Account Manager, AGV Sales at Dematic Corp in Salt Lake City, Utah

Job Description:

Dematic is a leading supplier of integrated automated technology, software and services to optimize the supply chain. Dematic employs over 6,000 skilled logistics professionals to serve its customers globally, with engineering centers and manufacturing facilities located around the world. Dematic is one brand under the KION Group of companies and has implemented more than 6,000 integrated systems for a customer base that includes small, medium and large companies doing business in a variety of market sectors.

Headquartered in Atlanta, Georgia, Dematic is a member of KION Group, a global leader in industrial trucks, related services and supply chain solutions. Across more than 100 countries worldwide, the KION Group designs, builds and supports logistics solutions that optimize material and information flow within factories, warehouses and distribution centers. The company is the largest manufacturer of industrial trucks in Europe, the second-largest producer of forklifts globally and a leading provider of warehouse automation.

The Role

Are you interested in joining a fast-growing team of highly experienced professionals, focused on driving new business with an industry-leading solution? Are you a motivated “hunter” with a background in logistics, automation, or engineering industries? We would love to have you join our fast-paced, rapidly growing company to sell complex logistics solutions to some of the largest distributors across the US.

Dematic is seeking an account manager, who is an innovative, collaborative, motivated, self-starter. The role requires a high-energy individual who can pursue new business opportunities with confidence, with excellent negotiation, problem solving, and interpersonal skills.

This candidate will be able to engage C-suite executives to prospect, negotiate, and close a complex sale. They will have a dual role of supporting other System Account Manager selling AGVs/AMRs as well as selling AGVs/AMRs direct to the end customer.  They should have the ability to build a robust pipeline and help customers identify their business needs and work to coordinate the best solution.

Essential Role and Responsibilities

The AGV Account Manager is both the face of Dematic with the customer and an AGV Specialist supporting other System Account Managers. This role will work with marketing and the extended business in order to create a strong pipeline and market awareness of Dematic Automated Guided Vehicles (AGVs) and Autonomous Mobile Robots (AMRs), focusing on the unseen market.

• Develops and implements plans for the AGV and AMR market region.


• Drives revenue retention/growth, account profitability, and customer satisfaction/loyalty.  Define and articulate Mobile Automation value proposition


• Pursues long-term account strategy that maximizes profits.


• Lead a team of consultants and solution engineers to sell, concept and quote projects


• Work directly with customers to understand their business and technical requirements


• Work with product managers to understand core Mobile Automation product capabilities and plans


• Define cross-functional processes to optimize effective teamwork and responsiveness to the business


• Acts as an expert advisor on projects of higher complexity


• Build strong partnerships with peers in other regions to define standard tools and practices


• Develops a complete understanding of the customers' organizational structure and key buying influences of assigned accounts.


• Performs customer presentations articulating the value proposition of product/solution/service offerings.


• Provides management with suggestions for improving volume, market share and price levels.


• Develops forecasts, budgets and operating plans for sales channels.


• Challenge project costs, timescales and technologies to make sure a lean but workable solution is developed with an appropriate and acceptable risk profile.


• Sell profitable standard & pre-engineered solutions which focus on customers, their business needs and drivers. Actively leading contract negotiations through to successful outcomes.


• Monitor the materials handling market, i.e. customers, suppliers and competitors. Maintain levels of product and application know how on the Dematic product range


• Demonstrate clearly how Dematic can support their operation and business needs with an additional focus on Service potential.

Qualification Requirements

• BS/BA in related discipline or advanced degree. A degree in Industrial Engineering is a plus. Certification may be required in some areas.


• Typically, 2-5 years of successful experience in complex solution sales or in a related field, with logistics and automation experience.


• Successful demonstration of the key responsibilities as presented above.


• High degree of proficiency in MS Office Suite (Excel, Word, PowerPoint).


• Excellent verbal and written communication skills, including experience of presenting to customers of different levels within a business structure (Operators, Maintenance Engineers, Buyers, CEO’s etc)


• Able to multi-task and work in a high-growth, fast-paced and deadline driven environment successfully.


• Knowledge of the materials handling market and its trends


• Knowledge of customer buying behavior of automated material handling solutions


• Willingness for business travel.


• Proficiency in Salesforce preferred.


• Training in strategic selling methodology (Miller Heiman) preferred.


• Understanding of the principles of contract structures and negotiations


• Models our Values of Integrity, Collaboration, Courage, and Excellence.