Territory Sales / Account Manager

AWP Safety•Richmond, VA

10h•$90,000 - $112,000

About The Position

The Account Manager represents AWP Safety to prospective and existing accounts in the utility, construction, and engineering sectors within an assigned regional territory. The role identifies new business through personal and telephone communication, develops relationships with key decision-makers, and gathers industry and competitive intelligence to support competitiveness in the traffic control market. The Account Manager participates in account targeting led by the Regional Sales Manager and develops profitable sales growth plans aligned with company goals. The position builds and maintains a sales opportunity pipeline, manages customer relationships and sales agreements, supports customer service and retention, and maintains forecasts and Salesforce account information. The Account Manager works closely with internal sales, operations, billing, collections, finance, IT, and analytics teams to support an effective customer experience and operational planning. The role involves daily field travel, with some overnight travel required, and may have variable hours based on staffing needs and workload.

Requirements

Bachelor’s degree preferred; formal sales training preferred.
4–7 years of proven success in B2B outside sales.
Strong written and oral presentation and communication skills.
Strong customer orientation and experience developing partnerships by understanding and anticipating customer business needs.
Proven track record of growing market share.
Results-driven, able to work independently, and positive with a “make it work” attitude.
High energy and self-motivation.
Travel into the field daily; some overnight travel is required.
Valid driver’s license and ability to meet AWP Safety driver standards.
Ability to work with tools such as Excel and CRM systems.
Ability to read financial data, including revenue, margin, and sales productivity measures such as forecast accuracy and pipeline growth.
Ability to engage external teams in Operations, Finance, Billing, and IT/Analytics.

Nice To Haves

Formal sales training.
Bachelor’s degree.

Responsibilities

Develop and implement profitable sales growth plans for the assigned territory, aligned with company goals and objectives.
Build and maintain a pipeline of sales opportunities to exceed new-project sales initiatives.
Identify account decision-makers and establish professional relationships with prospective and existing customers.
Conduct customer follow-up to ensure the brand promise and operating performance meet expectations.
Collect and communicate industry trends and competitive activity in the assigned territory.
Manage internal and external customer relationships, negotiate sales contracts, rate adjustments, and renewals, and maintain sales forecasts and CRM updates.
Coordinate with inside sales operations to provide customers with quotes and requested information.
Identify high-potential prospective accounts and convert them into growth opportunities.
Maintain and update customer forecasts to support operational planning and corporate budgeting.
Partner with Billing, Collections, and Accounts Receivable on organizational changes, accurate and timely billing, issue resolution, and customer retention.
Work with Regional Operations Management to drive growth and improve the customer experience.
Align with Regional Sales Managers in support of National Account channel partners.
Participate in Quarterly Business Reviews.
Develop and maintain Salesforce account information.
Perform other duties as assigned.

Benefits

Company-provided vehicle with fuel card, including qualified personal use privileges.
Career growth opportunities.
Paid time off and paid holidays.
Benefits eligibility begins on the first of the month following hire.
Three medical plan options and two dental plan options.
Legal and identity protection, accident, and critical illness coverage, among other benefits.
Company-paid $50,000 basic life insurance.
Company-paid long-term disability (LTD).
Health Savings and Flexible Spending Accounts available.
401(k) with company match.
Sales Incentive Plan bonus.