Territory Account Manager

Less than 5 years experience  • 

Salary depends on experience
Posted on 03/21/18
Virtual / Travel
Less than 5 years experience
Salary depends on experience
Posted on 03/21/18

Job ID: FTA000262

Description

Position Summary:
Pall is seeking a highly motivated, Territory Manager  with a proven track record for meeting/exceeding business development goals to join our outstanding Fluid Technologies and Asset Protection sales team.   In this key business development role you will work in the assigned territory to penetrate the market – growing sales, developing new account strategies and maintaining/expanding existing business.   The incumbent will work remotely based out of his/her home office.If developing and cultivating strong customer relationships for one of the largest filtration companies in the industrial market – with a stellar reputation for partnering with customers and delivering outstanding products, application knowledge and service appeals to you, we encourage you to explore this opportunity.  
PrimaryResponsibilities:

  • Develop/implement a customer account plan to achieve orders, revenue and margin projections
  • Expand customer base (networking, lead follow up and conversion)
  • Drive sales of new products and applications
  • Develop and cultivate productive long-term relationships with customer senior management and decision-makers
  • Identify new opportunities to build profitable market share and sustainable competitive advantage; creating value for new and existing customers
  • Partner with customers, building sustainable relationships and leveraging customer insights and decision criteria to drive solutions to address current and future needs
  • Create and maintain customer profile and SWOT including sales potential, operating structure, sites, contacts, and other relevant information
  • Develop in-depth knowledge of customer preferences, needs and anticipated needs/trends (to develop and implement commercial strategy)
  • Keep abreast of competitive activity at existing customers and proactively direct field sales personnel to customer accounts as needed
  • Interface with sales management and services team to ensure capture of aftermarket and service based products
  • Develop /maintain Sales Funnel management and discipline within our CRM system
  • Establish and track account performance metrics 
  • Provide business analysis including data trends, customer retention, funnel success and addressable/attainable market 
  • Maintain appropriate databases (CRM, RFQ alert, SOA’s, Site/Plant list, Project/Quote Tracking)
  • Maintain communication links (general & project specific) with colleagues in other territories
  • Utilize product and application sales tools (including “success stories”, customer presentations, installation lists, ROI calculations and sample proposals to support distributor activities and provide technical and commercial support to distributors
  • Draw on available resources to achieve regional/market/product/account specific objectives
  • Contribute to “best practice” concepts from customers and counterparts within Pall 
  • Stay abreast of industry trends - enabling positioning of products for maximum advantage
  • Apply knowledge of business climate, market dynamics and trends as well as market potential to develop/implement account plans that drive results
  • Leverage knowledge of competition to influence business plans


Skills and Knowledge:

  • Prior experience with sales funnel management (salesforce.com or equivalent).  
  • Outstanding presentation, negotiation, troubleshooting and communication skills (both written and verbal) are strongly preferred
  • Experience with strategic selling to large regional or global companies is a plus
  • Understanding of Pall products is a plus
  • Experience coaching others on leading effective dialogue with customers to address needs is desirable
  • Understanding of financial business drivers and their impact on business and market behavior 
  • Experience uncovering, pursuing and guiding others on attaining new prospects via networking
  • Experience with interpreting  salesreports and applying insights to create territory plans 
  • Demonstrated expertise in driving customer segmentation strategy and ensuring resources are optimally allocated across segments
  • Demonstrated expertise i• Collaborative - consensus builder
  • Exert impact and influence
  • Action-oriented – drives execution and follow-through
  • Accountability
  • Strong negotiation and Listening skills
  • Innovative and Analytical – creative problem solver – thinks “out of the box”
  • Financial Acumen
  • Able to anticipate/overcome/mitigate objections
  • Understanding customer needs and buying behaviors 



Qualifications

BasicQualifications:

  • Bachelor’s degree is required
  • 3+ years in a technical Account Management role with demonstrated success in achieving sales goals and objectives
  • 3+ years of experience in direct sales role with direct selling to customers required.


PreferredQualifications:

  • Bachelor’s degree in mechanical/chemical engineering or a technical degree is preferred
  • Experience executing at each stage of the sales process and adept at guiding others in developing selling skills

 

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