Account Manager - Utility

Border States•Joplin, MO

3d•Onsite

About The Position

The Account Manager manages assigned customer account relationships and focuses on opportunity prospects and accounts. The role promotes Border States’ products, services, and capabilities to maximize customer sales potential. It regularly calls on assigned accounts, develops new accounts, records relevant cost-savings documentation, coordinates sales strategies with preferred vendors, directs sales and support resources, and provides input to pricing and purchasing teams on competitive issues and customer needs. The position is based in Joplin, Missouri. It supports utility and other customer markets by identifying opportunities, developing accounts, meeting sales and outreach goals, coordinating internal and vendor resources, and ensuring responsive customer support. Technical inquiries may require follow-up after business hours. The position also involves frequent travel and driving, and may include customer entertainment and participation in meetings, trade shows, and training programs.

Requirements

Four years of education in business, sales, marketing, or a trade, or equivalent related work experience.
Experience negotiating contracts.
Experience presenting in front of a large group.
Ability to read, write, and speak English.
Consistently provide responsive, quality service that meets or exceeds customer expectations.
Technical competence in understanding piping systems (PVF) or electrical systems, as required.
Excellent interpersonal, written, and verbal communication skills.
Ability to plan and organize effectively.
Strong customer service skills, including competence, accuracy, responsiveness, and engagement.

Nice To Haves

Two years of prior distribution, customer service, marketing, quotation, or sales experience preferred.
Strong working knowledge of a Windows PC, Microsoft Office (Excel, Word, Access, and PowerPoint), the Internet, email, and SAP software preferred.

Responsibilities

Meet or exceed established sales goals.
Grow current and prospective medium-opportunity accounts by identifying new capabilities and cross-selling opportunities.
Meet daily outreach expectations through a consistent process and structured account planning.
Identify targeted opportunities aligned with current strategies and new or increased capabilities.
Prospect, validate, and convert new opportunities by identifying appropriate influencers and positioning the company against competitors.
Understand customer business objectives and translate them into a differentiated company advantage.
Stay current on company offerings, value advantages, and the competitive landscape.
Provide quality customer support, including expediting, pricing, follow-up, returns, and other services.
Provide timely follow-up on technical inquiries and requests, potentially after business hours.
Enter TCCM cost-savings documentation relevant to assigned customers.
Direct use of marketing tools, technical specialists, and company capabilities and services to coordinate sales strategies across products and services.
Coordinate sales strategies with preferred vendors to maximize customer sales potential.
Manage and direct sales and support resources to maximize sales and profit potential across products, markets, and specialist opportunities.
Participate in and advise sales management on the implementation and success of marketing plans and strategies.
Provide sales and marketing staff with input on customer needs and concerns involving pricing, products, customer service and support, competition, procedures, and market or customer potential.
Provide strategic input to pricing and purchasing departments on competitive issues, price and margin strategy, product evaluations, inventory requirements, and related sales, marketing, and service functions.
Advise Customer Financial Services staff of changes in customer creditworthiness, management, or ownership.
Develop quotations for customers within company profit objectives and guidelines, as needed.
Lead and attend sales and product meetings and technical training programs, as required.
Attend and assist with sales meetings, trade shows, and training programs, as needed.
Coordinate with Customer Financial Services to resolve customer billing issues caused by pricing, shipping, delivery, or other credit-area errors, as needed.
Entertain clients as needed.
Perform other duties assigned by a supervisor or designee.