Job Type
Full-time
Description
Wheeler Machinery is looking for a Specialized Account Manager (SAM) to grow rental revenue and build long-term relationships with key companies across the Utah market. This is a senior, field-based role for a highly motivated professional with a track record of managing and expanding strategic accounts in the equipment, construction or industrial space.
The Specialized Account Manager owns an assigned portfolio of key accounts across Utah and is responsible for fostering rental growth and deepening the relationship with each one. The SAM works statewide and across branch territories, coordinating with Rental Sales Reps, store personnel and product support so that every location a key account touches delivers the same world-class experience. Regular jobsite and customer office visits are a core expectation of this position and the primary way the SAM understands customer applications, anticipates project needs and protects the account. The SAM is accountable for the sales volume, market share and profitability targets of the assigned book of business.
Detailed Description:
Duties & Responsibilities: - Own the relationship with an assigned portfolio of key and strategic accounts across the Utah market, serving as the single point of accountability for those customers' rental needs.
- Foster rental growth by developing and executing a written account plan for each key account, including growth targets, equipment strategy, project pipeline and executive-level engagement.
- Build multi-level relationships within each account - from jobsite superintendents and equipment managers to procurement and executive decision makers - to make Wheeler Machinery the preferred rental partner.
- Conduct regular jobsite and corporate office visits with key accounts to understand upcoming project pipelines, evaluate equipment performance and application fit, and resolve issues on site.
- Identify fleet gaps, upcoming projects and cross-selling opportunities across each customer's statewide operations, and convert them into rental revenue.
- Negotiate rental agreements, rate structures and corporate or national account terms in coordination with rental leadership.
- Partner with Rental Sales Reps, store personnel, product support and the service department to coordinate coverage and deliver a consistent customer experience across every branch and territory the account touches.
- Serve as the escalation point for key account issues, driving them to resolution and communicating outcomes back to the customer and to Wheeler leadership.
- Maintain accurate account, opportunity and visit records in CRM, and provide regular forecasting and reporting on the assigned book of business.
- Represent Wheeler Machinery at industry associations, customer events and trade functions to strengthen market presence and generate new key account opportunities.
- Follow all Wheeler Machinery and customer jobsite safety requirements, including the use of required personal protective equipment (PPE), on every site visit.
Qualifications: - Bachelor's degree required, or an equivalent combination of education and directly related industry experience.
- Minimum 7 years of industry related sales or account management experience, including direct experience managing key, strategic or national accounts.
- Demonstrated success growing revenue within an assigned book of business and negotiating corporate-level or multi-year agreements.
- Knowledge of and willingness to learn Wheeler Machinery product offerings, construction industry practices and other competencies necessary for consulting with customers on their needs.
- Ability to build and maintain relationships at every level of a customer's organization, from the jobsite to the executive suite.
- Ability to perform frequent jobsite visits, including walking active construction sites over uneven terrain and in varying weather conditions.
- Willingness to travel throughout the state of Utah, with a valid driver's license and a driving record that meets company insurability standards.
- Strong presentation, organizational and time management skills.
- Self-starter, motivated and results driven.
- Dedication to providing the highest level of customer service.
- Ability to handle and resolve objections and problems amicably.
- General computing skills including Word, Excel, Outlook as well as the ability to utilize CRM for managing customer visits, generating quotes and processing data.
- Experience in successfully mentoring and leading others toward accomplishing a common goal.
- Strong communication and interpersonal skills.
