Territory Sales / Account Manager

AWP Safety•Richmond, VA

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, develops and maintains customer relationships, and gathers industry and competitive information to support profitable growth in the traffic control market. The Account Manager works with regional sales and operations teams, inside sales, and internal support functions to deliver a strong customer experience and support operational planning.

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.
Demonstrated track record of growing market share.
Results-driven, able to work independently, and positive, solutions-oriented 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 use 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

Bachelor’s degree.
Formal sales training.

Responsibilities

Develop relationships with decision-makers at existing and prospective accounts and participate in account targeting led by the Regional Sales Manager.
Develop and implement profitable sales growth plans for the assigned territory in alignment with company goals and objectives.
Build and maintain a sales pipeline to exceed new-project sales initiatives within the customer and prospect base.
Identify key account decision-makers and establish professional relationships.
Follow up with customers to ensure the brand promise is met and operating performance is satisfactory.
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.
Work with inside sales operations to provide customers with quotes and requested information.
Identify high-potential prospect accounts and convert them into growth opportunities.
Maintain 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.
Paid holidays.
Benefits eligibility beginning the first of the month following hire.
Medical plans, including three plan options.
Dental plans, including two plan options.
Legal and identity protection benefits.
Accident and critical illness benefits.
Company-paid $50,000 basic life insurance.
Company-paid long-term disability insurance.
Health Savings and Flexible Spending Accounts.
401(k) with company match.
Sales incentive plan bonus.