Account Manager

We empower employees to create a better future by upholding safety standards, solving complex problems, continuous improvement and fostering inclusivity.

Every part and every voice matters.

JOB DESCRIPTION :

The primary function of the Account Manager is to generate orders for White Drive Motors & Steering from customers to achieve a minimum forecasted net booking.

Net bookings are defined as unit orders received less cancellations, less any units returned). This position will report to the Sales Director’s tactics and plans to achieve the forecasted net bookings.

The Account Manager will implement plans to expand existing products and customer orders and capture new customers and new product orders.

In addition, this position will provide competent information that allows the company to develop strategies and products to meet the needs of both customers and prospects.

Reporting to the Director of Sales, as the Account Manager, you will achieve significant growth by driving clients' development, support, and expansion, which may include manufacturers, vendors, partners, or distributors within the motor and steering industry.

Achieve sales, margin, and market share goals consistent with the strategic plan. The territory will be the Northeast United States but may include other areas dependent on demand.

JOB DUTIES & RESPONSIBILITIES :

Manage relationships to effectively plan, develop, negotiate, and increase revenue, profitability, and market share targets assigned.

Align growth objectives and key action drivers to deliver mutual sales growth.

• Apply sales tools to develop and monitor strategic plans and activities within assigned accounts to execute and manage performance.
• Provide monthly product forecasts to enable supply chain and production efficiencies.
• Achieve a minimum forecasted net booking. (Net bookings are defined as unit orders received less cancellations, less any units returned).
• Collaborate with internal resources using a consultative selling approach to determine customer needs, support requirements, and service offerings to develop and grow accounts to meet and exceed profitability targets.
• Verify purchase orders regarding terms and conditions and pricing / implementation dates and inform relevant functions about deviations.
• Monitor timely issuing of purchase orders and payments, including reconciliation management.
• Escalate topics to assigned personnel if requirements are unmet or critical deviations occur.
• Comfort with ambiguity and able to meet situations with agility.
• Achieve as a minimum forecasted unit and $ net bookings for the assigned area of responsibility.
• Be accountable for and the focus point of communication to ensure that customers and prospects are served to the highest level of satisfaction in every aspect of the business.
• Develop monthly, quarterly, and annual net bookings forecasts for the assigned region.
• Communicate verbally and in writing to customers and prospects on critical issues and track to a complete and satisfactory closure.
• Maintain accurate call reports and correspondence records.
• Control all expenses and submit timely and accurate reports with appropriate receipts.
• Stimulate and maintain a close working relationship with all company departments, emphasizing an integrated team environment, particularly with the Customer Service and Technical Support departments.
• Manage and maintain data in the customer database system for the region. Accountable for customer, distributor, and competitive phone and meeting updates, data accuracy, and reports generated from required field data.
• Identify and recommend incremental product sales opportunities and fully support the implementation of new growth.

REQUIRED SKILLS :

• Highest integrity, strong drive, work ethic, polite assertiveness, and a positive can-do attitude.
• Excellent listening skills and attention to interpersonal details.
• Strong written, verbal, and presentation skills.
• Outstanding ability to sort through complex mechanical data and information, diagnose problems, and be clear and concise in meeting and catering to the customers’ needs.
• Analytical, purposeful, and successful in managing multiple tasks.
• Strong customer need-driven selling skills with an elevated level of numeric skills
• Able to effectively communicate at all levels.
• Extraordinarily strong initiative-taker and motivator of people.
• Intermediate to advanced knowledge of Microsoft Office Applications (Word, Excel, PowerPoint, Outlook), Salesforce, and SAP.
• Solid ability to effectively prioritize critical tasks.

REQUIREMENTS :

• Bachelor’s degree in business, engineering, or related field.
• Five years in marketing and sales in the manufacturing field.
• Instead of education : Ten years of experience in marketing, sales, and account management in manufacturing or engineering.

CRITICAL SUCCESS FACTORS :

• Minimum five years of engineering experience
• Bachelor’s degree in engineering, business, marketing, or a related field.
• Instead of a degree, ten years of experience working in manufacturing, engineering, or industrial fields.
• Motors and steering account management experience is considered a plus!
• Demonstrated sales experience and consultative value selling process.
• Proven team and project management skills to perform well in unpredictable environments.
• Travel of more than 25% may be required and can change with demand.
20 days ago