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Job Summary
As an Account Manager, you will be responsible for driving, coordinating, and increasing sales at assigned accounts within your territory. The Area Sales Director in conjunction with the VP of Sales will determine account lists. The Account Manager is expected to promote all products and services represented by the company within the assigned vertical to increase market share year over year. The annual plan, target accounts and KPI’s are to be documented and reviewed continuously. This person has 5+ years’ experience in sales and is primarily responsible for B and C accounts. Their goal is to learn the products, install base, customer and STPT process, and grow revenue and margin in their accounts as they do so.
Positional Requirements & Qualifications
• Responsible for the direct day to day selling of company product and service offerings as directed, specifically using Application Selling methods to drive new business
• Build, maintain, and retain relationships with key buying influences and key management contacts at site by building effective long-term relationships and customer loyalty
• Develops and maintain a thorough knowledge of the Company’s available services, lines of business, pricing structures, and offers additional services as appropriate to assigned existing customers
• Participate in OEM training classes to understand technical differentiators of our OEM product offerings
• Complete customer survey reports for all meaningful customer touchpoints. (Meaningful defined as a touchpoint with a primary customer requiring action items or follow up requirements)
• Regularly meets with Sales Director and Operational stakeholders to review customer retention and relationship activities, progress versus goals, and status of key customer relationships
• Using the available data – develop, maintain, and implement an account strategy and plan with sales management
• Schedules and completes proactive customer calls and visits capturing key information, working with OEM partners on a regular basis.
• Identify capital projects, maintenance outages, and other spending events early and alert appropriate personnel
• Partners with the operations team, when needed, to address customer services issues
• Builds relationships and increases Company visibility through participation in Company-sponsored activities, trade shows, chamber of commerce events and other similar activities
• Assure delivery of total customer care
• Create and maintain customer trust in the company as a quality, value-added, solutions provider
• Complete all Consolidated Valve University training courses demonstrating a firm foundation in available products and applications
• Complete all Groth and CDC available online LMS courses demonstrating a firm foundation in available products and applications
• Competent in understanding dynamics between ASME, API, and NB to grow understanding of WHY regarding applications
• Competent in discussion of applicable requirements and recommendations of ASME, API, and NB to tie applications back to specific valves that meet the applications
• As required, complete & pass Consolidated training courses developed by company operations to expand knowledge of critical parts, functionality, and basic sizing principles
• As required, complete all Masoneilan Valve University training courses
• Proficient in all aspects of presenting company CV Class A Scope of work
• Successfully pass company Control Valve Level 1 Certification
• Proficient in a live demonstration covering mounting, configuration, and pushbutton calibration of the Masoneilan SVI Digital Positioners
• Proficient in presenting the ValvFast line up of core products
• Utilize OEM representatives, at a minimum as directed by Sales Director
• Demonstrate detailed knowledge of assigned accounts.
• Identify maintenance, engineering, planning and purchasing contacts
• Identify competitive providers and product usage
• Identify opportunities for increased company wallet share
• Attend all training opportunities provided, in house or at factory locations.
• Identify capital projects, maintenance outages, and other spending events early and alert appropriate personnel
• Competent in knowledge of all products represented and application of various models and demonstrate the ability to discuss product differences and tie to various applications
• Proficiency in all aspects of VK Viewer software usage – capable of competent review with customers including the ability to search for knowledge and begin using VKV as a tool to develop account
• Competent in ability to present company Scope of Work and justification of said SOW.
• Capture customer SOW and/or assist customer in developing a SOW in 50% of accounts
• A minimum of 30 customers with VKV logon & password to create customer investment in the VKV message and involvement
• Proficient in hosting pre & post turnaround meetings (minimum of 10/year) to prove performance of VKV and Increase customer touchpoints
• Competent in Tableau, VuPoint, and Google Suite to use the tools to justify business cases, grow business, and accountability
• Proficient in the company to interact with understanding of personnel in associated positions including all Branch personnel, CQ team, BE team, and know the dynamics of positions and relationships
• Understanding and implementing a formal sales process utilizing CRM systems and resources for pipeline tracking and opportunity development is a big plus.
Positional Requirements & Qualifications
• Education & Experience
• Proficient with computer software tools including but not limited to: emails, appointment setting, spreadsheets, and tableau dashboards
• A minimum of 4 year of experience in a customer-facing role identifying and addressing customer needs within relevant industry
• Bachelor’s Degree in Engineering, Business, Marketing, Sales, or related field or equivalent experience preferred
• * TWIC Card preferred or must be able to obtain
• Skills & Abilities
• Focus on safety and Team player
• Strong desire to succeed and promote new business
• Highly organized and Effective time-management
• Strong interpersonal, communication, technical, and presentation skills
• Ability to build strong customer relationships quickly
• Clear background check within company and customer requirements
• Must be able to pass drug & alcohol screening
Candidates must possess (2) or more of the following attributes:
• Products (foundational knowledge of industrial products and how they are applied)
• Process (a general understanding of industrial processes and the ability to provide value in terms of solutions to existing and potential bad actors)
• People (currently maintaining a network of industrial plant-site contacts in the Greater Baton Rouge and Ascension Parish area).
Essential Physical Functions
• Lifting up to 25 pounds
• Bending, stooping, ability to stand for extended periods of time
• Must be able to travel and have a clear driving record in accordance to company driving guidelines
