Account Manager

SUMMARY:

The Account Manager is responsible for growing an established territory and customer base by developing and growing relationships and business within existing accounts. This individual calls on engineers, maintenance, purchasing and others to determine their needs. Working collaboratively with their colleagues has a focus on building strong customer relationships and their profitability to drive both the customer’s and the company’s success.

DUTIES AND RESPONSIBILITIES:

• Achieving sales and profit goals by developing and retaining existing customers and by developing business opportunities for growth within these accounts
• Drives profit margin and the customer success
• Schedule and conduct Quarterly Business Reviews (QBR) with customers
• Build and maintain an opportunity pipeline within existing customers to support revenue and territory growth goals within existing customers
• Well versed on clearly articulates the DGI Story to customers
• Brings in internal partners and leverages their expertise; as well as the tools and resources needed
• Build and maintain strong relationships with internal and external customers; building rapport and providing quick responses to inquiries.
• Build and maintain an opportunity pipeline to support revenue and territory growth goals within existing customers
• Utilizing a consultative selling technique, regularly make sales calls with current customers to maintain and grow the partnership; offer add-ons and products that may benefit the customer, suggestive alternative product solutions, introduce new items, demonstrates product features and uses and answers questions regarding product applications
• Generate and follow up on quoting activity and proposals, following up, negotiating terms and closing deals
• Identify, present and document productivity gains and cost savings opportunities to exceed customer’s goals
• Cultivate and maintain solid, long-term relationships with customers and suppliers
• Identify and help to develop strategies to grow business and forecast revenue
• Assist and resolve customer requests and/or problems in a prompt and professional manner
• Organizing and conducting training sessions for customers as well as introduce and demonstrate new products
• Report competitive conditions, observed customer financial weakness and customer feedback to management
• May perform replenishment duties for vending machines at their assigned customer Accounts
• Work closely with suppliers to secure mutual business through joint sales calls
• Attend sales, product and other branch/company meetings
• Other duties as assigned
• Reports to the District Sales Manager, Regional Sales Manager or VP of Sales

SKILLS AND EXPERIENCE REQUIRED:

• Compensation: $80,000 plus bonus
• Minimum 5+ years outside sales experience preferred
• Metalworking/industrial/MRO experience required
• Strong business acumen; self-starter and team player
• Proven track record in meeting sales goals, account retention and account penetration (expanding sales within active accounts)
• Excellent and proven experience in territory planning and project management
• Maintains a calm steady presence and works well under pressure
• Strong attention to detail and highly organized
• Excellent and proven experience in time management skills including the ability to manage multiple tasks, meet aggressive deadlines and execute on agreed upon sales metrics
• Automated Procurement Systems (e.g. industrial vending) experience preferred
• Demonstrated ability to resolve problems and develop action plans
• Experienced in utilizing MS Office Suite (Word, Outlook, Excel, PowerPoint, Teams); previous experience with RubberTree, Phocas and ValueDocs preferred
• Excellent interpersonal, oral and written communication skills to include presenting and negotiating skills
• Valid driver's license and ability to travel often in the assigned territory
• Passionate, Adaptable, Customer Focused and Teamwork oriented
• Strong sense of urgency and accountability
• High school diploma or equivalent is required; 2- or 4-year college degree preferred
• PHYSICAL/MENTAL REQUIREMENTS:
• Requires prolonged sitting, standing, bending and walking
• Moderate to heavy use of hands in grasping, repetitive hand movement and finger coordination in keeping records and using a keyboard
• Speech and hearing to communicate effectively in group settings, one-on-one, and by telephone
• High level of concentration, confidentiality and organization
• Must be able to occasionally lift 50 pounds

REMOTE/HYBRID WORK REQUIREMENTS: In order to work remotely the Employee Must:

• Reside in Canada.
• Have access to high-speed reliable internet (with a minimum of 50 mbps for download speed and 50 mbps for upload speed).
• Have a quiet, dedicated workspace free from distraction.
• For more details, see the Remote Work Policy in the Employee Handbook.

This job description reflects management's assignment of essential functions, it does not prescribe or restrict the tasks that may be assigned.