Key Account Manager

Job purpose

Work closely with customers and sales team to grow and promote the sales of parts, rentals, and service for the branch.   Sales representatives establish and maintain long-term business relationships with new and current customer base.

Duties and responsibilities

• Source new sales opportunities by traveling to the future customer location, through inbound lead follow-up, and outbound cold calls and emails
• Close sales and achieve quotes
• Gather technical information from technicians, work orders, customers inquiries, PM write-ups and shop technicians to precisely evaluate and estimate the needed repairs
• Gather the needs information to accurately itemize parts needed
• Provide well written, descriptive estimate based on findings and submit to the decision maker for review and approval
• Work with parts, sales, and service to negotiate the sale if the need arises
• Follow up in a uniformed, timely manner to secure the sale now or in the future
• Revise the estimates if needed to ensure additional parts and labor is within the customers’ bounds
• Work closely with sales when refurbished units are selected
• Work closely with Service Manager to ensure customers’ needs are being met in the shop and out in the field
• Provide back up as needed for dispatch, administration and service manager
• Meet or exceed the outlined company revenue and profit goals
• Generate consistent work for technicians
• Close and grow through professional communication with existing and potential clients
• Manage and interpret customer requirements – speaking with clients to understand, anticipate and meet their needs
• Communicate sales or service opportunities and customer concerns or suggestions
• Identify and resolve client concerns, recommending a course of action to alleviate these concerns in the future
• Understand and comply with established guidelines that ensure a safe and healthy work environment
• Coordinates company staff to provide exemplary service to customers
• Expand market awareness of our products and our industry experience by communicating features and benefits of our products and services effectively
• Work with the marketing team to ensure customer project requirements are met
• Maintaining records of customer communications and contact information
• Preparing responses to RFP (request for proposals) and RFI (request for information)
• Maintain awareness of pertinent client information, future plans, payment performance, communicate any client information that may affect company decisions to appropriate departments as needed
• Working knowledge of the design tools and price calculations
• Researches market requirements and market data
• Maintain knowledge of competitor products and identify and report intelligence on competitor pricing or marketing strategies
• Maintains current Medley Material Handling product knowledge
• Responsible for setting the customer’s expectations
• Create quotes for repair
• Create work orders
• Schedule repairs and preventive maintenance

Qualifications

Education/Experience

• BS degree in sales, marketing, or business, or 
• At least 4 years of sales in similar industry

Knowledge

• EquipSoft Program (preferred, but not required)
• Expert knowledge of industrial powered equipment and industry 
• Mechanical aptitude
• Microsoft Suite (Excel, Word, Powerpoint, and Outlook)
• Industry parts

Skills

• Excellent interpersonal, presentation, and communication skills
• Excellent listening skills
• Excellent writing skills
• Critical thinking
• Excellent time management
• Excellent phone communication skills
• Excellent negotiation skills
• Good problem solving
• Excellent selling skills
• Good organizational skills
• Customer service
• Attention to detail

Abilities

• Demonstrate ability to develop solid business relationships
• Demonstrate ability to sell at a profitable level and meet goals
• To organize and manage multiple priorities
• To think ahead and plan over a one-year time span
• To write sales contracts
• To talk communicate with executives and laborers
• Analyze data
• Work under pressure
• Prioritize work orders

Other characteristics such as personal characteristics

• Commitment to company vision and mission
• Awareness of lean business principles

Travel

When performing this duty, the employee will travel to different customer locations

Working environment and Physical demands

The work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Working environment

While performing this duty, employee will be exposed to the usual moderate (general office area) noise level.  However, the employee can be exposed to noisier shop environments.   When performing the duties of this job, it is a requirement to wear Personal Protective Equipment whenever appropriate.

Physical requirements

While performing this duty, the employee will be required to frequently sit, walk, talk, and listen.  The employee is required to frequently use hands to fingers, handle, feel objects, or controls, including products we rent, a computer, and other office equipment.  The employee must often stand, walk, lift, and/or move up to 30 pounds.  Appropriate material handling equipment should be used to lift or move items that are heavy or bulky.  Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.  

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job.  Duties, responsibilities and activities may change at any time with or without notice.

Direct reports

No Direct Report