Commercial Account Manager

Global Industrial•Sugar Hill, GA

18h

About The Position

Global Industrial is an industry leader that has supplied private-label and branded industrial equipment and supplies to businesses throughout North America for over 70 years. Its products are sold through its website, corporate sales representatives, and catalogs to customers ranging from small and large corporations to institutions, government agencies, and consumers. The Commercial Account Manager develops and manages account and territory sales plans, researches customer needs and markets, and executes strategies to penetrate accounts and grow sales. The role builds trusted customer relationships, identifies customer goals and purchasing criteria, recommends relevant solutions, and provides responsive, tailored service. It also requires maintaining product and industry knowledge, using internal resources to learn about new offerings, and communicating effectively with customers.

Requirements

A 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.

Responsibilities

Develop and manage a tactical account and territory sales plan.
Analyze clients to assess their needs, values, purchasing behavior, and motivations, including through customer, competitor, and market research.
Execute strategies to penetrate accounts and maximize sales through prospecting, cold calling, identifying decision makers, and determining buying criteria.
Set and manage daily, weekly, and monthly sales goals; prioritize tasks and use available resources effectively.
Use sales planning tools and pipeline management processes to achieve business objectives and goals.
Build trust and credibility with clients and use investigative questioning to understand what they value.
Help customers find solutions that support their goals and add value.
Research and recommend improvements to customers’ profits and services, providing support, information, and guidance.
Network to create new opportunities and identify cross-selling and upselling opportunities.
Provide superior, timely, and courteous customer service tailored to customers’ needs and buying habits.
Maintain knowledge of the company’s industry and products, stay current with industry trends, and use internal resources to learn about new product offerings.
Communicate clearly with customers verbally and in writing, including through business letters and emails.
Persuade effectively by asking informed business questions to determine customer needs.