Job Title: National Accounts Sales Manager
Department: National Accounts
Reports To: General Manager of National Accounts
Job Type: Full-Time | Onsite (Must reside in Southeastern USA) | Salaried Exempt
Position Summary
Hangcha Forklift America is seeking an experienced and results-driven National Accounts Sales Manager to expand our national account business and strengthen relationships with key customers across North America. This position is responsible for identifying new business opportunities, developing strategic customer partnerships, and managing major accounts from prospecting through implementation.
The ideal candidate is an accomplished B2B sales professional with experience selling industrial equipment or material handling solutions to multi-location organizations. Success in this role requires strong business development skills, the ability to engage executive-level decision makers, and close collaboration with dealers and internal departments to deliver exceptional customer experiences.
Key Responsibilities
- Develop and execute a strategic sales plan focused on acquiring and growing national account customers.
- Identify, qualify, and pursue new business opportunities through outbound prospecting, networking, referrals, and industry events.
- Build and maintain relationships with executive leadership, procurement teams, and key stakeholders within target organizations.
- Present Hangcha's complete portfolio of material handling equipment and warehouse solutions to customers in industries including manufacturing, distribution, logistics, retail, ports, construction materials, food and beverage, and third-party logistics.
- Conduct customer site visits to evaluate operational needs and recommend equipment solutions that improve productivity and efficiency.
- Coordinate equipment demonstrations, product presentations, and fleet evaluations.
- Prepare proposals, quotations, and contract negotiations while managing opportunities through the entire sales cycle.
- Maintain accurate sales forecasts, customer records, and pipeline activity within the company's CRM platform.
- Partner with Hangcha's dealer network to coordinate equipment delivery, service support, training, and long-term customer success.
- Collaborate with marketing, operations, finance, customer service, and product support teams to ensure seamless account implementation and ongoing customer satisfaction.
- Develop account growth strategies that increase repeat business and long-term customer retention.
- Monitor market trends, competitor activity, and customer needs to identify new growth opportunities.
- Represent Hangcha Forklift America at industry trade shows, customer events, dealer meetings, and sales conferences.
- Assist with sales promotions, marketing initiatives, product launches, and national account programs as assigned.
- Travel extensively throughout North America to conduct customer meetings, facility visits, equipment demonstrations, and dealer support activities.
- Collaborate with Regional Sales Managers (RSMs) to identify, qualify, and pursue high-value national prospects.
- Partner with Engineering to define key specifications, performance standards, and product features for National Account Li-Ion models.
- Educate dealers, business partners, and end users on HCFA products, services, and value propositions.
- Identify and drive opportunities to expand dealer adoption of the Li-Ion product line across multiple regions.
Required Qualifications
- Bachelor's degree in Business, Marketing, Sales, or a related field, or equivalent professional experience.
- Minimum of 5 years of successful outside sales experience in industrial equipment, material handling, heavy equipment, capital equipment, or a related B2B industry.
- Demonstrated success developing national or strategic accounts with measurable sales growth.
- Experience selling to executive leadership, corporate purchasing teams, and multi-location organizations.
- Strong consultative selling, negotiation, and closing skills.
- Ability to understand customer operations and recommend technical equipment solutions.
- Experience using CRM software such as Salesforce, Microsoft Dynamics, or similar platforms.
- Proficiency with Microsoft Office, including Outlook, Excel, PowerPoint, Word, and Teams.
- Excellent communication, presentation, and relationship-building skills.
- Strong organizational and time-management abilities with the capability to manage multiple opportunities simultaneously.
- Valid driver's license and the ability to travel extensively throughout the United States and Canada. Ability to travel 50–70%, including occasional weekends.
Preferred Qualifications
- Familiarity with HCFA’s product lineup, competitive landscape within the material handling industry, and industry pricing dynamics.
Core Competencies
- Channel & Dealer Development
- Strategic Territory Leadership
- Product & Technical Understanding
- Pipeline & Forecast Management
- Relationship Building & Influence
- Analytical Thinking & Business Planning
- Conflict Resolution & Problem Solving
- Ability to Work Independently in the Field
Compensation & Benefits
- Salary Range: (Based on experience and qualifications) + Commission
- Benefits Include:
- Medical, Dental, and Vision insurance
- 401(k) with company match
- Paid Time Off (PTO) and Paid Holidays
- Employee Assistance Program (EAP)
Additional Information
This job description reflects the current expectations for the position but is not intended to be all-inclusive. Duties, responsibilities, and qualifications may be modified or reassigned at any time to meet the evolving needs of the organization.
