Distribution Account Manager - Southern Region (Remote)

Overview

Summary - basic function of the role

Responsible for developing relationships with strategic distributors to ensure efficient and profitable product distribution. Act as a liaison between the company and its distribution partners, focusing on building strong relationships, driving sales, and optimizing the channel. Work with all Enerpac departments to achieve annual growth targets: Product Marketing, Operations, Supply Chain/Sourcing, Finance, Sales Operations, IT, Field Sales, and the Enerpac Executive Office. Work both individually and with a team to provide sales support in high pressure hydraulics.

Shift: Monday - Friday, evenings and weekends may be required

Location: Preferred candidates will be remote based in the South/Southeast Region

Job Duties and Responsibilities

• Sales Consultation. Develop and cultivate strong relationships with distributors, serving as a primary point of contact. Work with distributors to optimize inventory levels, manage distribution networks, and ensure timely fulfillment of orders. Collaborate with internal teams (Sales, Marketing, Operations) to align on goals and strategies
• Sales Planning. Develop and implement account strategies for increasing sales and profits of Enerpac products. Address distributor inquiries and concerns promptly and effectively. Provide regular reports on distributor performance, market trends, and competitive activity.
• Sales Enablement: Be the main conduit between field sales, sales operations, and operations for their assigned distributors. Provide appropriate information and resources to distributors through regular communications, quarterly and monthly business reviews, and driving channel sales promotions.
• Technical Expertise. The candidate must possess the skills to assess the customers' needs and solutions sell. Must have the ability to probe, question, and gather specific information about the customer, his needs and track the information for short- and long-term projects.
• Enerpac Commercial Excellence (ECX). As part of Enerpac's Americas sales team, maintain account plans, log visit reports, and create and maintain opportunities within Salesforce. Weekly reviews with the sales manager will include gap planning, meeting coordination, forecasting, and regular updates on the status of opportunities.
• Work closely with management to ensure company goals and objectives are being met within the region. In addition, relay competitive information and new market or product requirements to grow the Enerpac line and maintain reputation as a leader in our field.
• Candidate will be expected to travel within the assigned region. Travel will be via car or air, depending on time, budget, and customer constraints. It is estimated that overnight travel will encompass 25-50% of their time.

Skills and Competencies

• Develop and manage strategic relationships, foster collaboration.
• Business acumen
• Critical thinking skills, think and act strategically, selling concepts and ideas.
• Strategic development
• Executing a plan
• Market knowledge, channel trends
• Independent thinking, creative solution development
• Managing channel conflict
• Lead others within the organization, do the right thing, lead by example.
• Valid Driver's License

Education and Experience

Bachelor's degree (BA) from four-year college or university in business, engineering, or a similar field; or 3 years related experience in technical sales or account management experience; or equivalent combination of education and experience.

Physical Demands

Employee may have to lift documents/work materials up to 30 pounds in weight. Employee may have to lift tools up to 50 pounds in weight. Employee will have to be able to walk/climb to a variety of primary work locations, including traveling by air/auto to remote sites. This can include occasional ascending or descending ladders, stairs, scaffolding, ramps, poles, and the like. Employee may move themselves in different positions to accomplish tasks in various environments including tight and confined spaces. Employee will need to move about to accomplish tasks or move from one worksite to another. Employee will need to operate machinery and/or power tools, motor vehicles, and heavy equipment. Employee will need to listen, understand, and speak with team members in person, telephonically, and electronically at all levels within a diverse workforce and with supported organizations. Employee will need to assess the accuracy, neatness, and thoroughness of the work assigned. Employee can work in front of a personal computer and telephone for long periods of time. Will have repetitive motions that include the wrists, hands, and/or fingers.

Work Environment

Primary work environment is temperature-controlled home office setting but may also be visiting different company facilities or customers where following appropriate safety protocols at the location would be required. While visiting company facilities or visiting customers, employee may be exposed to high/low temperatures, outdoor elements (such as precipitation and wind), high levels of noise, hazardous conditions, small and/or enclosed spaces, or adverse environmental conditions.

The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.

Direct Reports

N/A

Key External Contacts/Clients

Territory Manager

Sales Operations Specialists

Technical Sales

Product and Application Specialists

Order Entry Representatives

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