Commercial Account Manager

Key Responsibilities

• Develop and manage a tactical account/territory sales plan.
• Thorough client analysis to assess customer needs, values, purchasing behavior, and motivation.
• This includes extensive researching, competitor and market analysis.
• Execute a sales strategy for penetrating accounts and maximize sales, e.g. prospecting, cold calling, identifying key decision makers and determining buying criteria.
• Utilize sales planning tools and the pipeline management process to obtain business objectives and goals.
• Build trust and credibility with clients.
• Assist your customer with finding solutions that will help them achieve their goals and added value.
• Provide support, information, and guidance by researching and recommending new profit and service improvements.
• Position yourself for new opportunities through networking and identify cross selling and up selling opportunities.
• Provide superior customer service which includes learning everything you can about them so you can tailor your service approach to their needs and buying habits.
• Courtesy and timely follow up are key.
• Understand the Global Equipment Company industry and products.
• Stay abreast of industry trends.
• Utilize internal resources to gather information regarding new product offerings.
• Effective verbal communication skills, e.g. speaking clearly, listening attentively, building rapport.
• Able to write clearly and succinctly in a variety of communication settings, e.g. business letters and emails.
• Able to effectively persuade by asking intelligent business questions to determine customer needs.

Competencies and skills

• Requires Bachelor degree in business or marketing or at least 2 years of telephone business to business sales experience.
• Knowledge and competence in the major elements of inside sales including cold calling, business development, customer qualification, and customer acquisition.
• Superior sales planning and business development skills.
• Excellent written/verbal communication and presentation skills.
• Strong computer skills to include proficiency in Microsoft Word, Outlook and PowerPoint and CRM Software.
• Self motivated with superior problem solving and negotiation skills.
• Effectively prioritize sales efforts and activities.
• Excellent organization and time management skills are essential.

Work Schedule

Onsite role. Monday through Thursday in office; Friday remote.