The Role
Manage full sales cycle for specialized installation services in automated material handling and robotics. Build client relationships, develop proposals, collaborate with estimating/engineering/operations, negotiate contracts, maintain pipeline and forecasts, and coordinate project handoffs to operations while monitoring market and competitor activity.
Summary Generated by Built In
Your Opportunity
Our client is a nationwide provider of advanced material handling and automated warehouse logistics solutions. They specialize in the installation of automated storage and retrieval systems, robotics, and complex supply chain automation for e-commerce, retail, logistics, and grocery sectors.
As an Account Manager, you will drive business growth by identifying client needs and positioning specialized installation services across a diverse portfolio of automated systems. This role serves as a primary point of contact for clients, managing the full sales cycle from initial discovery and solution development to closing profitable business.
You will collaborate closely with internal Sales, Operations, and Engineering teams to ensure project proposals align with technical capabilities, client requirements, and margin goals.
Key Responsibilities
- Opportunity Management: Identify, develop, and manage sales opportunities for specialized installation services across automated systems, racking, and robotic solutions.
- Relationship Building: Establish and maintain strong, trusted partnerships with clients throughout the entire sales lifecycle.
- Client Consultation: Engage with stakeholders to understand operational needs and recommend effective automation installation solutions.
- Proposal Development: Prepare and present precise project proposals, scope summaries, and pricing that align with corporate margin targets.
- Cross Functional Collaboration: Partner with internal estimating, operations, engineering, and leadership teams to design accurate technical solutions.
- Deal Closure: Lead client communications regarding quotes, commercial clarifications, and scope alignment to drive successful outcomes.
- Commercial Negotiation: Negotiate pricing, contract terms, and service expectations within approved corporate guidelines.
- Pipeline Tracking: Maintain an active sales pipeline, manage forecasting, and provide regular updates on key account activities.
- Project Handoff: Coordinate the transition of awarded projects to operations and execution teams to ensure accurate scope delivery.
- Market Awareness: Monitor industry trends, client activity, and competitor developments to uncover new business avenues.
- Client Service: Deliver high-quality responsiveness and service while upholding rigorous professional and ethical standards.
Your Know-How
- Three to seven years of experience in sales, account management, or business development within industrial automation, material handling, construction, or industrial services
- Proven track record of generating leads, developing proposals, and closing profitable project-based business
- Deep understanding of solution-based selling, client qualification, and commercial contract development
- Demonstrated ability to collaborate with cross-functional technical teams including engineering, estimating, and operations
- Strong commercial and financial acumen with a clear understanding of project pricing and profit margins
It’s a Bonus If
You have experience selling specialized installation services or complex technical project solutions
Your background includes working with automated storage and retrieval systems or robotic warehouse logistics
The base pay range for this role is $100,000 – $150,000 per year.
Skills Required
- Three to seven years of experience in sales, account management, or business development within industrial automation, material handling, construction, or industrial services
- Proven track record of generating leads, developing proposals, and closing profitable project-based business
- Deep understanding of solution-based selling, client qualification, and commercial contract development
- Demonstrated ability to collaborate with cross-functional technical teams including engineering, estimating, and operations
- Strong commercial and financial acumen with a clear understanding of project pricing and profit margins
- Experience selling specialized installation services or complex technical project solutions
- Experience with automated storage and retrieval systems or robotic warehouse logistics
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The Company
What We Do
Lutra provides engineering and software services, including compliance management software and AI-driven automation solutions, to improve operations.
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