Account Manager III

Job Summary

As an Account Manager, you will be responsible for driving, coordinating, and increasing sales at assigned accounts within your territory. The Sales Director in conjunction with the VP of Sales will determine account lists. The Account Manager is expected to promote all products and services represented by the company within the assigned vertical to increase market share year over year. The annual plan, target accounts and KPI’s are to be documented and reviewed continuously. This person is presenting the standard for premier Account Management. This person has exemplary knowledge in all resource acquisition, data analysis processes, and has the ability to train others in regard.

Positional Requirements & Qualifications

• Responsible for the direct day to day selling of company product and service offerings as directed, specifically using Application Selling methods to drive new business
• Build, maintain, and retain relationships with key buying influences and key management contacts at site by building effective long-term relationships and customer loyalty
• Develops and maintain a thorough knowledge of the Company’s available services, lines of business, pricing structures, and offers additional services as appropriate to assigned existing customers
• Participate in OEM training classes to understand technical differentiators of our OEM product offerings
• Complete customer survey reports for all meaningful customer touchpoints. (Meaningful defined as a touchpoint with a primary customer requiring action items or follow up requirements)
• Regularly meets with Sales Director and Operational stakeholders to review customer retention and relationship activities, progress versus goals, and status of key customer relationships
• Using the available data - develop, maintain, and implement an account strategy and plan with sales management
• Schedules and completes proactive customer calls and visits capturing key information, working with OEM partners on a regular basis.
• Identify capital projects, maintenance outages, and other spending events early and alert appropriate personnel
• Partners with the operations team, when needed, to address customer services issues
• Builds relationships and increases Company visibility through participation in Company-sponsored activities, trade shows, chamber of commerce events and other similar activities
• Assure delivery of total customer care
• Create and maintain customer trust in the company as a quality, value-added, solutions provider
• Demonstrated ability to meet Level I and II capabilities
• Mastered product knowledge and presentation skills at the product expert level
• Demonstrated at a high level ability to partner with OEM representatives solidifying company relationship
• Mastery ability to perform and train all aspects of VK Viewer Software including capability and compatibility
• Mastery ability to present entire PP platform including Technical aspects
• Mastery ability to Present application justification utilizing ASME requirements and API recommended practices
• Mastery ability to Present dynamics of repair processes utilizing NB Part 4 requirements
• Proficient in diagnostic signature interpretation – SVI II AP and ValScope standalone diagnostics
• Proficient in live demonstration of Valve Aware online diagnostic control valve monitoring
• Proficient in Presenting Masoneilan control valve platform for Refinery applications
• Proficient in digital integration with Plant Asset Management system and Distributed Control System
• Proficient in Digital Positioner Live Tuning
• Demonstrated on a regular basis the ability to win at higher price and/or obtaining preferential pricing from OEMs due to brand promotion and specification
• Mastery ability to perform and train all aspects of VK Viewer Software including capability and compatibility
• Mastery ability to Present and train lower tiers to company processes and tools including Google Suite, Tableau, and VuPoint as well as manufacturer sites including Channel Connect and CDC.com resources and training tools.
• Mastery Account Ownership with ability to project future opportunities for growth, coverage of all applicable personnel and complete understanding of processes from manufacturing to purchasing to invoicing.
• Mastery ability to Present growth business plan, forecast, and execution strategy data to the company. Must utilize company tools and intimate knowledge of plant, plant forecast, competitive threats, and risk.
• No supervision required, capable of training and mentoring
  
  

Positional Requirements & Qualifications

• Education & Experience
• Proficient with computer software tools including but not limited to: emails, appointment setting, spreadsheets, and tableau dashboards
• Years of industry-specific, customer-facing sales experience: 6
• Book of Business: $4m
• Bachelor’s Degree in Engineering, Business, Marketing, Sales, or related field or equivalent experience preferred
• TWIC Card preferred or must be able to obtain
• Skills & Abilities
• Focus on safety and Team player
• Strong desire to succeed and promote new business
• Highly organized and Effective time-management
• Strong interpersonal, communication, technical, and presentation skills
• Ability to build strong customer relationships quickly
• Clear background check within the company and customer requirements
• Must be able to pass drug & alcohol screening
  
  

Essential Physical Functions

• Lifting up to 25 pounds
• Bending, stooping, ability to stand for extended periods of time
• Must be able to travel and have a clean driving record in accordance to company driving guidelines
  
  

This job description is intended to describe the general nature and level of the work being performed. This is not an exhaustive list of all duties and responsibilities. The company reserves the right to amend and change responsibilities to meet business and organizational needs as necessary.