Sales Account Manager

The Vollrath Company•Charlotte, NC

3d•Onsite

About The Position

Plan and implement sales to specific, existing major accounts where growing relationships, identifying opportunities, and utilizing account management skills are critical. Accounts frequently have multiple buying locations, making the process of establishing and maintaining broad client relationships essential. The role requires full knowledge of the product line and its applications, along with a strong understanding of the client's objectives and challenges.

Requirements

Bachelor's Degree or Equivalent Level.
Experience enables job holder to deal with the majority of situations and to advise others (Over 3 years to 6 years).

Responsibilities

Manage and develop important customer relationships with guidance from senior colleagues, delivering day-to-day support. Customers are likely to include mid-tier companies, multinational corporations, and the like.
Develop and implement a relationship management plan for existing customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.
Collect feedback from identified customers or customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input.
Set clear objectives for each sales call; develop and make presentations that are tailored to the known interests, needs, issues, and concerns of decision-makers and influencers within the customer organization; gather and analyze relevant information; and gain agreement to a statement of customer requirements.
Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions outside of normal Delegation of Authority (DOA) Matrix (e.g., price reduction) that gain the customer's agreement.
Collaborate internally and work as the customer champion in cross-functional teams to build strong external customer relationships.
Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.
Enter customer information that has been gathered through research and/or through direct customer contact into the CRM system, to ensure that the organization has quality data to enable effective customer retention and business development activities.
Develop a personal network within the sales portfolio and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.
Maintain and renew a deep knowledge and understanding of the organization's policies and procedures and of relevant regulatory codes and codes of conduct, and ensure own work adheres to required standards. Or identify, within the team, patterns of noncompliance with the organization's policies and procedures and with relevant regulatory codes and codes of conduct, taking appropriate action to report and resolve these and escalating issues as appropriate.
Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation, where relevant, to improve performance and fulfill personal potential.
Maintain an in-depth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.