Material Handling and Automation Account Manager

Account Manager – New Business Development

Material Handling & Warehouse Automation Dealer

Territory: Norfolk, Newport News & Virginia Beach, VA (Hampton Roads) |Outside Sales | Full-Time

Full-line material handling and warehouse automation dealer with nearly a century in business and a leading presence across the Mid-Atlantic. As the exclusive regional dealer for a premier national lift truck brand, they deliver the full spectrum — new and used equipment, fleet optimization, rentals, leasing, and complete warehouse automation systems including AS/RS, conveyors, sortation, robotics, and AMRs — backed by factory-trained service, parts, training, and power solutions. Their customers range from local warehouses and manufacturers to the federal government and global distribution operations.

The Opportunity

Account Manager to gain share and presence across the Hampton Roads market — Norfolk, Newport News, and Virginia Beach. This is a new business development role: your mandate is to open doors, win new accounts, and build a book of business in one of the strongest logistics corridors on the East Coast, home to the Port of Virginia and a dense concentration of distribution, warehousing, manufacturing, and defense-related operations.

You'll sell the full portfolio — lift trucks, fleet solutions, rentals, leasing, aftermarket programs — and act as the front door for larger automation and systems projects, with engineering and integration resources behind you.

What You'll Do

• Prospect and develop new accounts across the Norfolk / Newport News / Virginia Beach territory through cold calling, site visits, referrals, and networking.
• Conduct site surveys, fleet analyses, and application assessments to match customers with the right equipment and financing structure (purchase, lease, or rental).
• Quote, present, and close new and used equipment, rentals, fleet management programs, and aftermarket service and parts agreements.
• Identify automation and systems opportunities (racking, conveyor, AS/RS, robotics) and team with the in-house engineering group to develop them.
• Build and execute a territory plan; maintain an accurate pipeline and activity record in CRM.
• Partner with service, parts, and rental teams to ensure new customers have a first-class experience and grow into long-term accounts.

What We're Looking For

• 2+ years of B2B outside sales experience with a demonstrated record of winning new business — industrial, capital equipment, or logistics-related sales preferred.
• A true hunter: comfortable with high-activity prospecting, long sales cycles on capital equipment, and multi-level selling from dock supervisor to owner.
• Strong discovery, presentation, and negotiation skills; able to translate operational pain points into ROI-based proposals.
• Disciplined pipeline and CRM habits.
• Based in or near the Hampton Roads area with a valid driver's license; daily travel within the territory.
• Material handling, forklift, or warehouse automation experience is a plus — not a requirement. We'll train the right salesperson on the products.

Compensation & Benefits

• Base salary up to $80,000, plus uncapped commission.
• Year 1 on-target earnings: ~$110,000-$120,000
• Year 2: ~$150,000
• Year 3: $200,000+ is the expectation for all reps.
• Tenured and top performers consistently earn $300,000+.
• Car stipend of $750/month plus a gas card — roughly $9,000/year toward vehicle, fuel, and maintenance costs.
• Comprehensive benefits including Health, Vision, Dental and 401k.