What are the responsibilities and job description for the Account Manager position at Rochester Midland Corporation?
JOB SUMMARY:
The Account Manager is responsible for managing client relationships and driving sales growth. In some territories, this position may oversee a team of service personnel and therefore requires the ability to balance strategic sales objectives with operational team leadership to ensure exceptional customer satisfaction and service delivery.
ESSENTIAL JOB FUNCTIONS:
Account Management
- Build and maintain strong relationships with existing and prospective customers
- Develop and execute sales strategies to achieve revenue and profitability targets
- Identify new business opportunities and expand market share within assigned territory
- Conduct sales and technical presentations with demonstrations to showcase RMC solutions
- Negotiate contracts and manage customer expectations to ensure long-term partnerships
- Create customer solutions proposals including service, technology, and chemicals, along with professional presentations
- Structure and communicate plans, progress, and results on a regular basis to the different RMC stakeholders
- Provide market intelligence to marketing management
- Create and maintain sales activity pipeline according to existing company procedures, using CRM software
- Provide customer accounts with regular revenue re-forecasts vs original plans
- Lead overall customer experience and coordinate as needed with local sales and service teams
- Deliver business reviews including KPIs to customers, either in person or remotely
- Champion safety awareness & compliance with RMC team, prospects and existing corporate accounts
Service Management
- Lead and manage service technicians to deliver exceptional on-site customer support
- Coordinate service schedules as needed, ensuring timely delivery of on-site services and solutions
- Train, mentor, and develop service team members to enhance technical and customer service skills
- Monitor service team KPIs and provide feedback to ensure alignment with company standards
- Provide guidance on troubleshooting equipment and chemical application issues
- Conduct on-site evaluations to ensure the effectiveness of implemented solutions
- Oversee inventory management and ensure service team members have the necessary tools and resources
- Stay informed about industry trends, competitors, and emerging technologies
- Perform similar/related duties as needed
EDUCATION/ SPECIAL LICENSES OR CERTIFICATION:
- Bachelor’s degree in chemical engineering, Business Administration, or related field (preferred)
- Valid driver’s license
EXPERIENCE:
- 5 years in Account/Service Management of Water Treatment required
SKILLS:
- Able to build professional customer presentations using MS Office tools
- Solution selling and negotiation
- Ability to understand P&L, with strong attention to detail
- CRM software
COMPETENCIES:
- Strategic agility
- Leadership
- Business acumen
- Change management
- Effective listening
- Ability to develop trust & relationships
- Priority management
- Effective communication and interpersonal skills
- Problem Solving
PHYSICAL REQUIREMENTS/ WORKING CONDITIONS:
The physical demands 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. This is a hands-on field sales and service position that requires the majority of time spent in the field servicing customers and making sales calls to prospects. Additional requirements below.
- Ability to transport RMC chemical products and equipment (pushing, pulling, and lifting- approximately 50 lbs.).
- Travel is required and may include extended drive times and overnight stays based on assigned territory
- Sit or stand for extended periods of time
- Walking extended distances in a factory environment, sometimes on wet surfaces
- Ability to climb ladders
- Efficient use of hand tools for installing and servicing equipment
- Visual acuity necessary to utilize a computer monitor and ability to operate general office equipment throughout the course of a normal workday
Salary : $80,000 - $115,000