Sales Account Manager

Job Description

The Heidelberg Sales Account Manager has the ability to build strong relationships with existing and future customers. The individual's responsibility lays in covering a geographical area in Southern California, parts of Arizona and Nevada. As a consultative problem solver, product and application expertise is required in order to understand the customer's and prospect's needs. The individual has the ability to tailor and offer solutions that directly impact the user's operation and bottom line.

The Heidelberg Sales Account Manager acts and is perceived as a trusted advisor, guiding clients through a process of selecting and investing in equipment and software solutions that will drive their success. The individual bridges the gap between technical capabilities and business needs.

Essential Duties and Responsibilities:

Identify and qualify potential customers within the assigned territory through various methods, including cold calling, networking, industry research and on-line resources.
Develop and maintain strong, long-term relationships with new and existing customers by understanding their business needs, operational challenges and equipment/software/solutions requirements.
Serve as trusted advisor, providing expert guidance and recommendations on solutions that meet prospects specific needs.
Develop and execute strategic sales plans to key target accounts and the accounts in the territory in general.
Achieve or exceed respective sales targets for all product lines assigned.
Build and maintain a robust sales pipeline
Develop and present compelling sales presentations, effectively communicating, features, benefits and value proposition of HEIDELBERG solutions.
Act as primary point of contact for customers, addressing inquiries, providing product information, and offering ongoing support.
Generate new business opportunities for Heidelberg while maintaining professional customer relationships.
Involve all stakeholders in the sales process.
Conduct customer visits as per defined frequency plan to ensure full market coverage.
Negotiate and close contracts in line with given price lists and discount structure
Keep up to date regarding Heidelberg product knowledge across all product lines
Maintain accurate and timely records and maintain relevant information utilizing companies CRM system
Business plan development for assigned territory and timely forecasting of deal to close
Attending trade shows, sales meetings, or other business or industry affairs.

Qualifications and Skills:

Willingness to acquire detailed product knowledge.
Goal oriented and driven to achieve sales targets
Understanding and persistent application of the sales process from prospecting to closing.
Industry awareness.
Technical Aptitude - while not an engineer, the individual understands technical concepts and is able to discuss specifications and applications with the technical personnel on the client’s side.
Professional demeanor. With this the individual instills confidence in potential clients. This includes appearance, communication style and overall approach.
Strong communications skills
Relationship focused

Key Competencies/Work Environment:

Company Car provided
Company issued mobile phone
Company issued laptop computer

Location:

Southern California
Arizona
Nevada

Compensation: 70,000 + Commissions

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