Account Manager - Utility

Border States•Joplin, MO

5d•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, documents cost savings, coordinates sales strategies with preferred vendors, directs company sales and support resources, and provides strategic input to pricing and purchasing teams on competitive issues and customer needs. The position is based in Joplin, Missouri. It includes frequent customer outreach and travel, customer support and follow-up, collaboration with sales, marketing, pricing, purchasing, vendor, and financial-services teams, and participation in sales meetings, trade shows, and training as needed. Technical inquiries may require follow-up after business hours. Physical activity includes continuous sitting, computer and telephone use, repetitive hand motions, grasping, fingering, talking, and hearing; frequent standing, walking, bending, stair use, reaching, driving, desk work, and travel; and occasional crouching, kneeling, balancing, pivoting, pushing or pulling, and exposure to adverse weather or temperatures.

Requirements

Four years of business, sales, marketing, or trade education, or equivalent related work experience.
Experience with contract negotiation.
Experience presenting to 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 Windows PCs, 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, and returns.
Provide timely follow-up on technical inquiries and requests, including after business hours when needed.
Enter relevant TCCM cost-savings documentation for assigned customers.
Direct the use of marketing tools, technical specialists, and company capabilities to coordinate sales strategies across products and services for assigned customers.
Coordinate sales strategies with preferred vendors to maximize customer sales potential.
Manage and direct company sales and support resources to maximize sales and profit potential across products, markets, and specialist-team opportunities.
Participate in and advise sales management on implementing and assessing marketing plans and strategies.
Provide sales and marketing staff with input on customer needs and concerns, pricing, products, service, competition, procedures, and market or customer potential.
Provide strategic input to pricing and purchasing on competitive issues, price and margin strategy, product evaluations, inventory requirements, and related sales, marketing, and service functions.
Advise Customer Financial Services of changes in customer creditworthiness, management, or ownership.
Grow the remaining market opportunity as needed.
Develop customer quotations within company profit objectives and guidelines when 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 arising from pricing, shipping, delivery, or credit errors.
Entertain clients as needed.
Perform other duties assigned by a supervisor or designee.