Commercial Account Manager

Global Industrial•Robbinsville Township, NJ

17h

About The Position

Global Industrial is an industry leader that has provided private-label and brand-name industrial equipment and supplies to businesses throughout North America for over 70 years. It offers more than one million industrial, material-handling, and business products through its website, corporate salespeople, and catalogs. The Commercial Account Manager develops and manages a tactical account or territory sales plan, analyzes customers and markets, and executes strategies to penetrate accounts and grow sales. The role builds trusted client relationships, identifies customer needs and opportunities for cross-selling and upselling, and provides tailored customer support and product guidance. It also requires staying informed about industry trends and products, using sales-planning and pipeline tools, and communicating effectively with customers.

Requirements

Bachelor’s degree in business or marketing, or at least 2 years of telephone business-to-business sales experience.
Knowledge of 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-motivated, with 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 or territory sales plan.
Analyze customers’ needs, values, purchasing behavior, and motivations, including through customer, competitor, and market research.
Execute account-penetration and sales-growth strategies, including prospecting, cold calling, identifying decision makers, and determining buying criteria.
Set and manage daily, weekly, and monthly sales goals; prioritize tasks and use available time and resources effectively.
Use sales-planning tools and pipeline-management processes to meet business objectives and goals.
Build trust and credibility with clients, using strategic and 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, and provide customers with support, information, and guidance.
Network to position for new opportunities and identify cross-selling and upselling opportunities.
Deliver superior, timely, courteous customer service tailored to customers’ needs and buying habits.
Maintain knowledge of Global Equipment Company’s industry and products and stay current on industry trends and new product offerings.
Communicate clearly and persuasively with customers, including through business letters and emails, and ask questions to determine customer needs.