Manage sales growth for pallet rack, shelving, and engineered storage solutions. Responsibilities include developing territory strategies, securing new business, managing the full sales cycle, building dealer and customer relationships, conducting site visits, preparing proposals with cross-functional teams, monitoring market trends, delivering presentations, and maintaining sales forecasts. The role requires warehouse storage expertise, consultative selling skills, and up to 15% travel.
Position Summary
UNARCO is seeking a driven and customer-focused Racking Sales Account Manager to lead sales growth for our pallet rack, shelving, and engineered storage solutions. This role is responsible for developing new business opportunities, strengthening relationships with dealers, integrators, and end users, and driving revenue growth throughout the assigned territory and/or client(s). The ideal candidate combines technical knowledge of warehouse storage systems with strong consultative sales skills and the ability to identify customer needs and deliver value-driven solutions.
Key Responsibilities
- Develop and execute territory sales strategies to achieve revenue and profitability targets.
- Identify, qualify, and secure new business opportunities with distributors, dealers, integrators, and end users.
- Manage the full sales cycle from prospecting and proposal development through negotiation and closing.
- Build and maintain strong relationships with key accounts and strategic partners.
- Conduct site visits to evaluate customer storage requirements and recommend appropriate racking and material handling solutions.
- Collaborate with engineering, project management, estimating, and operations teams to develop accurate proposals and project specifications.
- Monitor market trends, competitive activities, and customer requirements to identify growth opportunities.
- Deliver product presentations and training to customers and channel partners.
- Maintain an accurate sales pipeline and provide regular forecasting and reporting.
Represent UNARCO at industry events, trade shows, and customer meetings
QualificationsRequired Qualifications
- Minimum 5 years of sales experience selling pallet rack, shelving, automation, conveyor, or material handling solutions.
- Proven track record of achieving or exceeding sales targets.
- Strong understanding of warehouse operations and storage solutions.
- Ability to read and interpret layout drawings and project specifications.
- Excellent communication, presentation, and negotiation skills.
- Proficiency in CRM systems and Microsoft Office applications.
- Ability to travel up to 15%. Travel commitment is dependent upon the sales manager's home base and the geographic distribution of accounts within the assigned territory/client(s).
Preferred Qualifications
- Established network of warehouse, distribution, logistics, or industrial contacts.
- Technical aptitude and experience working with engineered products.
- Knowledge of RMI standards and warehouse storage system applications.
- Bachelor's degree in Business, Engineering, Supply Chain, Marketing, or related field preferred.
What Success Looks Like
- Consistently exceeds sales and margin objectives.
- Expands dealer and customer relationships within assigned markets.
- Generates a strong pipeline of qualified opportunities.
- Delivers exceptional customer service throughout the sales process.
- Serves as a trusted advisor for warehouse storage and optimization solutions.
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