Outside Sales Account Manager
About the RoleThe Outside Sales Account Manager is responsible for helping the company build, activate, and support a high performing dealer network. This role is not just about signing up dealers. The real work is making sure dealers understand our products, know how to identify good opportunities, are equipped to sell the company’s effectively, and stay engaged after onboarding. The Outside Sales Account Manager serves as the primary day-to-day resource for assigned dealers, helping them move from approved dealer to productive selling partner. This includes onboarding, training, quote support, follow-up discipline, opportunity tracking, and regular dealer communication.About the CompanyOur client’s parent company is a global manufacturer of engineered solutions for material handling needs since 1959 and operates facilities in the US and UK. Years of experience as a leading designer, manufacturer and innovator in the industry have given them the competitive edge in providing state-of-the-art, reliable, cost-effective load-moving solutions that deliver tangible productivity and safety benefits in a wide variety of applications.ResponsibilitiesDEALER ONBOARDING AND ACTIVATION• Own the onboarding process for new dealers • Create a clear activation plan for each dealer, including initial training, first target accounts, first opportunities, and follow up expectations • Make sure each dealer understands the product lines, common applications, target industries, qualification criteria, pricing, quoting process, lead registration process, and Salesforce / dealer portal expectationsDEALER TRAINING AND SALES SUPPORT• Train dealer sales teams on how to identify, qualify, and advance opportunities • Help dealers understand where the company fits, including safety improvement, ergonomic improvement, labor reduction, productivity improvement, and replacing forklifts, tuggers, or manual pushing where appropriate • Provide simple sales tools, talk tracks, application examples, and objection-handling support • Coordinate technical resources when needed, including engineering, product specialists, or outside sales supportOPPORTUNITY DEVELOPMENT• Work with dealers to identify target accounts and active opportunities • Help dealers build early pipeline by reviewing their customer base and identifying likely company applications • Follow up consistently on open dealer opportunities so quotes move, next steps are clear, and opportunities do not stall • Support dealer reps in converting interest into qualified opportunities, demos, quotes, and closed ordersQUOTE AND LEAD COORDINATION• Help dealers navigate the quote process and ensure requests are complete, accurate, and timely • Coordinate with Inside Sales, Outside Sales, Engineering, and Customer Service as needed to keep dealer opportunities moving • Make sure all dealer opportunities are properly tracked in Salesforce, with clean handoffs between the dealer, internal sales team, and technical resourcesDEALER RELATIONSHIP MANAGEMENT• Maintain regular communication with assigned dealers. • Run recurring dealer check-ins focused on active opportunities, quote status, follow-up actions, training needs, wins and losses, target accounts, and forecasted activity. • Build strong working relationships with dealer principals, sales managers, and frontline reps. • Identify dealers who are engaged and worth investing in, as well as dealers who are inactive or unlikely to Key Performance Indicators • New dealers onboarded • Dealer quote-to-close rate • Dealers activated • Dealer follow-up completion • Dealer-generated pipeline • Dealer training sessions completed • Dealer-generated bookings • Dealer opportunity aging • Quotes submitted through dealers • Dealer opportunities with documented next steps in Salesforce Qualifications • 5+ years of sales, channel sales, dealer support, inside sales, or account management experience • Experience working with dealers, distributors, or rep networks preferred • Strong communication and follow-up skills • Ability to train and coach salespeople • Comfortable managing multiple relationships and open opportunities at once • Strong organizational discipline • CRM experience required; Salesforce preferred • Ability to understand technical products and explain them simply • Manufacturing, industrial equipment, material handling, safety, or ergonomic product experience preferredIdeal Candidate Profile• The ideal candidate is part sales support, part account manager, part trainer, and part process owner. • They are not waiting for dealers to magically sell. They are proactive, organized, persistent, and comfortable holding people accountable without being heavy-handed. • They know how to take a dealer from passive to active by giving them structure, tools, confidence, and regular attention. • This person should be comfortable saying: Here is how we sell this. Here is who you should be targeting. What is the next step on this quote? Who owns the follow-up? Let us get your team trained. This dealer is active, this one is not.Position PurposeThe company’s dealer strategy will only work if dealers are properly enabled, supported, and managed. This role exists to make sure dealers do not sit idle after signing up. The Outside Sales Account Manager owns the work of turning dealer relationships into real selling capacity