Sales Account Manager

Northstar Chemical Inc.; Fresno (CA); On-site; USD 90,000 - 130,000; Full time

Job summary

Northstar Chemical is seeking an Account Manager to develop new customer relationships and manage a defined territory on the West Coast. The role collaborates with Customer Service and Operations to deliver growth and high service levels. You will expand existing accounts and pursue new opportunities while understanding our portfolio and processes.

The ideal candidate has a strong sales track record, technical aptitude, and the ability to network within the chemical industry to meet targets.

Qualifications

• Bachelor’s Degree (preferably technical).
• Minimum of 5 years of industrial outside sales experience to direct users (chemical industry preferred).
• Proven history of territory management and new business development.
• Work experience in chemical manufacturing, distribution, or related fields.
• Mechanical aptitude and strong communication skills.
• Exceptional time management and organizational abilities.

Responsibilities

• Maximize direct Bulk and Mini-Bulk sales opportunities within the assigned territory.
• Drive sales growth and profitability in the territory to achieve company objectives.
• Promote and manage assigned jobber partnerships throughout the territory.
• Advance sales initiatives by optimizing market coverage and industry networking.
• Communicate company direction, policies, and commitments to external customers.
• Secure long-term, profitable new business with acceptable credit risk.
• Develop understanding of the company’s operational capabilities.
• Maintain broad technical knowledge of product portfolio and processes.
• Coordinate customer opportunities with operations to ensure high service levels.
• Document price changes to internal systems and customers.

Skills

Sales experience

Communication skills

Time management

Problem-solving

Territory management

Education

Bachelor’s Degree (preferably technical)

Job description

Northstar Chemical is a leading specialty chemical distributor on the West Coast, serving customers in the Pacific Northwest, California, North Carolina and South Carolina.We provide top quality chemical products in Mini-Bulk and Bulk, engineering-based water treatment solutions, exceptional technical advice, seamless delivery, and a strong commitment to safety.Our customer service and dispatch are unparalleled in the industry.

PRIMARY OBJECTIVES:

The primary responsibility of the Account Manager role is to identify, develop, and manage new customer relationships for a specialty chemical services and distribution organization. The individual will be assigned a specific territory and will be accountable for generating new business opportunities as well as maintaining and expanding existing accounts within the designated geographic area. Territory management will be executed in alignment with the established sales and marketing strategy. This role requires close collaboration with Customer Service, Technical Service, and Operations teams, in addition to other Sales Team members, to effectively meet customer requirements and drive profitable business growth.

ESSENTIAL DUTIES/RESPONSIBILITIES:

Responsibilities include, but are not limited to, the following:

• Maximize direct Bulk and Mini-Bulk sales opportunities within the assigned territory.
• Drive sales growth and profitability in the territory to achieve company objectives.
• Promote and manage assigned jobber partnerships throughout the territory.
• Advance sales initiatives by optimizing market coverage, building professional networks, participating in industry trade organizations, and collaborating with field partners.
• Effectively communicate company direction, policies, and commitments to external customers.
• Secure long-term, profitable new business with acceptable credit risk in alignment with sales management guidance. New business development includes both new accounts and expanded opportunities within existing accounts.
• Develop a comprehensive understanding of the company’s operational capabilities.
• Maintain up-to-date, broad technical knowledge of the product portfolio, equipment, and processes to capture sales opportunities and enhance customers’ operational performance.
• Coordinate customer opportunities in collaboration with operations to ensure a high level of customer service.
• Initiate the customer complaint resolution process by properly identifying and documenting issues using the appropriate form and actively participating in problem resolution.

Territory Management

• Organize and manage territory sales, potential sales, profitability, and opportunities.
• Communicate territory opportunities to management through reporting and make recommendations for marketing and sales strategies within your assigned territory.
• Compile and document data to track products, prospects, and progress in your territory.
• Prepare an annual territory plan with customer-specific measurable targets.

Safety

• Understand and abide by all Northstar Chemical policies and procedures.
• Promote and practice safe behavior: including driving, proposed installations, and presentations to customers and jobbers.
• Participate in monthly safety training.

Administrative

• Establish all new customer opportunities efficiently, including customer site surveys, drawings, contracts, and any other internal or external customer documents.
• Document price changes to the appropriate Northstar admin and to external customers.
• Assist in the collection of customer debts exceeding payment terms.
• Projects assigned by management related to product management, customer or product surveys, market studies, training, etc.

QUALIFICATIONS:

The individual must be a self-motivated professional who thrives on the ongoing development of new customer relationships through proactive outreach and cold calling. Strong sales capabilities, including a proven track record of successfully closing new business, are essential. The following key qualifications and attributes are preferred:

• oBachelor’s Degree (preferably technical)
• oMinimum of 5 years of industrial outside sales experience to direct users (preferably in the chemical industry)
• oProven history of territory management and new business development
• oWork experience in chemical manufacturing, distribution, or related fields
• oMechanical aptitude
• oExceptional communications skills, both verbal and written
• oExceptional time management and organizational skills
• oAbility to demonstrate critical thinking and problem-solving abilities in a dynamic environment