Commercial Account Manager

Global Industrial•Sugar Hill, GA

4d•Onsite

About The Position

Global Industrial Company is seeking a Commercial Account Manager to develop and manage customer accounts and territory sales. The role focuses on understanding customer needs, researching markets and competitors, executing strategies to penetrate accounts, and maximizing sales through prospecting, cold calling, and identifying decision-makers and buying criteria. The manager sets and tracks sales goals, prioritizes work, and uses sales planning tools and pipeline management processes to meet business objectives. The position builds trusted customer relationships by learning customers’ goals and purchasing habits, recommending solutions and service improvements, and providing timely, tailored support. It also includes networking to identify cross-selling and upselling opportunities, maintaining knowledge of industry trends and products, and communicating persuasively and professionally with customers. Regular in-office attendance is an essential function of the position.

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.

Responsibilities

Develop and manage a tactical account and territory sales plan.
Analyze clients’ needs, values, purchasing behavior, and motivations through research, competitor analysis, and market analysis.
Execute account-penetration sales strategies, including prospecting, cold calling, identifying 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 pipeline management processes to meet business objectives and goals.
Build trust and credibility with clients and use questioning to understand customer processes and priorities.
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 find new opportunities and identify cross-selling and upselling opportunities.
Provide superior, tailored customer service with courteous and timely follow-up.
Maintain knowledge of Global Equipment Company’s industry and products, stay current on 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.
Persuade customers by asking informed business questions to determine their needs.
Attend the office regularly as an essential function of the position.