Job Description

Job Summary
Account Manager for Sales is responsible for generating new business and maintaining existing business for a set of top assigned aggregate, asphalt, and/or ready mix accounts in multiple markets and plant locations, or geographic areas. Position is responsible for generating 20 percent of revenues (3 year average) for the VP/GM area. Account Manager will have extensive industry Sales experience and proven competency in barging and aggregate operations. Needs to have prior experience servicing mega projects and ability to formulate, adapt and execute a successful sales strategy.

Essential Functions
• Grow share of wallet for assigned large accounts through account planning and solution-selling.
• Serve as the primary point of contact for each assigned large account, which may span multiple sales districts.
• Prepare and execute account plans for each customer, including specific and measurable goals such as volume targets.
• Organize and facilitate planning conversations with assigned accounts (at least quarterly) to create opportunities to win a greater share of their large projects.
• Support pricing strategy decisions and negotiations for assigned fixed-plant customers.
• Spearhead company effort to win contracts for megaprojects when assigned accounts are involved.
• Build mutually beneficial relationships with key stakeholders at each account, including all estimators.
• Gather and report market intelligence to sales teammates, keeping the Sales team well informed.
• Leverage Vulcan tools and resources needed to understand market activity, make informed decisions, lead customers through customer sales lifecycle, and continually facilitate ease of doing business.
• Promote a safe and supportive working environment for all Vulcan customers, coworkers, and competitors.
• Strong time management skills, with the ability to plan and organize work, balance multiple demands, and consistently follow up and follow through.

Critical Competencies
• Negotiation Skills - Effectively communicates, persuades, and reaches agreements with others while balancing the needs and interests of all parties involved; understands both their own position and the perspective of the other party, and finds common ground to create mutually beneficial solutions.
• Communication - Communicates clearly and effectively, both verbally and in writing, while actively listening and adapting the message to the audience.
• Builds Networks - Develop and maintain strong relationships that support personal, team, and organizational success.
• Customer Focus - Builds positive customer relationships and gains trust and respect, prioritizing their needs and using feedback to improve products and services.
• Drive for Results - Ability to set ambitious goals, take initiative, and demonstrate a strong commitment to achieving desired outcomes; takes a proactive approach to overcoming obstacles, maintaining focus, and consistently delivering high-quality results within deadlines.
• Planning and Scheduling - Effective planning of repair procedures, scheduling work considering resource availability, and maintaining necessary inventory.
• Collaboration - Ability to work effectively with others to achieve common goals by fostering teamwork, open communication, and mutual respect. It involves actively listening, sharing ideas, problem-solving collectively, and leveraging diverse skills and perspectives. Strong collaboration requires adaptability, conflict resolution, and a willingness to support team members, ensuring productivity and a positive work environment.

Responsibilities

Education
• Bachelor's degree from an accredited four year university preferred.

Experience
• Five plus years of Sales experience preferred.

Knowledge, Skills, and Abilities
• Must be a highly skilled relationship manager, with the ability to build deep mutually beneficial relationships with a diverse group of stakeholders.
• Demonstrates strategic planning skills, with the ability set actionable goals for each account and achieve those goals.
• Possesses deep product expertise across Vulcan offerings, including aggregates, ready-mix, and asphalt.
• Can effectively execute sales plays for all customer segments.
• Possesses negotiating, influencing, and persuasive selling skills.
• Manages conflict effectively; able to resolve issues with large customers without damaging overall relationship.
• Results-oriented, persistent, motivated, and energetic.
• Knowledge and understanding of sales and marketing best practices.
• Flexible and adaptable, with the ability to work successfully in a fast-paced environment as an individual and as part of a team.
• Interacts with all others with the highest degree of integrity, personally inspiring trust of teammates and customers.
• Organized point-of-contact for customers, able to manage a complex set of daily tasks across customers in accordance with overall sales goals.
• Proficient computer and tablet user, comfortable with Microsoft Office and mobile technology like iPads.

Other Requirements
• Able to sit for long periods
• Able to work in a deadline-oriented environment that requires complex, technical information and decision making
• Able to present complex information in a clear and concise manner
• Able to apply analytical concepts to complex business problems
• Able to travel locally, on a regular basis, with periodic overnight travel
• Holds and maintain valid driver's license and satisfactory driving record