Account Manager

The Kendall Group is comprised of eight divisions with 75+ locations in ten states, serving the Electrical, Automation, Pipe, Valve, Fitting, Steam, Lighting, Industrial Controls, and Instrumentation industries. As a 100% employee-owned company, Kendall offers a rewarding career where you will own part of the company and your future. With over 60% of associates having more than 5 years of tenure and 40% exceeding 10 years, Kendall values and supports its employees, ensuring your ideas are heard and your voice matters.

About the role

Reporting to the Sales Manager, the Account Manager is a key member of the Sales team responsible for outside customer sales and sales satisfaction through direct contact, phone, or other electronic communications. This role involves territory management, customer interaction, identifying decision makers, making sales calls, uncovering needs, and closing sales. You will manage an established account base and be responsible for achieving sales and margin objectives.

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 (technical and management) to achieve account goals
• Interact with Kendall management and technical teams to develop customer strategies, coordinate follow-up, maximize profits, close orders, and ensure efficient project delivery
• Manage the proposal delivery process, including follow-up, and work with Kendall resources to develop proposals
• 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-generating 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 ensure timely resolution of account issues (e.g., project delays, warranty, repair)
• Assist in collecting from delinquent accounts and obtain credit information from new customers
• Perform other duties as assigned

Skills

• Service Excellence
• Results-driven and action-oriented
• Accountability and responsibility
• Teamwork and collaboration
• Priority setting
• Planning and organizing
• Negotiating
• Presentation skills
• Time management
• Strong interpersonal, analytical, and problem-solving skills
• Organizational and written/verbal communication skills
• Strong influencing skills
• Highly organized and detail-oriented
• High abstract reasoning and solutions-oriented
• Ability to multi-task and shift priorities in a fast-paced, evolving environment
• Cross-functional collaboration and excellent internal/external customer service
• Self-motivated to learn new technologies and meet deadlines
• Effective presentation skills in small and large group settings
• Honest and ethical

Requirements

• High School diploma or GED equivalent
• Previous sales experience
• Proficient with Microsoft Office products (e.g., Word, Excel) and ability to learn new software
• Business acumen, including problem-solving, critical thinking, and analytical abilities
• Ability to work in a fast-paced, continuously evolving, and sometimes ambiguous environment

Qualifications (Preferred)

• 3 years of Electrical Distribution experience
• 5 years of Sales experience calling on Commercial Electrical Industry or Electrical Contractors
• Bachelor’s degree

Physical Demands

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, warehouse, fabrication environment, and exposure to moving equipment