Account Manager

Rochester Midland Corporation•Rochester, NY

About The Position

The Account Manager manages client relationships and drives sales growth. Depending on the territory, the role may also oversee service personnel, balancing strategic sales objectives with operational team leadership to support customer satisfaction and service delivery. This is a hands-on field sales and service position, with most time spent visiting customers and making sales calls to prospects. Travel may include extended drive times and overnight stays based on the assigned territory.

Requirements

Valid driver’s license.
Ability to build professional customer presentations using MS Office tools.
Solution-selling and negotiation skills.
Ability to understand P&L and strong attention to detail.
Ability to use CRM software.
Ability to transport RMC chemical products and equipment by pushing, pulling, and lifting approximately 50 pounds.
Ability to travel, including extended drive times and overnight stays based on assigned territory.
Ability to sit or stand for extended periods.
Ability to walk extended distances in a factory environment, sometimes on wet surfaces.
Ability to climb ladders.
Efficient use of hand tools for installing and servicing equipment.
Visual acuity to use a computer monitor and ability to operate general office equipment throughout a normal workday.

Nice To Haves

Bachelor’s degree in chemical engineering, Business Administration, or a related field (preferred).
1–3 years of B2B sales and account management experience is strongly desired.

Responsibilities

Build and maintain relationships with existing and prospective customers.
Develop and execute sales strategies to achieve revenue and profitability targets.
Identify new business opportunities and expand market share within the assigned territory.
Conduct sales and technical presentations, including demonstrations of RMC solutions.
Negotiate contracts and manage customer expectations to support long-term partnerships.
Create customer solution proposals covering services, technology, and chemicals, and deliver professional presentations.
Communicate plans, progress, and results regularly to RMC stakeholders.
Provide market intelligence to marketing management.
Maintain a sales activity pipeline using CRM software and company procedures.
Provide customer accounts with regular revenue reforecasts against original plans.
Lead the customer experience and coordinate with local sales and service teams as needed.
Deliver customer business reviews, including KPIs, in person or remotely.
Champion safety awareness and compliance with the RMC team, prospects, and existing corporate accounts.
Lead and manage service technicians to deliver on-site customer support.
Coordinate service schedules to ensure timely delivery of on-site services and solutions.
Train, mentor, and develop service team members in technical and customer service skills.
Monitor service team KPIs and provide feedback to support alignment with company standards.
Guide troubleshooting of equipment and chemical application issues.
Conduct on-site evaluations to assess the effectiveness of implemented solutions.
Oversee inventory management and ensure service team members have necessary tools and resources.
Stay informed about industry trends, competitors, and emerging technologies.
Perform similar or related duties as needed.