The Account Manager is responsible for growing an established territory and customer base by bringing in business, developing business relationships within existing accounts and driving new business opportunities. The Account Manager calls on engineers, maintenance, purchasing and others to determine their needs.
DUTIES AND RESPONSIBILITIES:- Achieving sales and profit goals by developing and retaining existing customers and by opening new business opportunities
- Responsible for driving profitability within the region
- Build and maintain an opportunity pipeline to support revenue and territory growth goals within existing and new customers
- Utilizing a consultative selling technique, regularly make sales calls with current customers to maintain and grow the partnership; offer add-ons and products that may benefit the customer, suggestive alternative product solutions, introduce new items, demonstrates product features and uses and answers questions regarding product applications
- Aggressively pursues new business opportunities by researching and generating new leads with targeted businesses through various prospecting activities, including cold calling, canvassing, customer referrals and partner relationships
- Present vending solutions or integration opportunities
- Generate and follow up on quoting activity and proposals, following up, negotiating terms and closing deals
- Identify, present and document productivity gains and cost savings opportunities for customer base
- Cultivate and maintain solid, long-term relationships with customers and suppliers
- Identify and help to develop strategies to grow business and forecast revenue
- Assist and resolve customer requests and/or problems in a prompt and professional manner
- Organizing and conducting training sessions for customers as well as introduce and demonstrate new products
- Report competitive conditions, observed customer financial weakness and customer feedback to management
- Work closely with suppliers to secure mutual business through joint sales calls
- Attend sales, product and other branch/company meetings
- Other duties as assigned
- Reports to the District Sales Manager
SKILLS AND EXPERIENCE REQUIRED:- Minimum 5 years' outside sales experience
- Metalworking/industrial/MRO experience required
- Strong business acumen
- Proven track record in meeting sales goals, new account acquisition, account retention and account penetration (expanding sales within active accounts)
- Ability to manage multiple tasks, meet aggressive deadlines, and execute on agreed upon sales metrics
- Automated Procurement Systems experience preferred
- Demonstrated ability to resolve problems and develop action plans
- Experienced in utilizing MS Office Suite (Word, Outlook, Excel, PowerPoint) and CRM solutions
- Excellent interpersonal, oral and written communication skills to include presenting and negotiating skills
- Valid driver's license and ability to travel often in the assigned territory
- Passionate, Adaptable, Customer Focused and Teamwork oriented
- Strong sense of urgency and accountability
- High school diploma or equivalent is required; 2- or 4-year college degree preferred
EMPLOYMENT OPPORTUNITY INCLUDES:- Competitive benefits, including: medical, dental, vision, life, STD & LTD insurance options, FSA, 401(k) and Profit Sharing
- Car allowance, cell phone and laptop
- Target Compensation: $100k-$140k annual salary
