Sales Account Manager

JOB OVERVIEW

The Sales Account Manager is responsible for the management of sales and relationships with new and existing customers. We are looking to add someone to our team who is a lateral thinker, excellent communicator, able to navigate complexity and embrace ambiguity. It is crucial that our Sales Account Managers promote a positive company image through safety, quality, consistency, and professionalism.

KEY RESPONSIBILITIES

§ Develop and implement sales strategies to maximize growth and profit potential

§ Become the main commercial contact with customers

§ Develop and implement sales targets and strategies to maximize the growth of the company, while balancing the workload across the facets of our core competencies and overall company objectives

§ Meet yearly sales targets as assigned by the Director of Sales

§ Provide and present a weekly sales forecast to the Director of Sales

§ Present proposals to customers and secure orders through selling value

§ Manage customer negotiations when applicable

Advance Millwrights Inc. market share and sales dollars by:

§ Explore opportunities to grow the customer base while retaining existing customers

§ Identify opportunities to quote on facility upgrades, integration requirements or any other product offering from Advance Millwrights Inc.

§ Identify opportunities to quote Advance Millwrights Inc Services and capabilities.

§ Qualify all opportunities to ensure the effective use of company resources

§ Manage and update the sales funnel weekly

§ Identify and prioritize new customer development

§ Source new income streams

§ Sell all marketed products and services in order to meet sales objectives

§ Obtain details for quoting and arrange site visits with Estimators

§ Work with sales team to maximize the distribution of products and services that meet the needs of customers in the geographic region

§ Liaise with Operations Manager and personnel to ensure on-time and accurate delivery of products to customers

§ Liaise with quoting personnel to ensure accuracy

§ Manage all sales activities as part of a specified sales team within an assigned geographic area

§ Report market trends back to the manager

Marketing/Advertising

§ Develop and improve on marketing presence

§ Increase awareness of product and services offerings among the geographic territory

§ Attend industry functions and trade shows

§ Implement promotional activities to support sales and team objectives

§ Represent Advance Millwrights Inc. in a professional manner through the use of Corporate Branding and Apparel

§ Utilize social selling to further expand Advance Millwrights Inc. Within the targeted territory

Maintain Customer/Sales Database

§ Maintain appropriate and accurate records of all sales activities through CRM

§ Document sales activities in CRM

§ Track quotes through the sales cycle to close orders through CRM

§ Forecast projected sales through CRM weekly

§ Track win and loss notes in CRM

Customer Service and Management

§ Direct customer needs to specific knowledge within Advance Millwrights Inc. expertise

§ Provide superior customer service, including regular and timely customer follow-ups, quotations and completed work

§ Ensure timely remittance of customer invoice payments

§ Responsible for managing customer contacts, establishing customer-specific plans and measuring results

§ Weekly visits to new and existing customers

§ Develop and maintain target accounts for respective sales territory

§ Liaise with Project Managers and Customers for all Factory Acceptance Tests FAT/SAT, participate as required

Continuous Development Plan

§ Communicate to management new marketing developments and trends in the sales of company and competitor products within the geographic area

§ Develop a continuous improvement plan

§ Develop a detailed territory plan tracking all weekly meetings and site visits through Outlook

§ Develop OEM relationships to acquire installation business

§ Develop contacts and relationships with potential strategy partners in similar industries

§ Attend and participate in the weekly Sales Meetings as well as any training provided by the Company

Miscellaneous

§ Always conduct oneself in a professional manner in alignment with Company values, including but not limited to language use, attire, and workmanship

§ In accordance with Company policy and relevant employment legislation, overtime and work outside of regular hours, and being on call may be required at the discretion of the Company

§ All other duties as assigned

Requirements

REQUIRED EXPERIENCE & QUALIFICATIONS

§ You have a post-secondary education

§ You have 3 – 5 years of Consultative Sales Experience

§ You have successfully completed some form of Sales Training Course

§ You have a proven track record of meeting or exceeding sales targets

§ You have the ability to cold call

§ Valid Driver’s License

§ You are comfortable selling on value and discussing money with customers

§ Excellent verbal and written communication skills

§ Proficient in MS Suite of applications

§ Able to create professional presentations/proposals and presenting to senior leaders