ACCOUNT MANAGER

Position summary:  Perform field promotional work to sell and develop new business and maintain existing business.  Demonstrate products and initiate proposals.  Analyze customer applications and recommend equipment and/or services best suited to customer’s environment.

General Purpose: To maintain and grow market share in our sales territory, meet and exceed sales goals, and generate profits.

Role qualifications:    

• Must partner with inside staff and area field techs to ensure thorough sales coverage and customer satisfaction.
• Must willingly participate in every opportunity to gain education on material handling products – ours and the competitions.
• Must meet and exceed sales goals.
• Must maintain communication with internal sales support team, field service techs, and management.

Position responsibilities:

• Call and/or visit businesses in assigned territory on a routine basis, to include cold calls as often as possible.  Develop good business relationships with customers and work closely with other field sales reps in the same territory (such as Product Support).
• Promote all products assigned to you and initiate proposals, close business, working closely with inside support staff.
• Arrange for equipment demonstrations as needed; be with customer when equipment arrives.
• Maintain current customer information in company’s computer database; record all sales calls and mileage information.
• Stay informed and trained on various products and new equipment provided by manufacturers we represent; attend schools when available.
• Submit monthly forecasts and lost order reports to sales manager.
• Entertain customers as appropriate and be available outside of normal business hours.
• Attend trade shows as required.
• Assist however possible in resolving any customer problems.
• Actively seek leads for products or services that are handled by other sales reps or divisions and forward same to them.

Essential skills and experience:

• Associate’s Degree in Sales or Marketing, or the equivalent experience of at least four years in the same or similar industrial environment.
• At least four years of field sales experience in an industrial environment.
• Must be fluent in material handling terminology.
• Demonstrated ability to develop solid business relationships.
• Demonstrated ability to sell at a profitable level and meet goals.
• Ability to organize and manage multiple priorities.
• Ability to think ahead and plan over a one-year time span.
• Excellent interpersonal, presentation, and communication skills.
• Expert knowledge of industrial powered equipment and our industry.
• Strong computer proficiency.
• Commitment to company vision and mission.
• Valid driver’s license with good driving record.

Nonessential skills and experience:

• Professional certification in Sales (such as CAMH).
• Experience in all aspects of our business.
• Awareness of lean business principles.

Reporting to this position:  No direct reports

Physical demands and work environment:  The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions:

• Physical demands:  Employee is required to frequently stand, walk, talk, listen, and use feet to operate machinery.  Employee is required to frequently use hands to finger, handle, or feel objects, tools, or controls, including computer, presentation equipment, and other office equipment.  Employee must occasionally lift and/or move up to 50 pounds.  Occasional climbing, balancing, stooping, kneeling, crouching, and/or crawling.  Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
• Work environment:  The noise level in the work environment is usually moderate; however, while performing the duties of this job, the employee is exposed to noisier shop environments and may be exposed to unusual environments at customer sites.  When performing duties of this job, it is a requirement to wear Personal Protective Equipment whenever appropriate.