Commercial Account Manager

Global Industrial•Henderson, NV

8d•Onsite

About The Position

Global Industrial Company is a distributor of industrial equipment and supplies. The Commercial Account Manager uses a customer-focused sales approach to develop and manage account or territory sales plans, understand customer needs and purchasing behavior, and execute strategies to penetrate accounts and increase sales. The role builds trust-based client relationships, identifies cross-selling and upselling opportunities, provides tailored customer service, and recommends solutions that support customer goals and improve profit or service. 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 activities, 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 with 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.
Research customers, competitors, and markets to assess customer needs, values, purchasing behavior, and motivations.
Execute account-penetration strategies through prospecting, cold calling, identifying decision makers, and determining buying criteria.
Set daily, weekly, and monthly sales goals; prioritize tasks, manage time effectively, and use available resources to achieve objectives.
Use sales-planning tools and pipeline-management processes to meet business objectives and goals.
Build trust and credibility with clients and use investigative questioning to understand their priorities and processes.
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, cross-selling, and upselling possibilities.
Provide superior, tailored customer service with courteous and timely follow-up.
Maintain knowledge of Global Equipment Company products and industry trends, using internal resources to learn about new product offerings.
Communicate effectively with customers verbally and in writing, including through business letters and emails.
Persuade customers by asking informed business questions to determine their needs.