Account Development Specialist

Fairbanks Scales•Mission Hills, KS

About The Position

The Account Development Specialist executes the sales growth plan and meets account-specific objectives within the Distribution sales channel. This role serves as the primary contact for the Company's distributors, addressing and triaging customer service needs. The position develops distributor accounts and potential customers, promotes Fairbanks products through consultative sales and marketing, evaluates opportunities, negotiates pricing, prepares proposals, and follows up to confirm customer objectives are met. It also coordinates custom solution requests, shipments, deliveries, warranty and quality issues, training, and distributor engagement activities. The role tracks engagement-plan execution and recommends ways to improve distributor sales performance. The position typically works weekdays from 8:00 a.m. to 5:00 p.m. in general office conditions with moderate noise. Up to 20% travel and minimal weekend availability may be required. PPE may be needed when visiting manufacturing or construction areas. Regular attendance and the ability to perform the described computer, communication, and mobility tasks are required.

Requirements

Bachelor's degree in Sales, Marketing, or Business, or equivalent experience.
At least two years of customer service and/or sales experience in an office setting.
Proficiency with Microsoft Office products, specifically Excel, Word, Outlook, and PowerPoint.
Ability to learn Fairbanks Scales business and web-based systems.
Ability to learn basic federal and other regulatory requirements affecting responsible products.
Ability to learn basic knowledge of the truck, track, and floor scale market and competitors' comparable products.
Critical thinking and exceptional attention to detail.
Excellent planning and problem-solving skills.
Excellent verbal and written communication skills.
Excellent customer service skills.
Ability to negotiate effectively and understand pricing and profitability concepts.
Ability to organize and prioritize work and concentrate on multiple tasks simultaneously.
Ability to develop and maintain positive, productive business relationships.
Ability to use close vision and focus; regularly talk and hear; frequently sit, stand, bend at the knee and waist, and walk; perform repetitive wrist, hand, and/or finger movements; and use finger dexterity and hand-eye coordination with a computer, telephone, and related office equipment.
Ability to wear required PPE, including hearing protection, safety boots, or glasses, in manufacturing or construction areas.

Nice To Haves

Fluency in Spanish.

Responsibilities

Serve as the primary point of contact for assigned accounts, including sales and service personnel.
Develop potential customers and expand the distribution customer base.
Promote and sell Fairbanks products through consultative sales and marketing, including campaigns for product updates, announcements, events, pricing, and promotions.
Evaluate customer opportunities, communicate relevant information, assess solutions, and attain sales performance goals.
Negotiate pricing and prepare, present, and quote proposals for sales opportunities.
Follow up after distributor interactions to confirm that objectives have been met.
Define custom solution requests from the distribution network, respond in a timely manner, identify customer needs, and coordinate with appropriate internal departments and personnel.
Work with customers and freight partners to plan and execute product shipments and deliveries.
Address customer warranty and quality issues, interpret Fairbanks Warranty and Mission Statements, and implement or recommend solutions.
Maintain daily call volumes to meet established metrics.
Coordinate and track distributor engagement activities assigned to other departments and personnel to ensure compliance with account strategy.
Deliver training to distribution network employees by phone, video conference, or in person as needed.
Track and measure execution of engagement plans with assigned distributors and recommend improvements to their sales performance.
Perform other duties as assigned.
Complete required company training and follow company policies.