We’re excited to partner with a leading manufacturer/converter of industrial labeling in seeking an Account Executive. Our client is a label manufacturer with operations in Southern California and Costa Rica, and has been in business since 1999. They deliver end-to-end color and warehouse identification solutions with expert setup, training, and support. Their culture is simple: customers first, invest in people to grow, and expect excellence in every job.

Role Summary

Own partner-led growth for the Warehouse Business Unit. This role is 85% partner, 15% direct: you will recruit, onboard, and enable channel partners—then co-sell and co-deliver warehouse labeling & signage projects, including installations by the delivery team. Average install projects range $25,000–$300,000; signage/label orders range $50–$50,000+.

Go-to-Market Focus

Primary partner types (85%):

  • Material Handling / Racking Companies
  • WMS Publishers
  • WMS Implementors / Integrators
  • Barcode Hardware Resellers

Direct opportunities (15%):

  • End-user distribution centers, 3PLs, manufacturers

Product & Services Portfolio

Warehouse Product Line (primary focus):

  • Racking labels and racking magnetic labels
  • End-of-aisle and other signage
  • Load capacity signage and safety labels
  • Barcoded totems and vertical location markers
  • Other warehouse signage & labeling
  • Turnkey installations delivered by Pacific Barcode

Other product lines you can also sell:

  • Barcode printers (thermal transfer/direct, color inkjet)
  • Thermal transfer labels & ribbons
  • Labeling software (e.g., Loftware/NiceLabel, BarTender)
  • Color label printers + inkjet labels and inks

Core Responsibilities

1) Partner Acquisition & Onboarding

  • Build a named target list; run multi-touch outreach to recruit high-fit partners in each category.
  • Deliver a structured onboarding: sample kits, quotation guidance, services overview, and install playbook.
  • Set up lead registration, pricing guidelines, and rules of engagement; align on quarterly revenue goals.

2) Partner Enablement & Co-Selling

  • Train partner sales & PM teams.
  • Provide sales tools: discovery checklist, scoping worksheet, and pricing ranges.
  • Co-sell early deals with partners; review scopes, assumptions, and install requirements to protect margin and schedule.

3) Pipeline Generation & Management

  • Maintain a balanced, stage-based pipeline (partner-sourced + direct).
  • Prospect greenfield accounts and activate partner networks for multi-site programs.
  • Log all activities, next steps, and dates in CRM; deliver weekly forecasts (30/60/90).

4) Scoping, Proposals & Closing

  • Lead discovery and facility walk-throughs (virtual or on-site) to quantify counts, heights, media, durability, and equipment needs.
  • Produce clear SOWs with materials, signage/labels, labor, travel/lifts, and schedule;
  • Negotiate terms; close deals while protecting margin and install readiness windows.

5) Delivery Coordination (Internal)

  • Handoff clean scopes to CS/Production; align with Install Project Manager and Production Coordinator on materials and crew calendars.
  • Stay engaged through punch-list to ensure a reference-worthy outcome and facilitate reorders/expansions.

6) Account Expansion & Standardization

  • Convert first wins into standards (corporate specs, templates, re-label programs, new sites).
  • Identify refresh cycles and ongoing consumables (labels, ribbons, inks).

What Success Looks Like

  • New partner logos acquired, onboarded, and producing pipeline within 60–90 days.
  • Predictable partner-sourced pipeline coverage (≥3× quarterly quota) with accurate commits.
  • Clean scopes that launch on time with minimal change orders.
  • Repeat orders and multi-site rollouts post-install; growing consumables pull-through.
  • Co-selling regularly with partner base.

Qualifications

  • Material handling and/or labeling industry experience
  • Proven experience recruiting partners, enabling their teams, and co-selling complex projects.
  • Strong consultative chops: discovery, scoping, business case/ROI, and executive communication.
  • Comfortable in facilities (DC/3PL/manufacturing) and with install-driven timelines.
  • CRM discipline; solid Excel/Word; familiarity with Smartsheet/QuickBooks a plus.

Competencies

Ownership • Partner-Centric Mindset • Structured Selling • Technical Curiosity • Follow-Through • Forecast Accuracy • Relationship Building • Clear Communication

Reporting & Travel

  • Reports to: President
  • Travel: ~25–40% for partner meetings, site surveys, and events (as needed)

To Learn more, apply now or contact us directly:
Chapin Young
Vice President
NIMIS Group
323-383-5964
chapin@nimisgroupsearch.com

Location
Temecula CA