Account Manager

About the Company

The Kendall Group is a 100% employee-owned company comprised of eight divisions with 75+ locations in ten states. We serve the Electrical, Automation, Pipe, Valve, Fitting, Steam, Lighting, Industrial Controls, and Instrumentation industries. Our employee ownership model fosters a rewarding career where you own part of the company and your future. At Kendall, over 60% of associates have more than 5 years of tenure, and over 40% have more than 10 years, reflecting our supportive and growth-oriented environment.

About the Role

Reporting to the Sales Manager, the Account Manager is a key member of the Sales team. This role focuses on outside customer sales and satisfaction through direct contact, phone, or electronic communications. You will manage an established account base, achieve sales and margin objectives, and represent Kendall professionally in various capacities.

Responsibilities

• Contact customers and develop and clearly articulate Kendall’s value proposition for products and services.
• Keep CRM system up to date with account, contact, and opportunity pipeline information.
• Attend sales meetings, company meetings, industry shows, and conventions.
• Professionally represent Kendall in presentations, briefings, and trade events.
• Entertain customers and maintain goodwill.
• Promote customer training (e.g., lunch and learns).
• Make special or emergency deliveries if needed.
• Contribute to the annual budgeting and forecasting process.
• Forward information on competitors’ activities and possible sales leads.
• Plan strategy, goals, and objectives for each account.
• Regularly meet or exceed sales targets.
• Perform business reviews to align Kendall capabilities with client goals and present to executive levels.
• Make calls independently or with internal resources to achieve account goals.
• Interact with Kendall management and technical teams to develop customer strategies and ensure efficient project delivery.
• Manage the proposal delivery process, including follow-up and coordination with Kendall resources.
• Pursue desirable business that aligns with company goals.
• Maximize gross margin and achieve Kendall profit goals from assigned accounts.
• Participate in project management meetings to ensure customer satisfaction and identify revenue opportunities.
• Regularly review sales reports and provide value-added service by helping customers find efficient solutions.
• Represent the company in a public relations capacity.
• Submit call, expense, and other reports as required.
• Work with the Project Team to present change orders on projects.
• Act as a liaison between Kendall resources to resolve account issues, including project delays, warranty, and repair issues.
• Assist in collecting from delinquent accounts; may obtain credit information from new customers.
• Perform other duties as assigned.

Requirements

• Previous sales experience.
• High School diploma or GED equivalent.
• Proficient with Microsoft Office products (e.g., Word, Excel) and ability to learn new software.
• Business acumen, including problem-solving skills, critical thinking, and analytical abilities.
• Highly organized, detail-oriented, and solutions-driven with strong abstract reasoning skills.
• Ability to multi-task, shift priorities, and work in a fast-paced, evolving, and sometimes ambiguous environment.
• Ability to work well cross-functionally and provide excellent internal and external customer service.
• Self-motivated to learn new technologies and accomplish tasks when due.
• Effective presentation skills in both small and large group settings; honest and ethical.
• Strong interpersonal, analytical, problem-solving, organizational, and written/verbal communication skills.
• Strong influencing skills.

Qualifications (Preferred)

• 3 years of experience in Electrical Distribution.
• 5 years of sales experience calling on the Commercial Electrical Industry or Electrical Contractors.
• Bachelor’s degree.

Skills

• Service Excellence
• Results and Action-Oriented
• Accountability and Responsibility
• Teamwork and Collaboration
• Priority Setting
• Planning and Organizing
• Negotiating
• Presentation Skills
• Time Management

Physical and Environmental Requirements

The physical demands described are representative of those required to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions.

• Regularly required to sit, talk, and hear.
• Must be able to stand, walk, climb stairs, and operate a vehicle.
• Normal office environment; exposure to warehouse, fabrication environments, and moving equipment.