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The Account Development Representative (ADR) role specializes in winning new business across Bailey to create One Material Handling Solution, with a particular focus on new customer acquisition, maintenance plan sales, and generating forklift, dock solutions, and warehouse solutions leads. This is a sales role with a heavy emphasis on hunting.  

A successful ADR will also develop strong relationships with large accounts in the territory and at times need to project manage implementation of a resolution to a customer need or issue. The ADR will work closely with the MHC and FSM in the assigned territory(s). Focus on our customers’ success, working as a team with equipment sales, parts, service, and other personnel, and looking to the future by embracing new technology and solutions are critical to success in this role. The ADR uses the company’s CRM tool to quote and manage territory, accounts, and sales pipeline. 

RESPONSIBILITIES: 

Business Development 

• Use a variety of creative sales tactics to build relationships with decision makers at high potential target accounts. 
• Win new parts & service accounts with a particular emphasis on selling maintenance plans on competitor fleets and developing new business. 
• Directly sell replacement batteries, attachments, manual & motorized pallet jacks, and warehouse products. 
• Generate leads across One Material Handling Solution, including forklifts, racking, etc. 
• Make in-person cold calls and prospecting phone calls to generate leads and appointments. 

Account Development & Penetration 

• Develop relationships with key decision makers at select existing accounts. 
• Find new opportunities to grow the relationship with existing accounts and develop new revenue streams by increasing penetration into fleet support, sales, or other product lines (e.g., dock solutions). 
• Work with the service department to close large service quotes and increase close rate at large accounts in the territory. 
• Sell & execute paid inspections, operator training, and other consultative services to businesses to bring in net new revenue. 

Sales Admin & Support 

• Use CRM as an integral part of your day and standard process, maintaining updated account, decision maker, and fleet needs in CRM. 
• Log all call reports in CRM and maintain detailed notes. 
• Project manage implementation of a customer solution / resolution to support Ops as directed by leadership. 
• Develop strategic Plans to Win in the territory in collaboration with other Sales & Ops team members. 

WHAT WE OFFER: 

• Competitive pay. 
• Comprehensive benefits. 
• Multiple health plans including one plan with 100% employer paid premiums. 
• Generous 401K matching. 
• 100% Employer paid short- and long-term disability. 
• Industry-leading time off plan with new employees earning 3 weeks of PTO per year and eligible for up to 5 additional sick days. 
• A family owned and operated business that prioritizes the needs of our employees and customers. 
• The ability to grow your career with us through substantial training opportunities for all team members. Training includes both OEM training with our manufacturers and proprietary training developed internally through Bailey University. 

REQUIREMENTS: 

The individual in this position should be personable, proactive, a problem solver, reliable, ethical, intelligent, highly motivated, and able to adapt to the forces around him/her—customers, suppliers, department employees, and co-workers. 

EDUCATION/EXPERIENCE: 

• College degree 
• 2 - 4 years of sales or customer-facing experience 

SKILLS AND ABILITIES: 

• Great written and verbal communication skills (position requires significant face to face time with both customers and fellow employees). 
• Excellent interpersonal and customer relations skills. 
• Proficient at Word, Excel, PowerPoint, etc.; willing and able to learn new technology. 
• General knowledge of maintenance, repair, and parts department functions. 
• Organizational skills. 

LICENSES REQUIRED: 

• Driver's License 

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