What are the responsibilities and job description for the Strategic Accounts Manager position at Rice Lake Weighing Systems?
For nearly 80 years Rice Lake Weighing Systems has been a successful, growth-oriented company known as a leader in the weighing industry and our community. Located in scenic northwestern Wisconsin just 90 miles from Minneapolis, RLWS offers big city careers in a small-town atmosphere. We are seeking a charismatic and driven sales profession to join our team as a Strategic Accounts Manager.
Key Responsibilities
Provides a growth-oriented role in managing the Company’s sales efforts in the assigned territory with focus on National and Strategic Accounts across all Company product groups. Focus on growing sales. Responsible for the growth of sales dollars as compared to prior year performance for assigned accounts.
Assists in formulating sales and marketing plans within the assigned territory. Objective is to grow the assigned territory as defined in the Company Annual Goals and Objectives.
Maintains and grows current business levels with accounts. Successfully builds long-term relationships with all designated customers. Know customer’s strengths and weaknesses and overall business plan. Understand the customer’s organization, spending patterns and types and volume of purchases.
Generates new sales and customers. Locate, contact and sell to new accounts. Follows up on leads and prospects new customers. Ensures new accounts are appropriately set up in the sales system with the proper classification code and discount level.
Manages the sales process from prospecting to closing. Includes making product demonstrations, developing competitive quotes, negotiating with customers, closing large sales and pursuing regular customer follow-up. All customer orders and action items are to be forwarded to the Sr Customer Service Representative or Inside Sales support for immediate action with a goal of same-day response to standard inquiries and customer support.
Travels as necessary toward optimizing sales growth and profit margin within the assigned territory. Maintain the appropriate visitation schedule based on size and opportunity. Submits call reports based on all customer visits; as well as phone conversations and emails when actionable issues arise or key market information is gained.
Maintains product knowledge in relation to technical performance and specifications of current and proposed products and services. Use product knowledge to differentiate the Company’s products from competitors and to provide technical assistance to customers in the selling process.
Work with Product Management and Engineering to modify existing products as well as develop new products for targeted markets.
Uses internal dashboard tools to monitor customer sales and quotes to prioritize resources.
Monitors new and existing customers to attract national service contracts.
Maintain accurate awareness of general sales trends in the weighing industry. Research competitors and gather market intelligence including product offerings, product pricing, features, buying patterns and overall sales methods.
Ensures that all customers receive training on Company products and services through on site visits, webinars, service schools and trade show participation. Encourage VIP participation and schedule customer visits. Introduce new products and ensure customers understand features and selling points.
Reports all market intelligence and a competitive analysis by completing weekly contact reports. Reports are due weekly along with expense reporting.
Participates in regional industry related organizations (ISWM, NISA, NMFTA and others as appropriate) by attending functions in addition to normal weekly activities.
Qualifications
Bachelor’s degree in Business Administration, Sales, Marketing or Engineering, or five (5) or more years of relevant industry experience preferred
Five (5) or more years of scale industry experience preferred
Skills
Strong technical skills and the ability to share them
Strong sales skills and the ability to share them
Strong management and organizational skills
Strong computer skills related to Microsoft Office applications
Strong verbal and written communications skills
Strong interpersonal skills
Strong negotiating skills
Strong team building skills
Management 2000 experience a plus
#IND123
Key Responsibilities
Provides a growth-oriented role in managing the Company’s sales efforts in the assigned territory with focus on National and Strategic Accounts across all Company product groups. Focus on growing sales. Responsible for the growth of sales dollars as compared to prior year performance for assigned accounts.
Assists in formulating sales and marketing plans within the assigned territory. Objective is to grow the assigned territory as defined in the Company Annual Goals and Objectives.
Maintains and grows current business levels with accounts. Successfully builds long-term relationships with all designated customers. Know customer’s strengths and weaknesses and overall business plan. Understand the customer’s organization, spending patterns and types and volume of purchases.
Generates new sales and customers. Locate, contact and sell to new accounts. Follows up on leads and prospects new customers. Ensures new accounts are appropriately set up in the sales system with the proper classification code and discount level.
Manages the sales process from prospecting to closing. Includes making product demonstrations, developing competitive quotes, negotiating with customers, closing large sales and pursuing regular customer follow-up. All customer orders and action items are to be forwarded to the Sr Customer Service Representative or Inside Sales support for immediate action with a goal of same-day response to standard inquiries and customer support.
Travels as necessary toward optimizing sales growth and profit margin within the assigned territory. Maintain the appropriate visitation schedule based on size and opportunity. Submits call reports based on all customer visits; as well as phone conversations and emails when actionable issues arise or key market information is gained.
Maintains product knowledge in relation to technical performance and specifications of current and proposed products and services. Use product knowledge to differentiate the Company’s products from competitors and to provide technical assistance to customers in the selling process.
Work with Product Management and Engineering to modify existing products as well as develop new products for targeted markets.
Uses internal dashboard tools to monitor customer sales and quotes to prioritize resources.
Monitors new and existing customers to attract national service contracts.
Maintain accurate awareness of general sales trends in the weighing industry. Research competitors and gather market intelligence including product offerings, product pricing, features, buying patterns and overall sales methods.
Ensures that all customers receive training on Company products and services through on site visits, webinars, service schools and trade show participation. Encourage VIP participation and schedule customer visits. Introduce new products and ensure customers understand features and selling points.
Reports all market intelligence and a competitive analysis by completing weekly contact reports. Reports are due weekly along with expense reporting.
Participates in regional industry related organizations (ISWM, NISA, NMFTA and others as appropriate) by attending functions in addition to normal weekly activities.
Qualifications
Bachelor’s degree in Business Administration, Sales, Marketing or Engineering, or five (5) or more years of relevant industry experience preferred
Five (5) or more years of scale industry experience preferred
Skills
Strong technical skills and the ability to share them
Strong sales skills and the ability to share them
Strong management and organizational skills
Strong computer skills related to Microsoft Office applications
Strong verbal and written communications skills
Strong interpersonal skills
Strong negotiating skills
Strong team building skills
Management 2000 experience a plus
#IND123