Account Executive at Tompkins Solutions

Location: Remote - This position may be based in any U.S. state, subject to Company approval.

Tompkins Solutions is a leading global provider of integrated supply chain solutions, specializing in warehouse automation, material handling systems integration, network optimization, robotics, and comprehensive consulting services. With roots dating back to 1975, we partner with clients in e-commerce, manufacturing, food & beverage, life sciences, and government to design, implement, and support high-performance distribution and fulfillment operations. Our innovative solutions combine strategic consulting, advanced technologies (including WMS, WES, and robotics)

Job Summary: 

As an Account Executive, you will play a key role in driving revenue growth by identifying, qualifying, and closing new business opportunities. You will serve as a trusted advisor to senior executives at target clients, delivering tailored solutions that address complex intralogistics, automation, and challenges. This is a consultative sales position focused on high-value, long-cycle deals in the supply chain and automation sector.

Duties & Responsibilities: 

• Prospect and Generate Leads: Identify and engage with key decision-makers at target companies in industries such as e-commerce, manufacturing, and government.
• Build and Manage Pipeline: Develop and maintain a robust sales pipeline through proactive outreach, networking, industry events, and referrals.
• Consultative Selling: Conduct discovery meetings, assess client needs, present customized solutions (including warehouse design, automation integration, robotics, and technology systems), and demonstrate ROI.
• Collaborate Internally: Work closely with operations, and executive teams to develop proposals, scope projects, and ensure seamless handoff to implementation.
• Close Deals: Negotiate contracts, manage the full sales cycle, and secure new client contracts while exceeding quarterly and annual revenue targets.
• Client Relationship Management: Foster long-term relationships to identify upsell/cross-sell opportunities and generate referrals.
• Market Intelligence: Stay informed on industry trends, competitive landscape, and emerging technologies in supply chain automation.

Qualifications:

• Bachelor's degree in Business, Supply Chain Management, Engineering, or a related field (Master's preferred).
• 5+ years of B2B sales experience, preferably in consultative or solution-based sales within supply chain, logistics, warehouse automation, material handling, or software industries.
• Proven track record of meeting or exceeding sales quotas in complex, high-value deals.
• Strong understanding of supply chain operations, warehouse management systems (WMS), automation technologies (e.g., robotics, AS/RS, conveyors), and material handling integration.
• Excellent communication, presentation, and negotiation skills.
• Ability to travel as needed (up to 50-60%) for client meetings, industry events, and demonstrations.
• Proficiency with CRM tools (e.g., Hubspot/Salesforce) and Microsoft Office Suite.

Preferred Skills:

• Experience selling to C-level executives in manufacturing, distribution, government, or e-commerce.
• Knowledge of warehouse automation trends, including robotics, AI-driven systems, and omnichannel fulfillment.
• Existing network in the supply chain and logistics industry.

Work Environment:

• Work will be conducted in Tompkins' offices, remote and on-site at client locations
• Must be able to work flexible hours to meet project deadlines

This job description is intended to describe the general nature and level of work being performed by the person assigned to this position. It is not intended to be an exhaustive list of all duties, responsibilities, and skills required. Management reserves the right to modify, add, or remove duties and to assign other duties as necessary. Continued employment remains on an at