National Account Manager

Established in 1951, Big Joe is a customer-driven North American material handling equipment company. We distribute innovative products for in-between-handling applications, purpose-built counterbalanced lithium-ion forklifts, and market-leading autonomous solutions. Based in Madison, Wisconsin, we provide engineering expertise, customer service, aftermarket parts, and warranty support to our extensive dealer network and customers.

Our company is experiencing rapid growth and is concentrating on cutting-edge technologies such as integrated lithium-ion forklifts and autonomous mobile robots. We are proud to be Powering Progress in the material handling industry.

The National Account Manager is responsible for developing, winning, and growing national account business across our manual and automated forklift portfolio. This role identifies customer applications where operator-driven lift trucks, autonomous solutions, or a combination of both create measurable value, and then guides those opportunities from first conversation through order, deployment, and long-term account growth. Success in this position is achieved by combining consultative selling, strong application knowledge, and close collaboration with customers, dealers, and internal teams.

The ideal candidate is an accomplished business-to-business capital equipment sales professional who is comfortable engaging executive-level decision makers within multi-location organizations across North America. Success in this role requires strong business development skills, credibility on the plant and warehouse floor, and close collaboration with our dealer network and internal teams to deliver exceptional customer experience.

• Identify, pursue, and win new national account opportunities across assigned industries and territories.
• Develop and execute account plans that grow revenue and expand the installed base within existing national accounts.
• Build multi-year fleet strategies with customers that address both manual and automated equipment needs.
• Prepare proposals, quotations, and fleet recommendations in partnership with internal product, pricing, and engineering resources.
• Manage an accurate opportunity pipeline from prospecting through order placement.
• Generate new opportunities through outbound prospecting, networking, referrals, industry events, and dealer-sourced leads.
• Engage and influence executive leadership, corporate procurement, and multi-site operations stakeholders throughout the buying process.
• Lead pricing discussions, contract negotiations, and national account agreements in coordination with sales leadership, finance, and legal.

• Serve as a trusted subject matter expert across the full product portfolio, including operator-driven lift trucks and autonomous mobile solutions.
• Lead application discovery to determine where manual equipment, automation, or a blended approach best fits the customer’s operation.
• Coordinate site assessments, product demonstrations, and pilot deployments of automated solutions with technical and application teams.
• Support customer adoption of automation through implementation planning, training coordination, and post-deployment follow-up.
• Share field and customer insights with product management to inform product development and new product introductions.
• Conduct customer site visits and application surveys to evaluate throughput, workflow, and labor constraints, and to quantify the productivity, safety, and total cost of ownership impact of proposed solutions.
• Partner with Engineering and Product Management to define specifications, performance standards, and feature requirements for…