SALES ACCOUNT MANAGER

Job Details

Job Location

Charlotte - Charlotte, NC

Position Type

Full Time

Education Level

4 Year Degree

Travel Percentage

Up to 50%

Job Category

Sales

Description

SUMMARY

Reporting to the Regional Sales Manager, the Sales Account Manager is responsible for the Muratec Logistics & Automation Division product and project sales within the designated territory. The Sales Account Manager will achieve sales objectives by executing sales strategies for markets defined in collaboration with the National Sales Manager or Regional Sales Manager. Executing these sales directly will be the key component of the position and implementing appropriate tactics in order to achieve the sales targets will be an integral part of the position.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

Meet established sales objectives through direct sales activities, to include :

• Utilize consultative and strategic selling principles to directly sell automated material handling systems.
• Identify, define and work collectively with the client's decision-making network.
• Review Customer RFP's, surveys, and economic justifications.
• Identify, influence and define the clients buying criteria and work collaboratively with internal System Engineering to meet customer expectations.
• Document sales activities, interactions and customer projects using the organization CRM tracking and documentation package and assist in creating strategies for systems and / or modernization projects.
• Visit Key Customer accounts to maintain existing Customer base and expand new customer base, including making cold calls to increase leads within target industries set as L&A Division's strategy.
• Generate information for company management covering competitive activity and product development issues.
• Become actively involved in key account negotiations and critical commercial situations in the region.
• Evaluate and recommend new business to company management.
• Participate in Division's sales plan process and review.
• Prepare, maintain, and operate according to long and short-range sales programs and the related annual expense budget.
• Assist and coordinate with Aftermarket Services and Finance to maintain good customer relations and image, minimizes receivables, minimizes warranty and product liability costs, and identifies needed areas of product improvement.
• Assist in Marketing Communications by participating in trade shows, presentations, and participation in technical seminars and associations, and recommends new sales aids or changes.
• Make recommendations regarding adjustments to prices, terms of sales, and agent agreements. Review customer contract documents, including Terms and Conditions, to make sure the project is executable and its risks to the company is minimized with the approval of the National Sales Manager.
• Continuously improve technical skills through training and education (ex. core products training, review of case studies, etc.)
• Maintain an effective relationship with other Field Sales and Service personnel and other L&A Departments and represents Division to promote good business and community relationships.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and / or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and / or EXPERIENCE

Bachelor's degree (BA) is preferred a four-year college or university. Minimum of five years of experience selling into the Services, Manufacturing or Industrial product industries or combination of education and capital equipment sales experience. Preference will be given to experience related to material handling systems; i.e. AS / RS, AGVS, floor or ceiling mounted monorail systems and conveyor systems. Demonstrated product and customer management relationship experience strong analytical ability in the marketing, and customer management areas, and general business and technical aptitude. Must be proficient with Microsoft Office and CRM tools. Self-starter who takes initiative with the ability to research potential sales prospects and effectively close the sale. Committed sales professional with excellent time-management, organizational and prioritization skills.

Successful sales performer with extensive experience selling technical products and systems in the Business-to-Business marketplace.

LANGUAGE SKILLS

Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Candidate must have the ability to write reports, business correspondence, and quotations. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

MATHEMATICAL SKILLS

Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

REASONING ABILITY

Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables. Must have very high level of good judgment due to great number of daily operating decisions that must be made. Has access to confidential data.

TRAVEL

This position requires up to 60% travel including domestic and international. A valid driver's license and good driving record are required.

PHYSICAL DEMANDS : The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to walk and talk or hear. The employee frequently is required to sit; use hands to finger, handle, or feel objects, tools, or controls; and reach with hands and arms. The employee is occasionally required to stand; climb or balance; stoop, kneel, or crouch; and smell. The employee must regularly lift and / or move up to 10 pounds, frequently lift and / or move up to 25 pounds, and occasionally lift and / or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus. The candidate must have the ability to travel nationally 50% of the time.

WORK ENVIRONMENT : The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee occasionally works near moving mechanical parts and is occasionally exposed to fumes or airborne particles, toxic or caustic chemicals, and vibration. The noise level in the work environment is usually moderate.

Equal Opportunity Employer, including Veterans and Individuals with Disabilities