Job Summary/Overview
This Account Manager position will provide best in class service to our devoted customers by developing trusted relationships, taking an active role in business development and managing the territory’s channel partner network for sales growth.
Essential Duties and Responsibilities
- Formulates business plans and strategies to grow overall sales revenue and market share.
- Engages in consultative selling with emphasis at large end-users accounts.
- Responsible for the successful implementation of commercial business programs, target marketing programs, promotions, training programs, and product launches.
- Duties are centered on distributor development in conjunction with customer contact at key strategic end-user accounts.
- Primary sales focus for powered and manual hoists, with rigging and engineered products savvy.
- Cover geographic sales territories, developing and maintaining relationships with Channel Partners and End Users.
- Analyze target account requirements and develop penetration plans to increase market share.
- Develop distributor relationships at all levels within the organization.
- Utilize distribution and CMCO resources to provide the necessary level of technical expertise to the customer.
- Resolve territory issues involving, marketing, pricing, product, warranties, and product modification (specials).
- Responsible for the measurement of distributor performance, and implementing distributor performance improvement programs, for new units and parts sales.
- Management of new product launches and promotional programs through the channel.
- Collect and report trends and strategies of competitors to Sales Management.
- Actively seeks out and participates in both formal and informal training opportunities.
- Takes an active role in coaching distribution personnel and evaluating their competency in the support of all CMCO brands, products, and services.
- Provide sales opportunity funnel and sale forecasting input.
- Assures that CMCO has a consistently high level of distributor capabilities to serve customers in the assigned geography.
- Demonstrates an understanding of distributor key business drivers.
- Delivers sales workshops as needed to demonstrate capabilities.
- Differentiates CMCO products and services from competition utilizing product and non-product factors.
- Other duties, tasks, and responsibilities as assigned by Sales Leadership.
Knowledge, Skills, Competencies, and Abilities
- Strong verbal and written communication skills.
- Self-starter with a positive attitude.
- Ability to learn and adapt in a fast-paced environment.
Required Qualifications
- Bachelor's degree (B. A.) preferred
- 5+ years of field sales experience
- Travel percentage (both driving and flying) > 50%
- Remote in-home office
- Required to reside within territory