REGIONAL ACCOUNT MANAGER

Summary
Sales position accountable for achieving revenue/gross margin goals and for providing superior customer service to customers within the Washington region. Duties include setting short & long-term revenue targets, establishing major account development objectives and providing regular updates on new & pending opportunities. Expected to work closely with production to meet margin targets and customer schedule requirements, and to act as customer advocate/liaison regarding specific needs or issue resolution. Success in this position requires identifying and nurturing key accounts that offer significant on-going business opportunities and have the potential to become A-type clients.
Account manager may also be required to provide local support for national strategic accounts. In those situations, direction should be taken from the applicable strategic account manager. If assigned to a region that does not have a local service account manager, this position must also support the region’s service needs. Maintaining a positive and mutually beneficial relationship with all other account managers is an essential job requirement.
Location
Lakewood, WA
Compensation
Draw with commission
➢ Commission is based on revenue and margin considerations and may be shared for team accounts
Duties and Responsibilities
Revenue & Margin Performance
• Establish specific long-term goals for both financial performance as well as strategic achievement (such as A-type client development). Identify short-terms milestones and action plans necessary to achieve these goals.
• Maintain an understanding of major clients’ needs and contractor selection criteria/drivers.
• Maintain strong major client relationships that are wide and deep within the clients’ organization.
• Respond promptly to requests for proposals.
➢ Thoroughly assess roof characteristics and conditions to accurately determine the cost to complete all proposed options.
Job Description – Regional Account Manager, WA pg 2
➢ Secure production availability that satisfies the clients’ scheduling requirements.
➢ Provide professional proposals that are designed to meet clients’ needs.
➢ Propose unique solutions whenever possible that are offer the client the highest value while maximizing the company’s gross margin dollars.
➢ Follow-up regularly on all opportunities/proposals and drive for closure.
➢ Use customer contact as an opportunity to explore other potential business including contract repair/maintenance.
• Understand market environment and clients’ asset portfolio to identify potential unsolicited job opportunities.
• For opportunities won:
➢ Obtain contract or signed proposal and promptly submit accurate and complete input sheets.
➢ Reconfirm desired job schedule with production – request formal job Gantt chart if desired.
➢ Arrange for manufacturers’ warrantee and any other contractual requirements as applicable.
➢ Attend weekly WIP meetings to track margin performance and progress to plan.
➢ Get approval for and process change orders as required.
➢ Ensure that work was performed correctly, on schedule and to the clients’ complete satisfaction.
• For opportunities lost:
➢ Learn as much as possible about the loss & readdress if appropriate.
➢ Seek other client opportunities and maintain positive client relationship.
• Prepare for and attend regular sales team meetings.
• Forecast monthly, quarterly and annual revenue as required.
Customer Service
• Respond promptly to all client inquiries with complete and accurate information.
• Communicate frequently with clients – report matters of concern or interest immediately.
• Quickly identify and resolve customer issues. Recommend corporate level changes for chronic problems or to improve company’s competitive advantage.
• Develop and implement initiatives for maximizing customer satisfaction before/between jobs, during jobs and after job completion.
• Accurately represent the company’s image, attitude, integrity and professionalism at all times.
Sales/Marketing Strategy
• Develop regional market strategy and sales plan that aligns with corporate plan.
• Provide intelligence on market or competitive environment.
• Work as a supportive team with other account managers and share best practices
• Actively work to grow and refine sales skill through training and development programs.