About Welch Equipment
Welch Equipment Company is the premier provider of material handling solutions and represents equipment from the world's #1 manufacturers. Our culture of continuous improvement, or Kaizen, is embedded throughout the organization and is only one of the many “tools” to our success in supporting our employees.
Our core values are:
- Positive Attitude
- Servant Leadership
- Kaizen 365 (getting better, together, everyday)
Our goal is to provide our employees with the tools needed to build a successful career, not just a job. We provide top notch support for our technicians in the form of manufacturer training, tech support, field service supervisors, on the job training in a controlled environment, cutting-edge technology and leaders trained to support.
We are seeking employees who are ready to join a culture of continuous improvement, positive attitude, and servant leadership. If that’s you come build your career with us at Welch Equipment Company and let’s continue to set the standard!
Benefits
- Low-cost Medical, Dental, Vision insurance
- STD, LTD, and Life insurance
- Accrued Paid Sick Leave and PTO
- 401(k) match
- Compensation: base salary with uncapped commissions and potential to earn closer to $300,000 annual total compensation
Brief Position Description
The Major Accounts Manager is responsible for developing, managing, and growing large and strategic customer accounts within a defined territory. This role focuses on driving new and used forklift sales, specialty product equipment sales, and overall account profitability while delivering a high level of customer satisfaction and retention.
The Major Accounts Manager serves as the primary point of contact for key accounts, coordinating internal resources across sales, service, and support functions to ensure consistent execution, strong relationships, and long-term growth. This position is accountable for maximizing market penetration, increasing customer spend across all company offerings, and achieving or exceeding sales and financial objectives.
Responsibilities
- Develop, grow, and maintain a portfolio of major and strategic accounts within assigned territory
- Drive forklift sales (new and used) and specialty product equipment sales as primary focus areas
- Increase total customer spend across all company segments, including allied and racking solutions and applicable service offerings
- Own overall account performance, including revenue growth, profitability, and customer retention
- Develop and execute account-specific business plans, including sales strategies, growth targets, and quarterly objectives
- Build strong customer relationships and serve as the primary point of contact for all account needs
- Coordinate internal resources (sales, service, parts, rentals, and support teams) to ensure successful account execution
- Identify new business opportunities within existing accounts and targeted strategic prospects
- Develop account-specific pricing strategies aligned with company objectives
- Provide regular customer reporting, business reviews, and performance updates
- Define customer-specific metrics and implement processes to track and communicate results
- Maintain accurate account and opportunity data within CRM systems
- Elevate customer concerns and engage appropriate internal stakeholders to drive resolution
- Submit periodic performance updates and forecasts to leadership
- Travel as required to support customer relationships and business development
- Additional duties as assigned
Requirements (KSAs)
- Bachelor’s degree in Business, Sales, Marketing, or related field OR equivalent experience
- 3+ years of B2B sales or account management experience, preferably with large or strategic accounts
- Demonstrated success in equipment sales, capital sales, or material handling industry preferred
- Strong business acumen with understanding of financial drivers, margins, and profitability
- Proven ability to grow accounts and achieve or exceed sales targets
- Experience developing account plans, forecasts, and customer presentations
- Ability to coordinate cross-functional teams to support customer needs
- Excellent communication, negotiation, and presentation skills
- Strong organizational, planning, and prioritization abilities
- Proficiency in CRM systems and Microsoft Office products
- Self-motivated with a high level of initiative and persistence
- Willingness to travel extensively within assigned territory
- Product knowledge of forklifts, material handling equipment, or related industry preferred