Commercial Account Manager
About The Position
The Commercial Account Manager uses a customer-focused sales approach to develop and manage account or territory plans, understand customer needs and purchasing behavior, and grow sales. The role involves researching customers, competitors, and markets; identifying decision-makers and buying criteria; prospecting and cold calling; and using sales-planning tools and pipeline management to meet business goals. The manager builds customer trust, recommends solutions and service improvements, provides timely support, and identifies networking, cross-selling, and upselling opportunities. The position requires regular in-office attendance as an essential function.
Requirements
- Bachelor’s degree in business or marketing, or at least 2 years of telephone business-to-business sales experience.
- Knowledge and competence in inside sales, including cold calling, business development, customer qualification, and customer acquisition.
- Superior sales planning and business development skills.
- Excellent written and verbal communication and presentation skills.
- Strong computer skills, including proficiency in Microsoft Word, Outlook, PowerPoint, and CRM software.
- Self-motivation and superior problem-solving and negotiation skills.
- Ability to prioritize sales efforts and activities effectively.
- Excellent organization and time-management skills.
- Regular in-office attendance is an essential function of the position.
Responsibilities
- Develop and manage a tactical account or territory sales plan.
- Analyze clients to assess their needs, values, purchasing behavior, and motivations; research competitors and markets.
- Execute strategies to penetrate accounts and maximize sales through prospecting, cold calling, identifying decision-makers, and determining buying criteria.
- Set daily, weekly, and monthly goals; prioritize tasks and use time and available resources effectively.
- Use sales-planning tools and the pipeline management process to meet business objectives and goals.
- Build trust and credibility with clients and use strategic, investigative questioning to understand what they value.
- Help customers find solutions that support their goals and provide added value.
- Research and recommend new profit and service improvements, providing customers with support, information, and guidance.
- Network to identify new opportunities and cross-selling and upselling opportunities.
- Deliver customer service tailored to customers' needs and buying habits, including courteous and timely follow-up.
- Maintain understanding of Global Equipment Company’s industry and products, stay abreast of industry trends, and use internal resources to learn about new product offerings.
- Communicate clearly and persuasively in conversation and in writing, including business letters and emails.
- Attend the office regularly.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
