Account Manager II

W&O; Norfolk (VA); On-site; USD 70,000 - 110,000; Full time

Job summary

W&O is seeking an Account Manager II to lead mid- to high-level client partnerships in the Norfolk area. You will drive value delivery, identify opportunities, and coordinate cross-functional teams to develop tailored solutions that improve retention and growth.

You will lead client meetings, develop account strategies, and use PowerBI, Dynamics, and Tableau to inform decisions and track performance. A minimum of 4 years in customer-facing sales plus a Bachelor’s degree is preferred; travel may

Qualifications

• Minimum 4 years of customer-facing sales experience.
• Manage Book of Business +$3M.
• Bachelor’s degree in Engineering, Business, Marketing, Sales, or related field or equivalent.
• TWIC Card preferred or able to obtain.
• Strong interpersonal, communication, technical, and presentation skills.
• Ability to build strong customer relationships quickly.

Responsibilities

• Sell company products and services directly using Application Selling methods to drive new business.
• Build, maintain, and retain relationships with key contacts to foster loyalty.
• Develop knowledge of services, pricing, and offers for existing customers.
• Participate in OEM training to understand product differentiators.
• Complete customer survey reports for meaningful touchpoints.
• Meet with Sales Director and operations to review retention activities.
• Develop and implement an account strategy and plan with sales management.
• Schedule proactive customer calls and visits with OEM partners.
• Identify upcoming capital projects and notify stakeholders.
• Collaborate with operations to address customer service issues.
• Increase visibility through trade shows and events.
• Create and maintain trust as a value-added solutions provider.
• Demonstrate product knowledge to drive opportunities.
• Develop growth strategy for accounts and products.
• Achieve new wallet share growth with key accounts.
• Utilize PowerBI, Dynamics, and Tableau for pipeline growth and decision making.
• Maintain an Account Management strategy with routine visits.

Skills

PowerBI

Dynamics

Sales experience

Account management

Communication

Presentation skills

Education

Bachelor’s degree or equivalent

Tools

Tableau

Excel

Job description

Summary

The Account Manager II plays a strategic role in managing mid- to high-level client accounts, ensuring consistent delivery of value and satisfaction. In addition to maintaining relationships, this role involves analyzing client needs, coordinating cross-functional teams, and developing tailored solutions that drive retention and growth. The Account Manager II is expected to proactively identify business opportunities, lead client meetings, and contribute to the development of account strategies.

Responsibilities

• 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.
• Proactively identify and notify appropriate Company stakeholders of customers’ upcoming capital projects future expenditures, or other potential opportunities
• 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
• Create and maintain customer trust in the company as a quality, value-added, solutions provider
• Demonstrated ability to meet Level II capabilities
• Demonstrate product knowledge at a level sufficient to independently make customer presentations that will drive business opportunities
• Proactively utilize and develop relationships with OEM representatives to grow sales and demonstrate the company’s commitment to their brands
• Develop, maintain, and execute an account and product and services growth strategy
• Achieve new wallet share growth at key accounts, adding company services and/or product offerings to the spend
• Competent in PowerBI, Dynamics, and other commercial tools required for pipeline growth, decision making and performance management.
• Develop an Account Management strategy that includes routine visits and meetings that allows flexibility for new opportunities.
• Minimal supervision required

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: minimum of 4 years
• Manage Book of Business +$3m
• 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 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 clear 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.