This could be the job you’ve been waiting for. As part of Pinnacle Climate Technologies team, you are working in an innovative, customer-driven, and highly collaborative team environment, focused on providing air quality, comfort, and safety solutions. With brands that include MASTER®, Schaefer®, Remington®, Pro-Temp®, Americ®, and Heat Hog, Pinnacle is positioned as the global leader in construction heat, and industrial, commercial and agricultural ventilation products.

Why work at Pinnacle?

• We are a North American leader in air quality, comfort, and safety solutions
• We are industry visionaries
• We solve the big problems, advancing air quality, comfort and safety, through innovative technology and customer-driven features, performance, and designs
• We are committed to ensuring our products and services provide greater quality to our customers & greater environmental and social value to our planet
• We are curious problem solvers who strive to bring big ideas to life
• We are creative and scrappy, but can navigate the finer points of business with ease
• We are agile and adaptable, but work with precision to ensure we deliver top-notch customer experiences, above all else

Position Summary:

Strategic Account Manager is responsible for generating budget-level revenues and profits on the sale of company products to Industrial/Commercial and Rental Division channel partners, National Accounts, and end-users in the assigned geographical region. Key deliverables are revenues, profits, customer satisfaction, and sales mix. Primary focus is on growing volume with existing accounts and developing high-potential new accounts. SAM serves as the key link between the market (channel partners, customers and prospects) and key functional areas within the company including Marketing, Customer Care, Product Management, and Accounting.

Primary Responsibilities

• Achieve assigned sales, profit and sales mix goals using company’s sales process.
• Manage current dealer networks through various prospecting methods to include heavy phone use, personal visits, electronic media as well as trade shows, to strengthen the brand, enhance dealer relationships and grow P.C.T. sales.
• Develop and implement new ways for the company to differentiate itself in the marketplace.
• Communicate with management on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Maintains rapport with regional and district operations of Key National Accounts by making periodic visits; exploring specific needs; anticipating new opportunities.
• Determines annual gross-profit plans by forecasting and developing annual sales quotas for regions; projecting expected sales volume and profit for existing and new products.
• Develop new quality channel-partners or end-user customers in assigned industries, using product knowledge to sell product as well as analyze needs, advise on equipment purchases, answer technical questions and recommend solutions to grow potential sales opportunities.
• Build strategic relationships with decision makers in assigned territories. Enhance relationships by actively engaging with our channel partners on their key business drivers and proactively identify and develop sales opportunities.
• Balance advocacy between company, channel partners, and end-user customers.
• Protects organization value by keeping information confidential.
• Maintain NetSuite CRM with all channel partners and end-customers data.
• Manage dealer orders with the support of Customer Care and Inside Sales in an efficient and thorough manner.
• Prepares marketing and sales information and reports by collecting, analyzing, and summarizing data and trends.
• Maintain contracts for effective renewal and pricing policy changes.
• Attend regional and national trades shows, conferences and seminars as deemed necessary in assigned industries
• Train channel partners on P.C.T. product line in the field and thru electronic media to assist in selling to the end-user.
• Partner with VP of Sales on sales responsibilities as well as various assigned projects.
• Other duties as assigned from time to time

Reporting Relationship

• Reports to the VP of Sales
• Collaborate with Customer Care, Engineering, Operations, Purchasing, Marketing and other internal functions

Compensation

• Base between $85,000 - $135,000 quarterly/annual bonus payouts

Qualifications and Skills

• Bachelor’s Degree in Science, Marketing or Business strongly preferred or equivalent experience and education.
• 7-10 years’ experience and success selling to large industrial and construction equipment distributors and major rental outlets
• Experience and knowledge in Industrial automation, control systems, and all similar complimentary & supportive technologies. This could include Building Automation Systems (BAS), Facilities Management or Environmental/Ergonomic applications.
• Key account management/acquisition/retention
• Contract and price negotiation
• Effective and efficient time and territory management to maximize productivity and results
• New business development
• Experience selling through sales rep agencies (preferred) and independent dealer networks (a plus)
• Strong analytical skills demonstrated by previous experience utilizing CRM systems for tracking and recording sales, effective business planning and data-driven strategy for maintaining current and securing new customers
• Strong communication and influence skills to negotiate and close sales deals
• Ability to develop strong relationships and build rapport across a wide range of customers along with senior leaders
• Must be proficient at utilizing business tools including PowerPoint, Excel, Word, NetSuite (CRM) System
• High level of integrity, sales drive, accountability, competitiveness, and judgment
• Well organized and self-directed
• Valid driver’s license
• Regular travel is required at peak times of the year
• Legally able to work in the US