Sales Account Manager

Earnest-Machine; Rocky River (OH); On-site; USD 70,000 - 100,000; Full time

Benefits offered by this job

Healthcare benefits

401k program

Dental & Vision

Job summary

Earnest Machine, a wholesale distributor of industrial metal fasteners, seeks a results-driven Sales Account Manager to manage multiple customers and drive year-over-year growth while delivering exceptional service. You will work with the Sales & Marketing teams, Purchasing and Distribution to maximize revenue and profitability.

This role reports to the VP of Sales and participates in the Sales Incentive Plan.

Qualifications

• Experience in account management and customer service within manufacturing or distribution.
• Familiarity with ERP/CRM systems and data-driven sales planning.
• Strong communication and relationship-building skills.
• Ability to analyze spend, forecast, and develop growth strategies.

Responsibilities

• Serve as primary contact for assigned accounts and build trust-based relationships.
• Develop growth strategies by region and branch with an action plan.
• Monitor KPI/scorecards and report findings to Sales Management.
• Lead pricing discussions and align with management on margins.
• Coordinate with Marketing, Purchasing, and Distribution for timely delivery.
• Identify new sales opportunities and maintain robust sales pipeline.

Skills

Account management

Customer service

Sales

CRM proficiency

MS Dynamics 365

Analytical thinking

Communication

Relationship building

Education

Associate's or Bachelor’s degree

Tools

Microsoft Dynamics 365

Job description

Earnest Machine is wholesale distributor of industrial metal fasteners. Our employees are dedicated professionals who thrive in a dynamic culture built on mutual respect, teamwork, and a commitment to delivering the best customer experience possible.

Job Summary:

We are looking for a results driven Sales Account Manager (SAM) to manage multiple customers while maintaining consistent and service-focused relationships. This role will drive year-over-year growth, all while providing the best possible customer experience. SAM will provide the best service and products possible to new and existing customers while driving top-line sales and profitability for the company.

The Sales Account Manager will work in conjunction with the Earnest Sales & Marketing teams, Purchasing, and Distribution ( & Production) departments.The Sales Account Manager will report directly to the VP of Sales and will be eligible to participate in the Sales Incentive Plan annually.

Key Responsibilities

Account Planning

• Serve as the primary point of contact for assigned accounts, building strong trust-based relationships with key stakeholders
• Conduct account planning, including analysis of historical spend, forecasting, and development of growth strategies by region and branch, with a documented action plan developed in collaboration with Sales Management
• Manage and monitor key account scorecards and satisfaction metrics to improve Earnest's supplier ranking
• Lead discussions on KPI/scorecard reviews with customers and report findings to Sales Management to determine appropriate resolution paths for any issues identified
• Monitor customer satisfaction and conduct post-order follow-ups, especially for large or high-touch orders
• Maintain accurate CRM item records for assigned accounts, including updates, modifications, and new entries
• Analyze account trends in collaboration with Sales Management to support overall growth initiatives
• Drive communication and data infrastructure improvement processes, including cross-references and system enhancements, by partnering with appropriate internal resources such as Marketing, Engineering, and Sales Management
• Manage pricing strategies, including price breaks and margin expectations, aligned with account goals in collaboration with Sales Management's pricing direction

Internal Collaboration

• Drive collaboration and organizational alignment by partnering with internal teams, including Strategic Sales Support, Purchasing, Quality, Distribution Centers, and Sales Management, to ensure consistent and timely customer satisfaction
• Utilize Standard Operating Procedures to ensure compliance and consistency in all activities.
• Maintain a deep understanding of the full Earnest product portfolio and effectively communicate value propositions to assigned customers
• Collaborate with the Quality Department to ensure appropriate RMA and MTR completion, escalating issues to Sales Management as needed
• Ensure accurate and timely delivery that meets customer specifications through collaboration with Distribution Centers and proactive communication with customers
• Support the resolution of pricing, delivery, and order fulfillment issues by escalating concerns to the appropriate internal teams, including Quality, Purchasing, Distribution Centers, or Sales Management, as needed

Opportunity Identification

• Perform outbound calls and respond to inbound calls and emails to identify, qualify, and pursue new sales opportunities
• Qualify inbound quotes and complete quote identification (standard, newly sourced products, or blanket orders) for all assigned accounts
• Upsell and cross-sell within the current book of business based on customer needs and market opportunities
• Own sales execution and pipeline development activities to support future growth opportunities
• Prospect new accounts and/or branches to build a robust sales pipeline for future growth
• Conduct in-person visits to local customer sites, as appropriate, in conjunction with account planning efforts to present identified sales opportunities in collaboration with Sales Management
• Submit quotes within the CRM system for all assigned accounts
• Conduct quote follow-up activities, as appropriate, to assess customer interest and support negotiations
• Collaborate with Purchasing on newly sourced product quotes to understand Earnest's sourcing capabilities, lead times, and pricing strategies in partnership with Sales Management
• Negotiate and close sales with a focus on maximizing revenue and margin for assigned accounts
• Submit and book orders within the CRM system for all assigned accounts
• Conduct order follow-ups with customers to ensure expectations are met

Preferred Qualifications

• Experience working within the fastener manufacturing, industrial distribution, or related supply chain industry
• Understanding of value-added and secondary service operations in a manufacturing or distribution environment
• Experience utilizing Microsoft Dynamics 365 or similar ERP/CRM systems
• Strong knowledge of fasteners, fastening systems, and related industry applications
• Previous experience in account management, customer service, inside sales, or outside sales roles
• Proven ability to build and maintain long-term customer relationships and identify opportunities for account growth

Required Skills & Abilities

• Associate’s or Bachelor’s degree from an accredited college or university, or equivalent combination of education and experience
• Strong analytical skills with the ability to evaluate sales data, identify trends, and develop actionable business insights
• Ability to prepare and present reports related to sales performance, customer activity, forecasts, and market conditions
• Demonstrated ability to make business decisions independently and manage priorities effectively
• Solid understanding of pricing, margins, profitability, and basic financial concepts
• Excellent communication, interpersonal, and relationship-building skills
• Strong organizational skills with the ability to manage multiple customer accounts, projects, and deadlines simultaneously
• Ability to thrive in a fast-paced, evolving environment while adapting to changing business needs and priorities
• Proficiency in Microsoft Office Suite, including Excel, Outlook, and Teams
• Customer-focused mindset with a commitment to delivering exceptional service and support

Earnest Machine is an Equal Opportunity Employer that offers a full benefits package including healthcare, dental, vision, life and disability insurance as well as 401k program.