Account Manager

Shingle & Gibb Automation•Lancaster, NJ

About The Position

The Account Manager interacts with a defined group of customers, generally in the same geographic area, to generate sales of the Company’s products by solving customers’ industrial automation applications. This includes defending the Company’s position, introducing new products and suppliers to existing customers, and prospecting for new accounts. The role focuses on exceeding customer expectations and building strong partnerships with current and prospective clients, as well as with suppliers. The position is part of the Outside Sales Department and is performed in both an office and field environment. The Account Manager schedules appointments to qualify new accounts and opportunities or to develop relationships and opportunities with existing customers. The role requires driving to customer sites, primarily in the York, Pennsylvania region, with overnight travel expected. The schedule involves one day per week in an office and four days per week in the field, with at least 25 overnight travel nights per year. Occasional supplier training at facilities outside the region may also require overnight travel. The expected annual pay is $75,000, depending on experience. The position is also eligible for commission based on specific and relevant business metrics.

Requirements

High school degree or equivalent.
At least 3 years of outside sales experience.
Results-driven.
Excellent verbal and written communication skills.
Customer/client focus.
Problem-solving skills.
Goal-setting skills.
Ability to self-start independently and work collaboratively 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; at least 25 overnight travel nights per year are 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, which may include a hard hat, vest, safety glasses, non-slip and/or steel-toed shoes, and other personal protective equipment.

Nice To Haves

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

Responsibilities

Communicate, promote, and showcase Shingle & Gibb’s Core Values, vision, policies, and procedures throughout the organization.
Demonstrate expertise with the latest technologies and solutions related to industrial automation.
Participate in sales forecasting and pursue agreed-upon performance goals.
Use the Company CRM platform to record activities and opportunities in accordance with current 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 Regional Sales Manager to maintain product knowledge.
Coordinate customer training on suppliers’ manufactured products.
Conduct product demonstrations with technical expertise and skill.
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, timely expense reports.
Schedule appointments to qualify new accounts and opportunities and to further relationships or opportunities with existing customers.
Travel to customer sites, primarily in the York, Pennsylvania region, and undertake expected overnight travel, including occasional travel for supplier training.