Account Manager - Outside Sales

What you will be doing in the role of Account Manager: 

Strategic Account Management 

• Own and grow a large, diverse portfolio of industrial and institutional accounts across Southern Ontario, balancing established customer relationships with business development and new account growth across multiple industries.

• Develop and execute account plans for strategic customers, including the identification of white space opportunities 

• Build and maintain strong working relationships with engineering, maintenance, operations, reliability, and procurement stakeholders across assigned customer sites 

Opportunity Creation and Funnel Ownership 

• Independently generate, qualify, and advance new business opportunities across the assigned territory to achieve annual financial targets  

• Establish appropriate sales call frequency and maintain a strong local field presence 

• Own funnel health and accuracy through disciplined CRM usage, including funnel position, funnel probability, forecasting, and diligent follow up on all active opportunities 

Technical and Value Based Selling 

• Uncover customer pain points across operating sites and guide customers through their buying process by positioning differentiated, value-based solutions that address measurable business outcomes 

• Recommend fit for purpose solutions across valves, instrumentation, control systems, and services by balancing customer process requirements, operational risk, and lifecycle cost 

• Develop Quantified Business Results for major opportunities, including improvements in reliability, safety, cost of ownership, and operational efficiency 

• Support customer evaluations, trials, and technical discussions in collaboration with specialists, factory experts, and other internal technical resources 

Competitive and Strategic Pursuits 

• Lead competitive bids and strategic pursuits in collaboration with the Sales Manager, Emerson, and other Impact Partners 

• Develop pursuit level sales strategies, identify commercial and technical risk within opportunities, and apply tactical approaches to mitigate risk and improve win probability 

• Work with customers to understand and navigate their internal decision-making processes to support successful outcomes 

• Engage Sales Management for review and alignment on strategic or high-risk opportunities 

Internal Leadership and Coordination 

• Provide clear direction to inside sales and sales support teams regarding quotation strategy, scope, priorities, and overall customer context 

• Act as the primary point of coordination between customers, internal teams, and external partners 

• Promote a strong team-based approach to opportunity execution and customer support 

Business Performance and Discipline 

• Meet or exceed annual bookings, sales, and gross profit targets 

• Maintain accurate customer, contact, opportunity, and competitive intelligence within CRM 

• Support collections, warranty resolution, and issue escalation as required to protect customer relationships and business outcomes

Knowledge and skills required for the role: 

• College Diploma or University Undergraduate Degree in Engineering, Science or Business
• 7+ years of combined experience in a sales-related role with proven account management success
• 2-5 years of experience with Account Planning and complete sales cycle execution (initial call, technology selection, negotiation, and final PO)
• 7+ years of combined experience in technical sales; understanding of process control equipment is beneficial but not essential
• Strategic Account Development and account planning
• Experience with Customer Relationship Management (CRM) software
• Ability to develop and maintain customer relationships
• Works effectively in a team environment
• Ability to effectively communicate at all levels 
• Strong Sales and Business Acumen