Account Manager

MarketLab; Grand Rapids (MI); On-site; USD 50,000 - 70,000; Full time

Job summary

A leading sales organization in Grand Rapids, Michigan is looking for a dedicated sales representative to drive annual sales growth from existing customers. This role emphasizes relationship-based selling, requiring effective outbound communication to understand customer needs and foster loyalty. Responsibilities include initiating contact, providing tailored solutions through in-depth product knowledge, and serving as a primary point of contact to manage customer accounts. The ideal candidate will travel occasionally for on-site meetings, working closely with both customers and internal teams to achieve sales objectives.

Qualifications

• Experience in relationship-based selling techniques.
• Ability to conduct effective outbound calls and build customer loyalty.
• Proficient in understanding customer needs and qualifications.

Responsibilities

• Generate higher volume annual sales from existing customers.
• Initiate outbound calls to establish relationships and qualify needs.
• Act as a single point of contact for customer inquiries and issues.
• Work with vendors to source customer product requests and secure pricing.
• Prepare and present quotations to customers.

Job description

Primary Purpose:

• Primary purpose is to generate higher volume [annual] sales from existing customers through effective use of relationship-based selling techniques.
• Objective is to generate highly profitable sales and create customer loyalty by leveraging value-added services rather than price-based decisions.
  • Outbound calls to existing customers with objective of building customer loyalty and sales retention.
• Understand existing customers, qualify their needs, establish relationships and exceeds goals and objectives of various outbound contact situations.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Initiates outbound phone call contact to existing customers to establish relationship, and then qualify needs and strengthen customer loyalty to MarketLab. Gain greater share of customers’ annual spend of consumable goods [Health Care & Clinical Labs].
• Leverage value-added services, relationships and insight of customers’ work environment to increase annual year-over-year sales.
• Act as a single point of contact for customers including orders, quotes, returns, address validation and customer issues.
• Work with vendors, product development and purchasing team to source customer product requests including securing pricing and availability and discount terms.
• Prepare and present quotations to customers establishing pricing based on profit margin guidelines; follow up on the status and close the sale.
• Contacting targeted customers to better understand customer needs and establish the company as a preferred supplier.
• Validating the accuracy and completeness of all new customer contact information during calls.
• Keeps informed of new products, services and other general information of interest to customers. Checks on competitive activity and develops new methods of creating greater customer loyalty.
• Troubleshoots problems regarding established customer accounts. Answers questions regarding account activity, products, and coordinates complaints.
• Work with marketing team to share industry insight, customer feedback and implement marketing specific campaigns.
• An in-office based sales position; travel up to 30% of the time [on-site customer meetings].
• Conduct yourself and your work with a positive and enthusiastic attitude.
• Miscellaneous projects as directed by Chief Customer Officer.