Shoppa's Material Handling · 10 hours ago
National Accounts Manager - AI
Fort Worth, TX
Full-time
Hybrid
Mid, Senior Level
5+ years expShoppa's Material Handling is focused on advanced intralogistics solutions, and they are seeking a National Account Manager to drive revenue growth. The role involves developing new accounts and expanding existing relationships while managing the entire commercial motion from lead generation to contract signature.
Transportation/Trucking/Railroad
Responsibilities
Develop and execute a territory plan aligned to ICP (3PL, omnichannel retailers, parcel & e‑commerce DCs, DFW + adjacent states)
Leverage account‑based marketing plays, referrals, partner leads, and targeted prospecting
Maintain ≥ 3× quota pipeline coverage at each quarter start
Lead discovery calls, on‑site executive workshops, and business‑case development
Validate the “3 Must‑Haves” (Economic Decision Maker, Executive Engagement, Funded Project) before moving a Deal to Qualified Opportunity
Collaborate with the Solutions Consultant to craft ROM and firm proposals
Map political landscape, build multi‑threaded relationships from VP Ops to CFO
Run value‑based sales process (MEDDICC / Challenger‑style)
Own negotiation of commercial terms, pricing, and SOW (with legal/finance support)
Qualification
Required
Bachelor's degree in Business, Engineering, Supply Chain, Political Science, or related field; equivalent experience accepted
5+ years quota‑carrying sales experience in material‑handling automation, warehouse software, supply‑chain solutions, or capital equipment
Proven track record closing $1 M+ engineered‑systems or SaaS + CapEx hybrid deals
Skilled in value‑based, consultative frameworks (MEDDICC, Challenger, Miller Heiman, etc.)
Familiarity with payback/ROI modelling and presenting to C‑suite audiences
CRM proficiency (HubSpot strongly preferred); adept at using LinkedIn Sales Navigator, ZoomInfo, and outreach automation tools
Willingness to travel up to 60 %
Preferred
Exposure to WMS/WCS integrations, automation controls, and robotics deployments
Formal sales certification (e.g., MEDDPICC Master, Challenger Advanced, Miller Heiman)
Prior experience in Private Equity‑backed or high‑growth environments
Benefits
Medical, dental, vision, 401(k) with match, annual President’s Club trip.
Annual professional‑development stipend and access to trade shows (MODEX, ProMat, CSCMP).
Company
Shoppa's Material Handling
Family-owned and operated since 1981, Shoppa’s has grown from a single location into one of the nation’s largest independent intralogistics providers—earning industry recognition and the trust of customers across the country.
501-1000 employees
Funding
Current Stage
Late StageCompany data provided by crunchbase