Account Executive

FORTNA Systems Inc. • Mount Washington, KY • 21h ago

FORTNA Systems Inc. seeks Account Executive in Mt. Washington, KY.Duties: Win new customers with distribution center design projects and material handling equipment implementation projects. Retain and grow business with existing customers by sellingdistribution center design and material handling equipment projects. Business development activities to generate a pipeline of new customer, opportunities and projects. Drafting technical and commercial contracts and guiding the customer through it negotiation. Contracts negotiation for technical and commercial contracts. Training and supporting new sales associates. Representing FORTNA and the capabilities of the company positively in the marketplace. Possess deep domain expertise as a strategic advisor to executives based on current experience, while continuing to improve domain expertise in supply chain and assigned industry verticals. Communicating clearly and leading a team based selling approach in Client engagements. Understanding Client needs and translating these needs to a service offering mix which can be provided by Fortna. Driving business case thinking internally and externally and leading development of the Client opportunity business case during the sales process. Maintaining strong relationships with Clients and prospects. Managing time and dollar investment in target accounts commensurate with expected return on the investment. Providing input and direction to marketing team on industry vertical specific marketing needs. Qualifying the right opportunities to pursue. Responding to request for proposal (RFPs), request for quotation (RFQs), and request for information (RFIs) as appropriate and necessary with support from the sales support team member as needed. Producing and managing account plans, opportunity plans, and call plans to optimize every touch in the sales process. Producing and delivering sales presentations that are customized and specific to the Client needs and specific opportunity requirements. Supporting sales and marketing efforts at industry events through attendance at trade shows and speaking opportunities as appropriate. Telecommuting permitted. Domestic travel required 25-50% of the time throughout the U.S.Requires a Bachelor's degree in Engineering, Business, or a related field (or its foreign equivalent) plus 5 years of experience in Strategic Sales within the supply chain fulfillment industry or a related occupation. Requires 5 years of experience in the following: (1) Dealing with highly complex automation and other material handling equipment through greenfield and brownfield projects; (2) Winning new customers through selling distribution center design projects and material handling equipment implementation projects; (3) Growing existing customers through selling distribution center design projects and material handling equipment implementation projects; (4) Booking large MHE implementation projects >$10M; (5) Ability to demonstrate understanding of pricing and margin computation method; (6) Leading complex sales efforts and applying consultative sales techniques; (7) Understanding of warehouse execution systems and warehouse controls systems; (8) Collaborating with teams across multi-disciplines that involve design, application engineering, mechanical and electrical engineering, software and controls engineering, project and site management, project finance and legal; (9) Presenting a business case to the customer's executive team to justify ROI for MHE implementation; (10) Presenting to the C-Suite and/or at the Board level. Telecommuting permitted. Domestic travel required 25-50% of the time throughout the U.S.40 hours/week. Must also have authority to work permanently in the U.S. Applicants who are interested in this position may apply at https://www.jobpostingtoday.com/ Ref #88283.

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