Account Manager

Graybar•Lancaster, PA

About The Position

The Account Manager interacts with a defined group of customers, generally within the same geographic area, to generate sales of the company’s products by solving customers’ industrial automation applications. The role involves defending the company’s position, introducing new products and suppliers to existing customers, and prospecting for new accounts. The Account Manager is expected to exceed customer expectations and build strong partnerships with current and prospective clients. Suppliers are also viewed as customers, and the Account Manager is expected to develop strong supplier partnerships. This Outside Sales role is performed in both an office and field environment. The Account Manager schedules appointments to qualify new accounts and opportunities and to develop existing customer relationships. The position requires driving, regular travel to customer sites, and occasional overnight travel. The role spends one day per week in an office and four days per week in the field, primarily in the York, Pennsylvania region, with at least 25 overnight travel days per year expected.

Requirements

High school degree or equivalent.
At least 3 years of outside sales experience.
Results-driven approach.
Excellent verbal and written communication skills.
Customer/client focus.
Problem-solving skills.
Goal-setting skills.
Ability to work independently and self-start, as well as work as part of a team.
Fluency with Microsoft Office products, including Outlook, Word, and Excel.
Ability to drive and travel to customer sites, including overnight travel; a minimum of 25 nights of travel per year is expected.
Ability to sit and drive a vehicle for extended periods.
Ability to stand for extended periods and walk frequently in environments that may be cold, hot, noisy, or wet, and may have manufacturing-related odors.
Ability to lift up to 40 pounds independently.
Ability to use required safety equipment and personal protective equipment.

Nice To Haves

Bachelor’s degree or trade school certificate in an engineering or technical discipline.
5 years of outside sales experience.
3 years of relevant automation industry experience.

Responsibilities

Communicate, promote, and demonstrate Shingle & Gibb’s Core Values, vision, policies, and procedures throughout the organization.
Demonstrate expertise in current industrial automation technologies and solutions.
Participate in sales forecasting and pursue agreed-upon performance goals.
Use the company CRM platform to record activities and opportunities in accordance with company policies and procedures.
Maintain Shingle’s Potential Tables for assigned accounts.
Generate and pursue regional leads through cold-calling, telephone calls, supplier referrals, and trade associations.
Create and follow up on customer quotations, directly or in coordination with the Customer Service Team.
Exceed customer expectations and build strong relationships with current and prospective clients.
Develop and maintain strong relationships with suppliers and their regional representatives.
Schedule and document joint sales calls with suppliers.
Attend supplier training events in coordination with the RSM to maintain product knowledge.
Coordinate customer training on supplier-manufactured products.
Conduct product demonstrations with a high degree of skill and technical expertise.
Participate in events, promotions, client entertainment, and other activities as required.
Attend Sales Team Meetings as required by the Regional Sales Manager or DSAM.
Manage expenses effectively and submit accurate expense reports in a timely manner.