Account Development Manager

Weisiger Group•Nashville, TN

5d•Onsite

About The Position

The Account Development Manager is responsible for driving Service, Rental, Used Equipment and other revenue by identifying new customer leads, building relationships with new and existing customers, recognizing equipment needs to provide tailored solutions, and being a trusted partner to our customers in the industry. The primary focus of this outside sales role is to reach a wide set of existing customers and prospects. The position uncovers and will be commissioned primarily for introducing Service, Rental and Used Equipment, but will also receive benefit for promoting other opportunities (e.g., New and Allied equipment sales). This role requires a functional understanding of material handling equipment, exceptional customer service skills, the ability to work cross functionally between sales, service, rental, and used teams and managing the process from quote to contract and/or sale.

Requirements

Associate or Bachelor’s degree from accredited university is preferred, or two or more years of sales experience and/or training
Previous experience working in a fast-paced environment, preferably in a service-oriented industry
Strong customer service and communication skills
Proven inside sales experience
Track record of over-achieving quota
Strong phone presence and experience dialing dozens of calls per day
Excellent verbal and written communications skills
Strong listening and presentation skills
Ability to multi-task, prioritize, and manage time effectively
Ability to communicate the “Value Added” concept to customers at all levels
Highly organized
Driving is an essential function of this position and a current valid driver’s license must be maintained at all times
Proficient in the use of Microsoft Office (Word, Excel, Outlook and PowerPoint).
Desire and ability to learn and utilize auxiliary systems such as Salesforce, PowerBi, SAP/FIORI and ServiceMax.
Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals.
Ability to write routine reports and correspondence.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Nice To Haves

Previous experience working in a fast-paced environment, preferably in a service-oriented industry

Responsibilities

Respond to customer inquiries, questions and requests.
Create Service, Rental, Used and other quotes.
Provide internal teams with accurate and complete customer information to support seamless coordination and equipment delivery.
Coordinate with Branch Managers and Regional Sales Managers to align focus with Branch priorities within assigned territory.
Coordinate with Sales Account Managers and internal product experts as needed for them to help close equipment deals.
Coordinate with Marketing and Inside Sales to expand reach across a range of sales prospects.
Daily travel to customers within assigned territory.
Identify new sales opportunities through business directories, personal research, client referrals, dormant customer account lists, cold calling, existing Salesforce data, and other company resources.
Maintain and expand a database of prospects within assigned territory.
Cold-call prospective customers.
Conduct in-person meetings with prospects.
Generate renewed interest with dormant customers.
Follow pricing matrix and apply discounting rules as applicable.
Contribute to monthly sales meetings and create alignment with account managers within assigned region.
Develop and maintain relationships with new and existing customers, providing expert advice and rental solutions based on their unique needs.
Actively pursue Service, Rental, Used, and other opportunities to meet or exceed sales targets.
Provide customer support by addressing customer inquiries, resolving issues, and ensuring a positive customer experience throughout the sales and after-sales process.
Maintain solid understanding of and manage opportunities within assigned territory.
Use Salesforce to log and monitor daily calls, tasks, and opportunities for accurate tracking and follow-up.
Prepare periodic reports for management to provide insight into the status of LiftOne's sales performance within assigned territory.
Utilize Business Intelligence & SAP reports to drive metrics.
Understand customer needs & requirements and offer material handling and warehouse solutions based on those needs.
Proactively generate interest from existing customers that historically had need for assets being returned.
Generate new leads through market analysis by monitoring market trends, customer demand, and competitor activity to adjust sales strategies and stay competitive.
Stay informed on equipment specifications and capabilities to match customers with the most suitable options.