What\'s the role?
Hilti North America (HNA) Account Managers are the direct link between Hilti and the customer. Consistently recognized by Selling Power Magazine as a top company to sell for, Hilti is a world-leading manufacturer and supplier of quality, innovative, and specialized tool and fastening systems for professional users in a variety of construction trades.
Who is Hilti?
Hilti is where innovation is improving productivity, safety and sustainability in the global construction industry, and beyond. Where strong customer relationships are creating solutions that build a better future. Where there is pride and a sense of belonging across our 120 locations, carrying right into our lives and homes. Where people are exploring possibilities, leveraging their potential, owning their personal development and growing lasting careers.
What does the role involve?
Make outside, face-to-face consultative sales to grow a loyal client base within a designated geographical area while strengthening the company\'s position or market share within the territory
Develop, analyze, and manage business plans through an Opportunity-Oriented Sales Approach utilizing relevant Hilti systems and tools (including but not limited to SalesForce) to match Hilti solutions to validated client need
Use Time and Territory Management (TTM), zone territory by client potential and previous sales, utilize sales productivity tools, and create/plan daily schedule (including presence at jobsites, projects, and client offices)
Demonstrate Hilti products, software and services sales execution and communicate the Hilti Value proposition in-person, face-to-face, with clients
Prove effective in managing open leads, convert qualified open leads to opportunities, manage, update opportunities and data quality in a timely manner
Identify the key roles within the organization (jobsite and offices) and understand their responsibilities and needs; obtain appointments with key decision makers within organizations with Hilti relevant potential Evaluate top potential accounts within assigned sales territory through collaboration with Hilti stakeholders; Create account development plans to maintain a well-balanced pipeline by identifying client potential and where product, service, and solutions gaps exist in client\'s current purchasing habits throughout each stage of their projects
Demonstrate ability to manage complexities in territory by using Hilti\'s CRM platform with adequate documentation and collaboration
Assume accountability for care and maintenance of company assets, e.g. company provided vehicle, van inventory, laptop, and smart phone to minimize loss due to damage or lost inventory
Collaborate with a variety of departments (including: materials management, logistics, credit, marketing, technical services, and customer service) to be a successful account manager
Additional duties as assigned
Hilti North America has ranked on Selling Power\'s list of Best Companies to Sell For for over 18 years, most recently ranking in 6th place in 2023.
What do we offer?
We\'ll give you lots of responsibility, including your own portfolio of customers and these might be trades experts, project managers, or company leaders. From there, we\'ll trust you to do whatever it takes to deliver outstanding results. Go the extra mile and we\'ll reward you with unrivaled training, development, and career opportunities as soon as you\'re ready for the next challenge.
Day to day you\'ll report to your regional sales manager, who will also be there to help you manage your career.
In addition to a competitive base salary and uncapped bonus potential, we offer a robust benefits package including a generous paid time off policy that includes vacation, personal days, health & wellness, and 2 days per year to give back in your local community, paid family leave, educational reimbursement and student loan ass
Job TitleEnterprise Account Executive
Job Description
Vanderlande is the global market leader for value-added logistic process automation at airports, and in the parcel market. The company is also a leading supplier of process automation solutions for warehouses.
Vanderlande\'s baggage handling systems move 3.7 billion pieces of luggage around the world per year, in other words 10.1 million per day. Its systems are active in 600 airports including 13 of the world\'s top 20. More than 39 million parcels are sorted by its systems every day, which have been installed for the world\'s leading parcel companies. In addition, many of the largest global e-commerce players and distribution firms have confidence in Vanderlande\'s efficient and reliable solutions.
The company focuses on the optimization of its customers\' business processes and competitive positions. Through close cooperation, it strives for the improvement of their operational activities and the expansion of their logistical achievements. Vanderlande\'s extensive portfolio of integrated solutions - innovative systems, intelligent software and life-cycle services - results in the realization of fast, reliable and efficient automation technology.
Job Description
The Enterprise Account Executive preserves, expands, and develops relationships with Vanderlande\'s strategic key customers as well as drive new business developments within specific assigned market segments. The Enterprise Account Executive will be responsible for achieving defined sales targets and assigned strategic objectives. The Enterprise Account Executive will manage the full sales cycle, from building a close partnership with the customer to managing bids and RFP\'s, client presentations, and ultimately closing the contract. In every case the emphasis is on close partnership with the customer, extending from initial analysis of the underlying business processes through to total life-cycle support.
Candidates must have experience in a sales environment, managing and driving solutions based selling process. The ideal candidate will have this experience within the Material Handling System - Warehouse Automation industry.
Job Tasks and Responsibilities:
Coordinate order intake for warehousing distribution and parcel automation projects.
Develop and pursue profitable sales leads to achieve planned order intake and profit level
Co-coordinate sales strategy and determining customer requirements
Conduct initial specification review
Cultivate and improve customer relationships
Coordinate sales material, pricing strategy and proposal content
Provide input into weekly/monthly departmental activity reports
Manage sales documentation and data for Bid/No Bid decision making
Pursue/Maintain healthy pipeline of opportunities
Adapt to VI Company and culture that is based upon a belief in people and their dedication to achieving success
Performance and Accountability Measurements
Achieve sales targets in designated market segment
Meet or exceed expectations for profitability
Maintain and build relationship and customer satisfaction that meets VI standards
Achieve strategic objectives of key customers as defined by VI Management
Basic Qualifications:
Bachelor\'s Degree from an accredited institution
10 years sales experience in the material handling industry
Demonstrated expertise in selling in a B2B environment with an extended sales cycle (12+ months) w/capital equipment
Experience with presenting to multi-level contacts, and medium to large organizations
Background in consultative selling role in a team selling environment
Preferred Qualifications:
Fifteen years of sales experience in Material Handling Systems - Warehouse Automation
Masters Degree
Knowledge-Skills
