Account Manager II

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 KPI’s are to be documented and reviewed continuously. This person utilizing tools proficiently to continue to grow existing accounts to greater status. This person is now growing or acquiring “A” accounts and becoming more self-reliant in managing what they have been entrusted with for the sake of their customer, the company, and themselves.

Positional Requirements & Qualifications

- Responsible for the direct day to day selling of company product and service offerings as directed, specifically using Application Selling methods to drive new business

- Build, maintain, and retain relationships with key buying influences and key management contacts at site by building effective long-term relationships and customer loyalty

- Develops and maintain a thorough knowledge of the Company’s available services, lines of business, pricing structures, and offers additional services as appropriate to assigned existing customers

- Participate in OEM training classes to understand technical differentiators of our OEM product offerings

- Complete customer survey reports for all meaningful customer touchpoints. (Meaningful defined as a touchpoint with a primary customer requiring action items or follow up requirements)

- Regularly meets with Sales Director and Operational stakeholders to review customer retention and relationship activities, progress versus goals, and status of key customer relationships

- Using the available data - develop, maintain, and implement an account strategy and plan with sales management

- Schedules and completes proactive customer calls and visits capturing key information, working with OEM partners on a regular basis.

- Identify capital projects, maintenance outages, and other spending events early and alert appropriate personnel

- Partners with the operations team, when needed, to address customer services issues

- Builds relationships and increases Company visibility through participation in Company-sponsored activities, trade shows, chamber of commerce events and other similar activities

- Assure delivery of total customer care

- Create and maintain customer trust in the company as a quality, value-added, solutions provider

- Demonstrated ability to meet Level I capabilities

- Demonstrate product knowledge at a level sufficient to independently make customer presentations that will drive business opportunities

- Proactively utilize and develop relationships with OEM representatives to grow sales and demonstrate the company’s commitment to their brands

- Develop, maintain, and execute an account and product and services growth strategy

- Achieve new wallet share growth at key accounts, adding company services and/or product offerings to the spend

- Competent in sizing and selection principles utilizing ValvStream, demonstrated ability to review sizing and possible application opportunities from customer spec sheet

- Proficient in presenting a Consolidated competitive comparison to Farris and Crosby to grow and promote install base on merits of the valve in comparison to competition

- Proficiency in all aspects of VK Viewer software – capable of performing customer training to display growth in VKV as a product and deliver advantages to customers

- Complete Groth and CDC Factory Training to expand knowledge of product and interact with manufacturer organizational personnel

- Proficient in sizing and selecting ValvFast range of products

- Proficient in presenting a Masoneilan competitive comparison to Fisher and Valtek (mechanical & digital products)

- Proficient in a live demonstration of ValVue Software

- Complete Softek Eng. ValScope Training

- Proficient in a live demonstration of ValScope standalone diagnostics

- Proficient in presenting Masoneilan Severe Service Products for extreme operating conditions

- Proficiency in all aspects of VK Viewer software – capable of performing customer training to display growth in VKV as a product and deliver advantages to customers

- Proficient in presenting the company Valve Life Cycle Management strategy to utilize “total package” and “long term relationship” strategy to grow install base

- Proficient in leading complete pre & post TAR meetings with customers advancing from “hosting” to “leading” the process – complete ownership using VKV and gathering the necessary resources to complete the circuit before, during, and after TAR opportunities

- Proficiency in Tableau, VuPoint, and Google Suite to use the tools to forecast and budget with given knowledge of customer and install base

- Develop an Account Management strategy that includes routine visits and meetings that allows flexibility for new opportunities. Must be publishable and documented within the Pon calendar with a minimum two-week outlook.

- Successfully complete “Presentation Skills” and “Negotiations Skills” training provided by SPIS.

- Minimal supervision required

Positional Requirements & Qualifications

- Education & Experience

- Proficient with computer software tools including but not limited to: emails, appointment setting, spreadsheets, and tableau dashboards

- Years of industry-specific, customer-facing sales experience: 2-6

- Book of Business: $2m - $4m

- Bachelor’s Degree in Engineering, Business, Marketing, Sales, or related field or equivalent experience preferred

- TWIC Card preferred or must be able to obtain

- Skills & Abilities

- Focus on safety and Team player

- Strong desire to succeed and promote new business

- Highly organized and Effective time-management

- Strong interpersonal, communication, technical, and presentation skills

- Ability to build strong customer relationships quickly

- Clear background check within company and customer requirements

- Must be able to pass drug & alcohol screening

Essential Physical Functions

- Lifting up to 25 pounds

- Bending, stooping, ability to stand for extended periods of time

- Must be able to travel and have a clear driving record in accordance to company driving guidelines

This

job description is intended to describe the general nature and level of the work being performed. This is not an exhaustive list of all duties and responsibilities. The company reserves the right to amend and change responsibilities to meet business and organizational needs as necessary.