Solution Sales Director - Key Accounts

Grand Rapids, Michigan

Summary:

The Solutions Sales Director- Key Accounts is needed to support growth and continued growth in terms of targeted markets, customer base and product & service offerings. Will perform the new business development and sales activities required to expand viastore’s market presence in North America in support of the company’s goals and objectives to increase sales of software, conveyor and ASRS systems.

The individual should have the ability to effectively communicate at the executive level “C” for each target or existing client. Identifying the client’s needs and linking viastore’s technical solution to the client’s business requirements case is essential.

Essential Job Functions:

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Identify and qualify new business opportunities that appropriately match viastore's products and services.
  • Work directly with clients to develop material handling solutions with a justifiable business case.
  • Produce sales aids, illustrations, PowerPoint presentations, etc. for use in the sales process.
  • Qualify customer budgets and project opportunities for effective use of sales support resources.
  • Work closely with the Planning & Estimating group to develop cost effective and justifiable solution.
  • Work with marketing to develop an integrated sales & marketing plan.
  • Assist as required in writing and reviewing proposals.
  • Execute all sales related sales activity from lead qualification through contract execution.
  • Work closely and effectively with internal resources in a cooperative team environment.
  • Build and maintain rapport with current and future customers.
  • Participate in trade shows, seminars.

Competencies

  • Critical thinking, judgement and decision-making skills.
  • Ethical conduct.
  • Must be able to effectively present information to clients.
  • Customer/Client focus
  • Communication proficiency

Supervisory Responsibility

This position has no direct supervisory responsibilities, but does serve as a coach and mentor for other positions in the company.

Work Environment

This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. During travel to customer locations, the employee may be exposed to various environments.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job.

While performing the duties of this job, the employee is regularly required to sit. The employee frequently is required to walk; use hands to touch, handle, or feel; reach with hands and arms; and talk or hear. The employee is occasionally required to sit; climb or balance; and stoop, kneel, crouch or crawl. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision color vision and the ability to adjust focus.

Travel Requirements           

Travel to customer locations for meetings etc. as required. Additional travel to trade shows and trainings during the year. Frequently travel is outside the local area and overnight.

Required Education and Experience      

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Bachelor’s degree in Business Administration or Engineering.
  • Five (5) years of related industry experience.
  • A general understanding of warehousing and material handling equipment is essential

Preferred Education and Experience     

  • Proven success by means of enhancing customer relationships and selling cost justified custom solutions.
  • Understanding of WMS Software, Conveyor Systems and AS/RS and their application to warehousing and distribution. 

Additional Eligibility Qualifications

  • The ability to read, analyze and interpret technical requests for proposals, specifications, financial reports, and contracts.
  • Excellent written and verbal skills.
  • Must have the ability to understand your audience and write copy that is clear, concise and targeted. For lead generation, it is important to be able to understand our business enough to explain at a high level what we do and also understand different potential customers operations.
  • The ability to write proposed descriptions of operation and functional specifications that conform to prescribed style and format.  The ability to effectively present information to senior management and customers is required.
  • The ability to define problems, collect data, establish facts and draw valid conclusions is essential. 
  • Must have the ability to interpret an extensive variety of technical requirements in specification or diagram forms and deal with multiple abstract and concrete variables.