Commercial Account Manager

Global Industrial • Washington, NJ

22d • Onsite

About The Position

Global Industrial Company is a distributor of industrial equipment and supplies, serving organizations across a range of industries. The Commercial Account Manager uses a customer-focused sales approach to develop and manage account or territory plans, build client relationships, and achieve sales objectives. The role involves analyzing customers and markets, prospecting and penetrating accounts, identifying decision-makers and buying criteria, and finding opportunities to cross-sell and up-sell.

The position also requires learning customers’ needs and purchasing habits, recommending solutions and service improvements, providing timely follow-up, and maintaining knowledge of the company’s products and industry trends. Regular in-office attendance is an essential function of the job.

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.

Responsibilities

• Develop and manage a tactical account or territory sales plan.
• Analyze clients’ needs, values, purchasing behavior, and motivations, including researching competitors and the market.
• Execute strategies to penetrate accounts and maximize sales through prospecting, cold calling, identifying decision-makers, and determining buying criteria.
• Set sales goals and objectives, prioritize tasks, use time effectively, and make effective use of available resources.
• Use sales planning tools and pipeline management processes to achieve business objectives and goals.
• Build trust and credibility with clients, using investigative questions to understand what they value and how they make decisions.
• Help customers find solutions that support their goals and provide added value.
• Research and recommend improvements to customer profitability and service.
• Network to identify new opportunities, including cross-selling and up-selling.
• Provide superior, tailored customer service and courteous, timely follow-up.
• Maintain knowledge of Global Equipment Company’s industry and products, stay abreast of industry trends, and use internal resources to learn about new products.
• Communicate effectively with customers verbally and in writing, including through business letters and emails.

What This Job Offers

• Job Type: Full-time