Account Manager

Exotic-Automation-; Kalamazoo (MI); On-site; USD 55,000 - 85,000; Full time

Job summary

Exotic Automation & Supply seeks a proactive sales professional to identify, develop and maintain sales opportunities within a designated territory. You will manage relationships with key decision-makers, visit customers under the Territory Plan, and provide technical support for products and services.

Responsibilities include achieving sales targets, creating account and territory plans, pursuing new opportunities, and coordinating with purchasing for sourcing solutions.

Qualifications

• Bachelor's degree or 3 years of sales-related work experience.
• 3 years of experience in a sales-related role, industry preferred.
• CRM experience preferred.
• Valid driver's license.
• Ability to be available for 24-hour customer support.
• Ability to maintain a vehicle that seats four adults and meets Exotic standards.

Responsibilities

• Develop and maintain strong relationships with key decision-makers in customer facilities.
• Execute customer visits per Territory Plan to identify growth opportunities.
• Provide and coordinate technical support on products and services for customers.
• Follow up on sales leads promptly.
• Manage sales performance and gross margin targets per forecasts and territory plans.
• Create and maintain Customer Account Plans and Territory Plans for accounts.
• Identify and pursue new development opportunities within the territory.
• Define and execute strategies for target accounts to maximize market penetration.
• Coordinate with purchasing to identify sourcing solutions for customer requirements.
• Submit itinerary, call reports, and expense reports in line with policy.

Skills

CRM experience

Customer support availability

Valid driver's license

Education

Bachelor's degree (may substitute 3 years sales experience)

Job description

General Summary:

Company Representative responsible for identifying, developing and maintaining sales opportunities and business relationships for an assigned group of customers within a designated territory.

What You Will Do (Essential Job Functions):

Customer Relationship Management

• Develop and maintain strong relationships with key decision-makers and influencers in each customer facility
• Execute customer visits according to the Territory Plan to strengthen partnerships and identify growth opportunities
• Provide and coordinate technical support on all essential products and services for customers
• Follow up on all sales leads in a timely and professional manner

Sales & Revenue Management

• Manage sales performance and gross margin targets for all product lines and services as outlined in annual forecasts and territory plans
• Develop, implement, and maintain comprehensive Customer Account Plans and Territory Plans for assigned accounts
• Identify and pursue new customer development opportunities within and surrounding the assigned territory
• Define and execute strategies for target accounts to maximize market penetration
• Manage territory-specific blanket orders to optimize profitability where applicable

Quoting & Pricing

• Gather necessary information to prepare accurate quotations for customer requests
• Negotiate premium margins during the quote preparation process to maximize order profitability
• Follow up on quotation opportunities and document all activity in the contact management system

Strategic Planning & Performance

• Demonstrate knowledge of and effectively promote the company's unique value proposition (the "Exotic Advantage")
• Identify, document, and validate customer engagement opportunities (C.A.R.E.) as defined in the Territory Plan
• Submit corrective action plans for territories performing below 90% of sales targets

Operational Support

• Coordinate with purchasing to identify sourcing solutions for customer requirements
• Support accounts receivable efforts by facilitating customer communication and payment resolution when requested
• Participate in resolution of overstock inventory situations where applicable
• Submit itinerary, call reports, and expense reports in accordance with company policy and procedures

Supplemental Job Functions:

• Builds customer relationships through appropriate business entertainment within ethical guidelines and in accordance with company code of ethics
• Documents customer concerns and participates in their timely resolution
• Participates in joint sales calls with colleagues and suppliers to develop comprehensive account strategies and strengthen customer partnerships
• Participates in internal and external training programs to enhance product knowledge, sales skills, and industry expertise
• Participates in corporate onboarding and orientation programs as required
• Performs other duties as assigned or requested to support team and organizational objectives

Knowledge, Skills and Abilities Required:

• Bachelor's degree in related area of responsibility (may substitute three (3) years of sales-related work experience)
• Three (3) years of experience in sales-related role - industry specific preferred
• Previous experience working on a computer - CRM experience preferred
• Ability to be available for 24-hour customer support
• Valid driver's license
• Ability to maintain a vehicle that seats four adults comfortably as well as meeting Exotic standards for cleanliness, safety and insurance compliance

Exotic Automation & Supply maintains a drug-free workplace, including testing for marijuana.