Global Account Manager

About the role

The Global Account Manager is responsible for managing, protecting, and growing revenue through the sale of Henny Penny products and services to one or more of our current global account customers.

Responsibilities

• Mets or exceeds annual sales goals
• Identifies and targets revenue/growth opportunities within the global account; develops and implements a detailed strategic sales plan to demonstrate how to maximize those revenue opportunities
• Anticipates problems and opportunities and identifies a solid penetration strategy to hit sales goals
• Maintains trusted relationships with the key contacts within the account globally or in assigned AOW
• Works with customer and within Henny Penny to ensure customer concerns and/or questions are addressed appropriately and in a timely manner
• Identifies key contacts and decision makers within the customer organization and develops strong relationships with those contacts
• Able to independently meet with key customer contacts, owns the relationship within the assigned area of the world (AOW) and is responsible for the overall health/status of the relationship in that AOW
• Works closely with distributors and Regional Sales Managers to assure proper customer experience is provided in assigned AOW
• Provides customer feedback to other parts of the organization (i.e. customer service, technical service, product, marketing, etc.) regarding product and service issues
• Demonstrates an in-depth understanding of Henny Penny products and solutions including the ability to articulate competitive differentiators and our value proposition
• Demonstrates in-depth knowledge of our competitors and has in-depth understanding of competitive products in the market
• Has in-depth knowledge of the food service/restaurant industry
• Works collaboratively with other sales team members and cross functionally with other departments such as Marketing, Engineering, Product Strategy, etc.
• Consistently uses sales tools, particularly CRM, to improve customer relationships, streamline processes, boost revenue, and provide visibility for informed decision making
• Consistently models the Company values and expected behaviors
• Other duties as assigned

Requirements

• Bachelor's degree (Other) or equivalent experience required
• 4+ years proven sales experience, preferably in the food service equipment industry required
• Proven success in negotiating and closing business
• Strong verbal and written communication skills including the ability to present to an executive-level audience and to audiences in different countries and time zones
• Ability to effectively partner and collaborate across teams
• Proficient in negotiating techniques and demonstrated ability in customer negotiations
• Understanding and expertise in computer hardware and software including Windows XP, Excel, Outlook, PowerPoint, Word, and the Internet
• Ability to travel up to 50% of the time including nights and weekends
• Ability to lift/carry laptop, IPad and other sales materials up to 25 lbs.

Qualifications

Qualified applicants are considered without regard to race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, sex or gender (including pregnancy, childbirth and pregnancy-related conditions), marital status, veteran or military status, sexual orientation, genetic information, gender identity or expression (including transgender status), or any other characteristic protected by applicable federal, state or local laws.