Commercial Account Manager
About The Position
The Commercial Account Manager uses a customer-focused sales approach to manage and grow commercial accounts for Global Equipment Company. The role develops and executes tactical account or territory plans, researches customer needs and purchasing behavior, analyzes competitors and markets, and identifies ways to penetrate accounts and maximize sales. It also builds trusted customer relationships, provides tailored service and product guidance, and pursues cross-selling and upselling opportunities. The position requires regular in-office attendance as an essential function. Total on-target earnings range from $110,000 to $120,000 annually, including base salary, quarterly bonus, and uncapped biweekly commission.
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 job.
Responsibilities
- Develop and manage a tactical account or territory sales plan.
- Analyze clients to assess customer needs, values, purchasing behavior, and motivation, including through research and competitor and market analysis.
- Execute account-penetration sales strategies, including prospecting, cold calling, identifying key decision makers, and determining buying criteria.
- Set daily, weekly, and monthly goals; prioritize tasks; manage time effectively; and use available resources to achieve sales objectives.
- Use sales planning tools and the pipeline management process to meet business objectives and goals.
- Build trust and credibility with clients, using strategic and investigative questions to understand what customers value and how they make decisions.
- Help customers find solutions that support their goals and deliver added value.
- Research and recommend improvements to customer profitability and service.
- Network to identify new opportunities, cross-selling, and upselling opportunities.
- Provide superior customer service tailored to customers’ needs and buying habits, including courteous and timely follow-up.
- Maintain knowledge of the industry, products, trends, and new product offerings using internal resources.
- Communicate clearly and persuasively with customers verbally and in writing, including through business letters and emails.
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What This Job Offers
Job Type
Full-time
