sales to set the stage for strategic pricing
- Help to create and communicate the services and spare parts forecast
- Supports optimal customer uptime by working closely with the account team to strategize on the proactive inclusion of services and spare parts early in the opportunity development phase, while maintaining aftermarket relationships on an on-going basis.
- Uses data and voice of customer to inform customer and account team to inform on trends and high customer value needs.
- Maintains an up-to-date forecast of business within our CRM platform. Supports the Service Operations teams with developing capacity
- Works with business development to organize current high-profile installations and active services
- Understand contracting processes/timelines for new systems (how/when to apply services including changes to our SLA)
- Organize coverage models by person by role
- Provides management with suggestions for improving volume, market share, and price levels.
- Work closely with commercial services management and LCS management to help fill gaps in communications and execution
- Maintains the connection between the customer and the company providing clarity of aftermarket customer value, innovation and total cost of ownership
Requirements:
- A bachelor’s degree in engineering or business
- 4+ years in B2B sales.
- Proven track record in opportunity development.
- Strong commercial and analytical skills; Objective critical thinking capabilities.
- Technical background preferred; “shopfloor to boardroom” skill set.
- Ability to evaluate and effectively pursue strategic sales opportunities.
- Conveyor / material handling or industrial construction experience preferred
- Energetic and well organized.
- Strong team player, self-managed and proactive.
- Credible; able to develop strong relationships within the target account.
- Well-developed communication skills.
- Curious, a learner.
- Affinity for technical products and services.
- Willingness to travel 25-50% of the time
EOE/M/F/Vet/Disabled
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