Dock and Door Account Manager

Position summary: Applicant will be responsible for the successful development and implementation of the company’s sales group business plan. Working to maintain existing customers, adding new customers, and exceeding customer expectations.

General Purpose:    To maintain and grow market share in our sales territory, meet and exceed sales goals, and generate profits – and generate enough work to keep our service technicians busy.

Position responsibilities:

• Responsible for the attainment of revenue objectives in equipment sales as well as service labor, installation labor, and parts revenue.
• Assisting in the development, implementation and attainment of annual revenue and profit projections.
• Development and maintenance of relationships with all existing priority customers within the Dock Products Group operating areas, as well as all Key Accounts, as determined by the PS and VP of Op’s.
• Establishing and vigilantly monitoring pre-established key performance indicators (KPI’s) including but not limited to sales forecasts, revenue and profit growth as well as regional based customer developmental plans.
• Working with the VP and Director of Service operations to ensure clear and effective communication between all sales and service personnel pertaining to each customer’s needs.
• Identifying the Dock Products Group business needs including areas of improvement, new objectives through fact-based feedback, and providing recommendations for appropriate actions as part of the development of a Best Practices Process.
• Develop monthly, quarterly, and annual sales and profit objectives as well as key target account contact plans. To be reviewed and adjusted on a quarterly basis.
• Participate in quarterly and annual sales strategy planning sessions.
• Manage and control expenses at or below budgeted levels.
• Develop annual sales quotas for subsequently hired subordinate product specialists.
• Monitor quotations by customer and/or identified strategic key accounts monthly. Track win/closed, lost/closed, or dead/closed status through final determination.
• Provide management with ongoing sales and market updates/reports.

Essential skills and experience:

• 10-15 years of Industrial Distribution experience required, with a combined 5-7 years direct field sales experience.
• Must be a good communicator – written and verbal.
• Time management: the ability to organize and manage multiple priorities.
• Basic computer proficiency and laptop fundamentals.
• Must have valid driver’s license and good driving record.
• Must be certified to operate material handling equipment.
• Commitment to company vision and mission

Nonessential skills and experience:

• Awareness of lean business principles

Reporting to this position:  no direct reports

Physical demands and work environment:  

• Physical demands:  Employee is required to frequently stand, walk, talk, listen, and use feet to operate machinery.  Employee is required to occasionally use hands to finger, handle, or feel objects, tools, or controls, including computer, presentation equipment, and other office equipment.  Employee must occasionally lift and/or move up to 50 pounds.  Occasional climbing, balancing, stooping, kneeling, crouching, and/or crawling.  Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
• Work environment:  The noise level in the work environment is usually moderate; however, while performing the duties of this job, the employee is exposed to noisier shop environments and may be exposed to unusual environments at customer sites.  When performing duties of this job, it is a requirement to wear Personal Protective Equipment whenever appropriate.