What are the responsibilities and job description for the Account Manager – Overhead Material Handling Solutions Specialist position at Overhead Material Handing/ IRON-HORSE CRANES, Inc.?
Job Title: Account Manager – Overhead Material Handling Solutions Specialist
Location: Northwest IN. Indiana Territory (Hybrid)
Department: Sales / Customer Success
Employment Type: Full-Time
Compensation: Base salary $75,000 – $105,000 commission & bonuses (OTE $110,000 – $180,000 )
About the Role
We are seeking an experienced and customer-focused Account Manager – Overhead Material Handling Solutions Specialist to join our team. In this role, you will grow and own a portfolio of key accounts in the overhead material handling sector (overhead cranes, hoists, lifting systems, and related equipment & services).
You will serve as a primary point of contact for customers, deliver tailored solutions to meet their operational needs, ensure high level of satisfaction and retention, and identify opportunities to expand business within existing accounts.
If you have strong technical knowledge of overhead material handling equipment, excellent relationship-building skills, and a proven ability to grow accounts, we want to hear from you.
Key Responsibilities
- Grow and manage a portfolio of accounts in the overhead material handling industry.
- Build long-term, trusting relationships with customers (plant managers, maintenance directors, procurement teams, and executives).
- Understand customer operations and recommend optimal overhead crane, hoist, monorail, and lifting solutions to improve safety, productivity, and efficiency.
- Identify upselling and cross-selling opportunities for equipment, parts, service contracts, inspections, and modernization projects.
- Prepare proposals, quotes, and presentations for solutions and service offerings.
- Collaborate with internal teams (engineering, service, parts, and leadership) to ensure timely delivery and exceptional customer experience.
- Monitor account performance, resolve issues proactively, and conduct regular business reviews.
- Track pipeline, sales activity, and metrics in CRM; meet or exceed revenue and retention targets.
- Stay current with industry trends, safety standards (e.g., OSHA, CMAA), and new technologies in overhead material handling.
What We’re Looking For
Required Qualifications:
- 4 years of experience in Account Management, Sales, or Technical Sales within material handling, overhead cranes/hoists, industrial equipment, or related B2B sectors.
- Solid understanding of overhead material handling solutions (cranes, hoists, lifting systems, etc.).
- Proven track record of growing accounts, retaining customers, and achieving sales targets.
- Strong interpersonal, negotiation, and problem-solving skills.
- Proficiency with CRM systems (Salesforce, HubSpot, or similar) and Microsoft Office/Google Workspace.
- Bachelor’s degree in business, engineering, industrial technology, or a related field (or equivalent experience).
Preferred Qualifications:
- Technical knowledge or prior experience selling/service of overhead cranes, hoists, or material handling equipment.
- Existing relationships in manufacturing, warehousing, steel, automotive, or other heavy industries in the Northern Indiana region or Midwest.
- Ability to read technical drawings or specifications and conduct site assessments.
- Willingness to travel locally on a frequent basis and longer distances occasionally for customer visits, site evaluations, and industry events.
What We Offer
- Competitive base salary with attractive commission structure and performance bonuses (strong earning potential).
- Comprehensive benefits including health, dental, vision, 401(k) with match, Profit Sharing Short-Term & Long-Term disability Life Insurance and generous PTO.
- Hybrid work schedule with flexibility (NW Indiana-area office remote days).
- Opportunities for professional development and career advancement in a specialized industry.
- Collaborative team environment with a focus on customer success and innovation.
- Company vehicle, laptop, telephone, company credit card for corporate expenses, technical training and any other tools required for success.
Pay: $75,000.00 - $105,000.00 per year
Benefits:
- 401(k) 5% Match
- Health insurance
Work Location: In person
Salary : $75,000 - $105,000