Account Manager - Sales

Vulcan Materials Company•Phoenix, AZ

11d•$111,000 - $125,000

About The Position

The Account Manager for Sales generates new business and maintains existing business for a set of top assigned aggregate, asphalt, and/or ready-mix accounts across multiple markets, plant locations, or geographic areas. The role is responsible for generating 20 percent of revenues (three-year average) for the VP/GM area. It requires extensive industry sales experience, proven competency in barging and aggregate operations, experience servicing megaprojects, and the ability to formulate, adapt, and execute a successful sales strategy. The Account Manager serves as the primary contact for assigned large accounts and develops account plans, builds stakeholder relationships, supports pricing and contract negotiations, and shares market intelligence with the Sales team. The role uses company tools and resources to understand market activity, guide customers through the sales lifecycle, and make it easier to do business. It also promotes a safe and supportive working environment for customers, coworkers, and competitors.

Requirements

Five or more years of sales experience preferred.
Highly skilled relationship manager able to build deep, mutually beneficial relationships with diverse stakeholders.
Strategic planning skills, including setting and achieving actionable account goals.
Deep product expertise across aggregates, ready-mix, and asphalt offerings.
Ability to execute sales plays for all customer segments.
Negotiating, influencing, and persuasive selling skills.
Ability to manage conflict and resolve issues with large customers without damaging the relationship.
Results-oriented, persistent, motivated, and energetic.
Knowledge and understanding of sales and marketing best practices.
Flexible and adaptable; able to work successfully in a fast-paced environment individually and as part of a team.
Interacts with others with a high degree of integrity and inspires trust among teammates and customers.
Organized customer point of contact able to manage complex daily tasks in alignment with sales goals.
Proficient with computers and tablets, Microsoft Office, and mobile technology such as iPads.
Able to sit for long periods.
Able to work in a deadline-oriented environment requiring complex technical information and decision-making.
Able to present complex information clearly and concisely.
Able to apply analytical concepts to complex business problems.
Able to travel locally on a regular basis, with periodic overnight travel.
Must hold and maintain a valid driver’s license and satisfactory driving record.

Nice To Haves

Bachelor’s degree from an accredited four-year university preferred.
Five or more years of sales experience preferred.

Responsibilities

Grow share of wallet for assigned large accounts through account planning and solution-selling.
Serve as the primary point of contact for each assigned large account, which may span multiple sales districts.
Prepare and execute customer account plans with specific, measurable goals, such as volume targets.
Organize and facilitate planning conversations with assigned accounts at least quarterly to identify opportunities to win a greater share of their large projects.
Support pricing strategy decisions and negotiations for assigned fixed-plant customers.
Lead the company’s efforts to win megaproject contracts when assigned accounts are involved.
Build mutually beneficial relationships with key stakeholders at each account, including estimators.
Gather and report market intelligence to Sales teammates.
Use company tools and resources to understand market activity, make informed decisions, guide customers through the sales lifecycle, and facilitate ease of doing business.
Promote a safe and supportive working environment for customers, coworkers, and competitors.
Plan and organize work, balance multiple demands, and consistently follow up and follow through.