Account Manager

Department: Sales

Reports To: CRO Role

Role Type: Account Manager

Who We Are

Zone 4 is a nationwide leader in installation of advanced material handling systems, specializing in automated storage and retrieval systems (AS/RS), multi-shuttle, and mini-load systems. Headquartered in Orange, CA, Zone 4 serves blue-chip clients across various industries, including retail, e-commerce, logistics, and grocery. With over 15 years of experience, the company has established itself as a go-to provider for automated warehouse logistics, helping businesses optimize their supply chain operations through innovative automation and robotic solutions. Zone 4 offers nationwide coverage, handling projects of any size or complexity, ensuring safe, efficient, and consistent service.

Role Purpose

The Account Manager is responsible for generating sales of Zone 4 installation services for solutions such as Good-to-Person Solutions, Conveyor and Sortation, Electrical, ASRS, Racking, Autonomous Robotic Systems, and related offerings. This role focuses on identifying client needs, recommending the most effective products and services, preparing accurate quotes, and closing sales that support the company’s growth and profitability.

Serving as a key point of contact with our clients, the Account Manager builds strong relationships, supports solution development, and works cross-functionally with internal teams to ensure proposals align with client requirements, company objectives, and service capabilities. The role requires strong communication skills, sales acumen, and the ability to position Zone 4’s services as a value-added solution for each opportunity.

Ultimately, the Account Manager contributes to business success by driving revenue, strengthening client partnerships, and delivering an exceptional client experience throughout the sales process. The ideal candidate brings a strong sales background, a client-focused mindset, and a passion for helping clients implement the right installation solutions for their operations.

Scope of Responsibility

  • Identify, develop, and manage sales opportunities for Zone 4 installation services across solutions such as Good-to-Person, Conveyor and Sortation, Electrical, ASRS, Racking, and Autonomous Robotic Systems.
  • Build and maintain strong client relationships by serving as a trusted point of contact throughout the sales process.
  • Engage clients to understand their operational needs, project requirements, and business objectives in order to recommend the most effective installation solutions.
  • Prepare and present proposals, scope summaries, and pricing that align with client requirements and company margin expectations.
  • Coordinate with internal teams, including estimating, operations, engineering, and leadership, to develop accurate and competitive client solutions.
  • Lead client communications related to quotes, clarifications, scope alignment, and commercial discussions to support successful deal closure.
  • Negotiate pricing, terms, and service expectations within approved company guidelines to secure profitable business.
  • Maintain an active sales pipeline, track opportunity status, and provide regular updates on forecasts, priorities, and key account activity.
  • Support handoff of awarded projects to operations and project teams to ensure alignment on scope, client expectations, and execution requirements.
  • Monitor market trends, client activity, and competitive developments to identify new business opportunities and strengthen Zone 4’s market position.
  • Deliver a high level of client service and responsiveness while representing Zone 4 with professionalism, integrity, and strong ethical standards.
  • Perform other related duties as needed to support departmental goals, client success, and revenue growth.

Required Experience

  • 3–7 years of experience in sales, account management, business development, or a related client-facing role within construction, material handling, automation, industrial services, or a similar industry.
  • Proven ability to generate leads, manage client relationships, develop proposals, and close profitable business.
  • Experience selling installation services, technical solutions, or project-based services preferred.
  • Strong understanding of client qualification, solution-based selling, pricing, and contract or proposal development.
  • Ability to work effectively with cross-functional teams such as estimating, operations, engineering, and leadership to support client opportunities.
  • Strong commercial and financial acumen, with the ability to understand pricing, margin expectations, and overall business impact.

Personal Attributes

  • Strong relationship builder with the ability to establish credibility and trust with clients and internal teams.
  • Results-driven and motivated to achieve sales goals, revenue targets, and client satisfaction objectives.
  • Excellent communication and presentation skills, with the ability to engage both technical and non-technical stakeholders.
  • Client-focused and responsive, with a commitment to delivering a high level of service and follow-through.
  • Commercially minded, with sound judgment in balancing client needs, company objectives, and profitability.
  • Organized and proactive, with the ability to manage multiple opportunities, deadlines, and priorities effectively.
  • Collaborative team player who works well across departments and contributes to a solution-oriented culture.
  • Confident and professional in negotiations, client meetings, and commercial discussions.
  • Adaptable and resourceful, with the ability to navigate changing client needs and evolving project requirements.
  • Ethical, dependable, and accountable in representing Zone 4 and managing client relationships.

What We Offer

  • Competitive salary and commission
  • Medical, Dental, Vision
  • 401k match
  • PTO and paid holidays