Key Account Manager

The Shyft Group•Bristol, IN

13d•Onsite

About The Position

Meet or exceed sales objectives of assigned accounts or territory by promoting the entire UTM suite of fleet solutions. Utilize consultative selling and professional sales techniques to continuously develop long-term customer relationships, increase profit margins, and capture new clients.

Requirements

Experience in the commercial truck, truck body, fleet, upfit, or related industry.
Proven outside-sales and business-development experience.
Ability to manage and grow strategic fleet accounts.
Strong project-management, follow-up, and tracking skills.
Ability to work effectively with engineering and technically focused customers.
Strong analytical, communication, presentation, and negotiation skills.
Ability to develop new business while maintaining existing customer relationships.
Willingness to travel as required.
Systematically manage an account plan.
Increase sales to existing accounts.
Pursue new business opportunities within existing accounts.
Partner as a client advocate.
Adapt approach to different buying influences.
Close sales through logical, incremental steps.
Identify client needs.
Gain client commitment.
Commit time and effort to ensure success.
Be opportunistic.
Make persuasive presentations.

Responsibilities

Deliver profitable sales to the organization.
Execute consultative selling process and secure long-term client commitments for sustainable growth.
Meet minimum performance goals (MPG) established by Sales Leadership.
Deliver the UTM value proposition with the goal of signing new business.
Sell the entire UTM suite of solutions to new prospects and engage in expansion opportunities of current clients.
Increase company market share through cold calls and prospect follow-up.
Develop new/additional business through relationship building and solutions delivery.
Organically develop and maintain a database of prospects within an assigned responsibility.
Qualify prospects through consultative selling process, including effective pre-call planning.
Document sales-related activity in CRM software.
Assess prospect needs against available products and services.
Develop and present sales proposals including product selection, terms of sales, and delivery dates.
Make professional presentations and conduct sales meetings to fleet decision makers and C-level personnel.
Interface with Client Development Manager and other internal departments during on-boarding to effectively transition clients/accounts.
Develop data relative to marketing trends, competitive products, and pricing.
Submit marketing intelligence to Sales Leadership.
Complete required activity, pipeline reports, expense reports, CRM affiliated activity, and other reports as directed by Management within the defined timeline.
Submit sales forecast with prospect, quantity, and sales price for operations team capacity planning, engineering resources, material planning, and assembly manpower needs.
Conduct route rides to gather prospect input and identify needs to match with a UTM business solution.
Partner with segment engineer to communicate prospect needs.
Identify marketing programs and sales aids that would increase sales.
Communicate needs to the marketing team with potential sales impact and required timing of requested resources.
Achieve assigned goals.