At Arbon Equipment, a Rite-Hite Company, your work makes an impact. We deliver industry-leading solutions that keep workplaces safe, productive, and efficient. When you join Arbon Equipment, you’re not just selling or servicing equipment – you’re building trusted partnerships with customers and growing your career with a company backed by the strength of Rite-Hite’s global innovation.
Primary Purpose & Scope
The Key Account Manager is responsible for growing sales and profitability within assigned accounts through the sale of Rite-Hite dock products, allied equipment, SLA agreements (service level agreements), and service. This role develops long-term customer relationships by identifying needs and recommending solutions that improve safety, productivity, and equipment reliability.
This position reports to the District Sales Manager and is responsible for developing the assigned accounts in terms of market penetration, sales volume, and profitability by promoting the professional services and quality products sold by the District Office and developing long-term customer relationships. The ideal candidate is a results-driven, customer-focused sales professional with strong mechanical/electronic comprehension, excellent communication skills, and the flexibility to interact effectively from the dock floor to the boardroom.
Values and Culture Expectations
All employees are expected to consistently demonstrate Rite-Hite’s Values in Action. These values shape the way we work together and how we serve our customers. This includes modeling company values in daily interactions, decision-making, and how work is accomplished. Employees are expected to contribute to a culture of accountability, collaboration, and respect.
Essential Duties & Responsibilities
Safety Responsibilities:
- Support and promote a culture of safety.
- Follow all Company and OSHA safety policies and procedures.
- Proper use of required personal protective equipment (PPE)
- Report hazards, near misses and incidents promptly
Job Responsibilities:
- Achieve established sales, gross profit, and priority product growth goals within the assigned accounts.
- Maintain a high level of professionalism through product knowledge and applications, competitive activity, market conditions, and a thorough demonstration of presentation, product demonstration and closing skills.
- Establish long-term customer relationships.
- Effective utilization of sales tools, skills, District, Regional, and Corporate resources.
- Assist in overall district development by providing market data and new approaches to district sales strategies.
The customer types and activities are as follows:
End-Users
- Develop a positive long-term problem-solving, counsellor selling relationship.
- Assist in proper equipment design and/or application to maximize customer productivity and safety from dollars invested.
- Secure long-term commitment for District Office product lines.
Service Sales Responsibilities
- Effective use of professional sales presentations, equipment demonstration, sales tool utilization, and equipment proposals are required.
- Develop a positive solution selling relationship by demonstrating the ability and willingness to solve and/or prevent customer equipment/maintenance problems.
- Achieve established sales, gross profit, and priority product growth goals within the assigned accounts.
- Maximize the number of SLA agreements within the assigned accounts.
- Develop long-term professional relationships that allow for preference when additional products are required.
- Be aware of competitive activity including any pricing policies in the District as they relate to planned maintenance, service, parts, and new products.
- Setting appointments with decision-makers within industrial accounts is critical.
- Professional "On-the-Dock" presentations, equipment demonstrations, and proposal generation are required.
- The ability to close orders is essential.
- Maintain accurate and timely CRM records of customer activity, opportunities, proposals, and sales forecasts.
- Provides technical services to clients relating to the use, operation, and maintenance of equipment.
- Generates sales or service contracts for products or services.
- Other duties as assigned.
General Contractors
- Maintain consistent, timely contact to develop an awareness of ARBON products and services.
- Ensure ARBON is on the bid list for the entire product line.
- Develop professional relationships through proposals, follow-up, and after-sales support.
- Attain and maintain market domination by developing a thorough knowledge of competitive activity and pricing policies.
Minimum Job Requirements
Education & Experience
- Bachelor’s degree, or 2-3 years of relevant sales experience, or a combination of both.
Knowledge/Skills/Abilities
- Flexibility to interact with dock workers up to board room presentation.
- Strong mechanical/electronic comprehension.
- Excellent communication skills.
- Professional customer-oriented attitude.
- Confidence and tact.
- Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
- Ability to generate reports, business correspondence, and procedure manuals.
- Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.
- Ability to work with mathematical concepts such as probability and statistical inference.
- Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
- Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
- Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
- Maintain safe work practices and comply with all applicable safety regulations, company policies, and customer site requirements in office and field environments, including using required personal protective equipment and promptly reporting unsafe conditions.
Preferred Job Requirements
Education & Experience
- Previous material handling or loading dock equipment sales experience.
Role Specific Compliance Requirements
- Valid driver's license with the ability to travel extensively throughout the assigned region (approximately 20%).
- Ability to meet customer site access, safety, and security requirements.
- Ability to work flexible hours as business needs require.
- Ability to maintain confidentiality and exercise sound judgment when handling sensitive business information.
- Ability to pass pre-employment checks and MVR check.
- Eligibility to work in the United States
Work Location, Schedule and Environment
- Work Location:
- Work Environment: Field/Office; frequent travel to customer locations is required
While performing the duties of this job the employee is regularly required to talk, hear, and use hands to manipulate objects or controls. The employee is regularly required to stand and walk. On occasion, the employee may be required to stoop, bend, or reach above the shoulders. The employee must occasionally lift up to 25 pounds. Specific conditions of this job are typical of frequent and continuous computer-based work requiring periods of sitting, close vision, and the ability to adjust focus. Occasional travel may be required.
Disclaimer: All responsibilities and requirements are subject to possible modifications to reasonably accommodate individuals with disabilities.
This Job description in no way states or implies that these are the only responsibilities to be performed by an employee occupying this job. This job description is subject to change, and the employer retains the right to change or modify the duties of this job at any time.
What We Offer
At Arbon Equipment – A Rite-Hite Company, we take care of our people – because when you’re supported, you can do your best work. Our benefits are designed to support your health, your future and your life outside of work:
Health & Well-being: Comprehensive medical, dental, and vision coverage, plus life and disability insurance. A robust well-being program with an opportunity to receive an extra day off and more.
Financial Security: A strong retirement savings program with 401(k), company match, and profit sharing.
Time for You: Paid holidays, vacation time, and personal/sick days each year.
Join us and build a career where you’re supported – at work and beyond.
Rite-Hite is proud to be an Equal Opportunity Employer. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected characteristic under federal, state, or local law. In accordance with VEVRAA, we are committed to providing equal employment opportunities for protected veterans. We are also committed to maintaining a drug-free workplace for the safety of our employees and customers.
