A Strategic Account Manager at Dematic plays a crucial role by driving business development and formulating strategic account penetration plans. They qualify new opportunities, present value propositions, manage high-revenue deals, and collaborate with various internal teams to deliver comprehensive solutions to customers.

Candidates applying for the Strategic Account Manager role at Dematic should possess a BS/BA in a related discipline, with an engineering degree being advantageous. Typically, a minimum of 12 years of experience in complex solutions for distribution or logistics is required, alongside strong consultative selling skills and executive-level communication abilities.

The base salary range for the Strategic Account Manager position at Dematic is between $115,000 and $160,000. This range does not include any earned commissions and can vary based on location, experience, and other elements.

Dematic values applicants with substantial experience in selling multi-million-dollar projects, particularly those exceeding $20 million. Additionally, familiarity with Supply Chain Execution software and expertise in vertical markets and automated solutions are preferred for this role.

As a Strategic Account Manager at Dematic, you should be prepared for business travel, which can be up to 50%. This travel is essential for developing relationships and closing deals with executive-level stakeholders.

When developing strategic account penetration plans, it's essential to analyze the account's structure and key influencers. Customize solutions based on the unique challenges faced by the organization, leveraging insights gained from previous engagements. Showing an understanding of their needs and aligning them with Dematic’s offerings demonstrates your consultative approach.

For answering this question, choose a specific example where you faced obstacles or required a tailored solution to meet the client's needs. Explain your negotiation strategy, the steps you took to overcome challenges, and how you ultimately closed the deal by delivering value tailored to executive-level concerns.

I utilize a variety of techniques to qualify new business opportunities, including researching the market and account specifics, engaging with key stakeholders, and assessing how our solutions can address their unique challenges. Additionally, I have conversations with existing clients to uncover potential referrals and value proposition alignments.

Building strong relationships with senior supply chain executives revolves around trust, understanding their strategic goals, and providing ongoing value. Regular communication, sharing insights, and keeping them informed about industry trends can help solidify these relationships.

In a fast-paced environment, effective prioritization is key. I typically assess tasks based on impact and urgency, delegate where possible, and keep stakeholders informed about timelines. Utilizing project management tools can also help maintain oversight and ensure deadlines are met.

I have extensive experience using Salesforce to manage accounts, track opportunities, and analyze customer data. I utilize it to create dashboards that provide insights into sales performance and track engagement levels, ensuring a proactive approach to account management.

Choose an instance where you coordinated efforts across functions within your organization. Discuss how you gathered insights from different teams, developed a multifaceted solution, and effectively communicated it to the customer, ensuring a collaborative approach.

I stay informed about industry trends through continuous learning. I read trade publications, attend industry events, and engage in professional networks to ensure I'm aware of emerging technologies and market demands that could impact my accounts positively.

When presenting complex solutions, I focus on breaking down information into digestible segments, highlighting the value proposition, and tying it back to the client's specific challenges. Visual aids and real-world examples help make the solutions relatable.

I believe my combination of deep industry knowledge, extensive experience in consultative selling, and proven track record of developing solutions tailored to customer needs aligns perfectly with Dematic’s mission. My values resonate with those of the company, and I'm driven to foster meaningful relationships that will lead to mutual success.