Account Relationship Manager - Knoxville/Chattanooga, TN

About the role

Stellar values team members who take initiative and contribute wherever their skills and efforts can help move the organization forward. The Account Relationship Manager II (ARM II) is a fully proficient sales professional responsible for independently managing and growing customer relationships while driving profitable sales growth within an assigned territory. Success requires demonstrated sales performance, sound business judgment, effective territory management, strong customer relationships, and the ability to independently coordinate internal and supplier resources to deliver comprehensive customer solutions.

Responsibilities

• Account Management & Customer Relationships
  • Independently manage a portfolio of customer relationships while maintaining strong customer retention, satisfaction, and profitable growth.
  • Build and maintain relationships with multiple stakeholders within assigned customer organizations.
  • Develop a strong understanding of customer operations, challenges, purchasing behaviors, business objectives, and growth opportunities.
  • Serve as a trusted advisor by proactively identifying customer needs and coordinating appropriate solutions.
  • Independently manage customer communication, follow-through, and routine account challenges while appropriately escalating significant business issues.
  • Support and expand customer inventory management programs, including Vendor Managed Inventory (VMI), and other customer-specific programs and services.
  • Identify opportunities to deepen customer relationships and strengthen Stellar's position within assigned accounts.
• Sales Growth & Territory Development
  • Independently develop and execute territory growth strategies aligned with established sales, profitability, and strategic business objectives.
  • Consistently identify and pursue opportunities for new business, customer expansion, category growth, and increased wallet share.
  • Develop and maintain an active, qualified pipeline through disciplined prospecting, networking, referrals, research, cold calling, and other business development activities utilizing ProtonAI.
  • Independently qualify opportunities and move prospective customers through the sales process.
  • Develop new customer relationships and convert qualified opportunities into profitable business.
  • Evaluate territory opportunities and prioritize time and resources based on customer potential, strategic importance, and anticipated business impact.
  • Demonstrate accountability for established territory sales, profitability, retention, pipeline, and other applicable performance expectations.
  • Monitor competitive activity, market conditions, and customer developments that may affect territory strategy.
• Consultative Selling & Value Creation
  • Effectively apply Stellar's Value Proposition and consultative selling methodology to diagnose customer challenges and recommend practical business solutions.
  • Identify opportunities to increase wallet share through expanded product utilization, supplier partnerships, inventory management programs, and other value-added solutions.
  • Develop solutions that improve customer productivity, reduce costs, strengthen operational performance, or otherwise create measurable value.
  • Consistently identify, document, and communicate customer cost savings (DCS), operational improvements, and other measurable business outcomes.
  • Effectively communicate Stellar's value proposition and business recommendations to customer decision-makers.
  • Coordinate Stellar Specialists, supplier representatives, Customer Experience, Operations, and other internal resources to deliver comprehensive customer solutions.
  • Balance customer needs with Stellar's profitability and long-term business objectives when developing solutions and recommendations.
• Territory Management & Business Acumen
  • Develop and maintain an effective territory plan based on customer potential, business opportunities, sales objectives, and available resources.
  • Analyze account and territory performance to identify trends, risks, and growth opportunities.
  • Demonstrate understanding of the relationship between sales growth, customer value, profitability, and long-term account development.
  • Make sound decisions regarding territory priorities and allocation of time and resources.
  • Anticipate customer needs and proactively engage appropriate internal or supplier resources.
  • Provide relevant customer, competitor, and market intelligence to Sales leadership and other stakeholders.
• Collaboration & Organizational Contribution
  • Partner effectively with Customer Experience, Operations, Specialists, supplier representatives, and other internal stakeholders to support customer and territory objectives.
  • Maintain accurate and timely customer records, pipeline activity, sales opportunities, and other required information within ProtonAI.
  • Demonstrate strong ownership and follow-through on customer and internal commitments.
  • Share knowledge, effective sales practices, customer insights, and market information with peers.
  • Provide informal guidance, field support, or assistance to less-experienced sales team members when appropriate.
  • Participate in continuous improvement, sales effectiveness, training, and professional development initiatives.
  • Continue developing capabilities required for increasingly complex customer, territory, and organizational responsibilities.
• Professional Standards
  • Demonstrate professionalism, integrity, accountability, and ethical business practices.
  • Represent Stellar positively in all customer and supplier interactions.
  • Exercise sound judgment and demonstrate accountability for territory decisions and results.
  • Support continuous improvement initiatives and contribute to team success.
  • Demonstrate behaviors consistent with Stellar's core values.

Schedule

Full-time, exempt position. Schedule may vary based on customer needs and territory requirements. Frequent travel throughout the assigned territory is required, including occasional overnight travel for customer meetings, training, and sales events.

Requirements

• High school diploma or equivalent required. Bachelor's degree in Business, Sales, Marketing, or a related field preferred. Equivalent combinations of education, training, and relevant work experience may be considered.
• Must be at least 18 years of age.
• Must possess a valid driver's license and maintain an acceptable driving record.
• Must be able to pass a background check and drug screening.
• Must be legally authorized to work in the United States.
• Must maintain regular and reliable attendance.
• Willingness and flexibility to travel throughout the assigned territory, including occasional overnight travel.

Qualifications

• Typically three or more years of progressively responsible outside sales, account management, business development, or comparable experience.
• Demonstrated success independently managing customer relationships and developing new business.
• Demonstrated experience growing existing customer relationships and identifying opportunities to expand products, services, or solutions.
• Industrial distribution, manufacturing, MRO, or technical sales experience preferred.
• Experience with consultative or solution-based selling preferred.
• Mechanical or technical aptitude preferred.

Skills

• Demonstrated ability to independently manage a sales territory, customer portfolio, or comparable book of business.
• Demonstrated ability to retain and grow customer relationships and develop new business opportunities.
• Strong consultative selling, negotiation, presentation, and relationship-management capabilities.
• Strong prospecting and business-development skills.
• Ability to understand customer operations and translate customer challenges into business opportunities and practical solutions.
• Ability to identify, quantify, document, and communicate customer value.
• Strong business judgment and ability to prioritize opportunities based on customer potential and anticipated business impact.
• Ability to navigate moderately complex customer organizations and develop relationships with multiple stakeholders.
• Strong analytical, problem-solving, planning, and organizational skills.
• Ability to independently manage multiple priorities in a fast-paced environment.
• Strong cross-functional collaboration and influence skills.
• Ability to operate independently with limited day-to-day supervision while appropriately involving leadership when needed.
• Proficiency with Microsoft Office applications, particularly Excel and PowerPoint.
• Proficiency with or demonstrated ability to effectively utilize CRM platforms and other business systems.
• Ability to develop strong knowledge of Stellar's products, services, supplier capabilities, and industry.
• Commitment to professionalism, accountability, continuous development, and Stellar's core values.

Working Conditions

• Physical Demands: Frequent driving and travel to customer locations; regular use of computers, mobile devices, and standard office equipment; ability to stand, walk, and move throughout customer facilities for extended periods; occasionally lift or move product samples, sales materials, or equipment weighing up to 25 pounds.
• Work Environment: Primarily performed in customer facilities, branch locations, and home office environments throughout the assigned sales territory; frequent collaboration with customers, supplier representatives, Customer Experience, Specialists, and Operations teams; regular use of CRM software, Microsoft Office applications, and mobile technology; fast-paced environment requiring adaptability, responsiveness, and effective prioritization; must follow all company and customer-specific safety, security, and workplace policies.

Benefits

• Medical, dental, and vision insurance
• Company-paid life and AD&D insurance
• Long-term disability insurance
• 401(k) with employer match
• Paid time off and paid holidays
• Gym reimbursement program
• Employee Assistance Program (EAP)
• Employee rewards and recognition program
• HSA with company contribution on eligible plans