Field Account Manager

Job Description : Primary Objective :

Generate sales of products and services through the pursuit of potential and customers within assigned region to achieve market segment order volume, product mix, and margin targets.

Major Areas of Accountability :

Ensures best possible coverage, development, and improvement of assigned region by :

Developing an annual Territory Management plan to achieve specified sales volume.

Regularly monitors progress against the plan and makes modifications, as required, throughout the year.

Classification and development of customers according to business potential.

Ensuring all prospects and customers receive appropriate attention reflecting the customer's classification.

Travel planning optimized for cost and time efficiency

Responds promptly to inquiries and seeks out and calls upon potential customers to identify their needs for products or services and qualifies leads.

Directs customer inquiries and orders to the most efficient sales channel.

Partners with Inside Sales Specialist, as assigned, to ensure appropriate type and level of sales coverage for all accounts and prospects in territory.

Assembles and coordinates sales teams, as needed, for specific key opportunity or consultative team pursuits.

Builds successful relationships with key decision-makers and influencers in existing and prospective customers.

Generates and presents proposals / quotations to customer, independently or with the assistance of other sales functions, in accordance with standard procedures and pricing guidelines.

Develops consensus with customers on MTS value proposition(s) prior to solution building, ensuring proposal meets customer needs.

Develops and maintains knowledge and expertise of the following areas to enhance sales effectiveness :

MTS capabilities, products, components and services and how they apply to customer needs

Test methodologies / technologies and how to apply MTS offerings to satisfy specific customer requirements

Customer base, customer organizations, customer needs and market trends affecting customers

Uses CRM daily for all lead, contact, activity, forecasting, account management and time management monitoring, recording and reporting functions. Performs administrative responsibilities in connection with sales accountabilities, as required.

Continuously monitors and responds to competitor activities at prospects and provides timely reporting on competitive activity to sales management and marketing.

Interface between customer and MTS by maintaining contact with PE and manufacturing teams regarding delivery, installation, and technical support driving MTS value proposition.

Uses a systematic process to take opportunities through the pursuit cycle, ensuring each step is conducted and complete in a satisfactory manner prior to moving to the next step / stage.

Maintain awareness of and understand how to conduct business relationships via customer supplier portals.

Other duties and special projects as assigned.

Qualifications

General Qualifications :

BS degree in engineering / technical discipline or equivalent work experience with 6 years sales experience ; or 3 years other relevant MTS experience and 3 years sales experience.

Willingness to travel domestically 30-70% of the time, depending on the assigned territory.

Presentation skills and ability to interface and work directly with customers

Ability to build relationships and build consensus among diverse stakeholders

Must possess a valid driver's license and able to obtain automobile / liability coverage.

Knowledge of competitive products and the sales process

Strong oral and written communications skills

Ability to work with high degree of personal discipline

Problem solving and analytical business skills

Preferred Qualifications :

Solid understanding of test technologies. Fundamental knowledge of test methodology.

Understands how specific tests are used within the customer's environment.

Skilled at influencing competitive opportunities in favor of MTS.

Proficient at selling standard products with little or no AE support.

Able to sell custom systems with management / application engineering support.

Actively seeks out and identifies new opportunities within assigned accounts.