Account Manager II

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Job Summary

As an Account Manager, you will be responsible for driving, coordinating, and increasing sales at assigned accounts within your territory. The Sales Director, in conjunction with the VP of Sales, will determine account lists. The Account Manager is expected to promote all products and services represented by the company within the assigned vertical to increase market share year over year. The annual plan, target accounts, and KPIs are to be documented and reviewed continuously. This role involves utilizing tools proficiently to grow existing accounts and acquire new 'A' accounts, managing them independently for the benefit of customers and the company.

Positional Requirements & Qualifications

• Responsible for direct day-to-day selling of company products and services using Application Selling methods to drive new business
• Build, maintain, and retain relationships with key buying influences and management contacts at customer sites to foster long-term loyalty
• Develop and maintain thorough knowledge of the company's services, lines of business, pricing, and offer additional services as appropriate
• Participate in OEM training to understand technical differentiators of OEM products
• Complete customer survey reports for all meaningful customer interactions requiring follow-up
• Meet regularly with Sales Director and operational stakeholders to review customer retention, relationship activities, and progress towards goals
• Use available data to develop, maintain, and implement account strategies and plans with sales management
• Schedule and conduct proactive customer calls and visits, working with OEM partners
• Identify early signs of capital projects, maintenance outages, and spending events, and alert relevant personnel
• Partner with operations to address customer service issues when needed
• Participate in company-sponsored activities, trade shows, and community events to increase visibility
• Ensure delivery of total customer care and build trust as a quality, value-added solutions provider
• Demonstrate product knowledge sufficient to make independent customer presentations that drive business opportunities
• Develop relationships with OEM representatives to grow sales and demonstrate commitment to their brands
• Develop and execute account and product growth strategies
• Achieve growth in wallet share by expanding services and product offerings in key accounts
• Utilize sizing and selection principles with tools like ValvStream to review customer specifications
• Present competitive comparisons to promote the company's products
• Proficiently use VK Viewer software for customer training and demonstrations
• Complete product-specific training such as Groth, CDC Factory, Softek Eng. ValScope, and ValVue software
• Present Masoneilan Severe Service Products for extreme conditions
• Lead pre- and post-TAR meetings with customers, owning the process and coordinating resources
• Use Tableau, VuPoint, and Google Suite to forecast and budget based on customer data
• Develop account management strategies with routine visits and meetings, documented and scheduled with a minimum two-week outlook
• Complete sales and negotiation skills training provided by SPIS
• Work with minimal supervision

Positional Requirements & Qualifications

Physical Requirements

This job description describes the general nature and level of work performed. It is not exhaustive and may be amended as needed.

Additional Details

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