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.