Account Specialist

Dotson; Stockton, Northern (CA, KY); Hybrid; USD 31,000 - 44,000; Full time

Job summary

Dotson is seeking an Account Specialist to join the Regional Support Team in Stockton, CA. The role supports sales execution, pipeline management, opportunity qualification, and quotation activities across cross-functional teams to drive revenue growth and customer engagement.

You will maintain pipeline integrity, coordinate quote development, document customer needs, and assist with commercialization campaigns while ensuring data accuracy in Salesforce.

Qualifications

• Experience in inside sales, sales operations, customer service, or account management.
• Knowledge of CRM systems and quotation management processes.
• Experience supporting industrial or B2B sales environments preferred.

Responsibilities

• Support Strategic Account Directors in advancing sales opportunities.
• Review, qualify, and process customer RFQs with cross-functional teams.
• Prepare and manage quotations per pricing and policies.
• Maintain Salesforce records with accurate stages, close dates, and product data.
• Qualify customer needs, applications, timelines, and decision criteria.
• Monitor pipeline health and follow up on stalled opportunities and aging quotes.
• Collaborate with sales to develop action plans to improve conversions.
• Coordinate campaigns and track outcomes in Salesforce.
• Capture customer insights and market trends for internal stakeholders.
• Resolve quotation issues and assist with order conversion from quote to PO.

Skills

Opportunity Qualification

Pipeline Management

Sales Process

Salesforce CRM Proficiency

Quotation & Commercial Process

Customer Discovery

Cross-Functional Collaboration

Analytical & Problem-Solving

Business Communication

Time Management & Prioritization

Attention to Detail

Commercial Acumen

Job description

Job Summary

The Account Specialist serves as a critical member of the Regional Support Team (RST), supporting sales execution, pipeline management, opportunity qualification, and quotation activities. The Account Specialist works closely with Strategic Account Directors, Customer Service Representatives, Product Management, Pricing, and Operations to ensure opportunities progress efficiently through the sales process.

This role is responsible for maintaining pipeline integrity, coordinating quote development, qualifying customer opportunities, documenting customer needs and market insights, and supporting commercial initiatives that drive revenue growth and customer engagement.

Job Duties

• Support Strategic Account Directors in managing and advancing sales opportunities throughout the customer buying journey.
• Review, qualify, and process customer RFQs while coordinating with Pricing, Product Management, Engineering, and Operations as needed.
• Prepare and manage quotations, ensuring accuracy, completeness, and adherence to company pricing and commercial policies.
• Maintain opportunity records within Salesforce, ensuring data integrity, accurate stage progression, close dates, product information, and activity documentation.
• Conduct opportunity qualification and discovery to identify customer requirements, applications, specifications, timelines, decision criteria, and potential barriers to success.
• Monitor pipeline health and proactively identify stalled opportunities, aging quotes, missing information, and opportunities requiring follow-up.
• Collaborate with sales teams to develop action plans that advance opportunities and improve conversion rates.
• Execute and support commercialization campaigns, product launches, and strategic sales initiatives by coordinating customer engagement activities, documenting outcomes, tracking campaign effectiveness, and maintaining campaign data within Salesforce.
• Capture and communicate customer insights, competitive intelligence, market trends, and business opportunities to appropriate internal stakeholders.
• Coordinate internal resources to resolve customer inquiries, quotation issues, lead time concerns, specification questions, and commercial challenges.
• Assist with order conversion activities by supporting the transition from quotation to purchase order and ensuring accurate opportunity closure.
• Maintain detailed records of customer interactions, quotations, opportunities, tasks, and commercial activities within company systems.
• Serve as a liaison between customers, sales teams, customer service, operations, pricing, marketing, and product management to facilitate effective communication and execution.
• Adhere to all Safety, Environmental, Quality, and company policies and procedures.
• Perform other duties as assigned.

Experience and Education

• Operates independently within established commercial processes and guidelines while collaborating with management on complex customer, pricing, technical, and strategic issues.
• Exercises judgment in managing day-to-day commercial activities and escalates complex pricing, contractual, technical, and operational issues as appropriate.
• Possesses working knowledge of sales processes, CRM systems, quotation management, commercial operations, and customer relationship management.
• at least 2 years of experience in inside sales, sales operations, customer service, commercial support, account management, or a related business function.
• Experience supporting industrial, utility, manufacturing, distribution, or business-to-business sales environments preferred.

Competencies/ Skills

• Opportunity Qualification
• Pipeline Management
• Sales Process
• Salesforce CRM Proficiency
• Quotation & Commercial Process Knowledge
• Customer Discovery Skills
• Cross-Functional Collaboration
• Analytical & Problem-Solving Skills
• Business Communication Skills
• Time Management & Prioritization
• Attention to Detail
• Commercial Acumen
• Data Integrity & Process Discipline

Preferred:

• Knowledge or experience with medium/high voltage overhead switches

Target Hourly Rate of Pay is $27.00, with a potential quarterly bonus based on company performance.