Account Manager

AREAS OF RESPONSIBILITY:

• Proactively identifies and pursues new sales opportunities.
• Spends the majority of time calling new or existing customers to create new sales opportunities.
• Develops and implements strategic account plans to proactively pursue new business.
• Consultatively sells technology to new and existing customers.
• Recommends technical solutions to solve customer problems.
• In conjunction with CB management, negotiates pricing with principals and customers within established principal pricing guidelines.
• Proactively assesses and ensures customer satisfaction to sustain strong and profitable relationships.
• Maintains current knowledge of principal products and new technology.
• Maintains current knowledge of industries in the territory and competitive landscape.
• Accurately and timely documents sales activities.

KEY COMPETENCIES:

• Decision Quality: Makes good decisions based upon a mixture of analysis, wisdom, experience, and judgment; most solutions and suggestions prove correct and accurate over time; sought out by others for advice and solutions.
• Informing: Provides the information people need to do their jobs and feel good about being members of the team, unit, and/or organization; provides individuals with information so they can make accurate decisions; is timely with information.
• Interpersonal Savvy: Relates well to all kinds of people—up, down, and sideways, inside and outside the organization; builds appropriate rapport and constructive relationships; uses diplomacy and tact; can comfortably diffuse even high-tension situations.
• Negotiating: Can negotiate skillfully in tough situations with both internal and external groups; settles differences with minimal conflict; wins concessions without damaging relationships; can be both direct and diplomatic; gains trust quickly; has a good sense of timing.
• Peer Relationships: Quickly finds common ground and solves problems for the good of all; represents personal interests fairly; solves problems with peers with minimal conflict; is seen as cooperative and a team player; easily gains trust and support; encourages collaboration; can be candid with peers.
• Perseverance: Pursues everything with energy, drive, and determination to finish; seldom gives up, especially in the face of resistance or setbacks.
• Planning: Accurately scopes out the length and difficulty of tasks and projects; sets objectives and goals; breaks down work into process steps; develops schedules and assignments; anticipates and adjusts for problems and roadblocks; measures performance against goals and evaluates results.
• Presentation Skills: Effective in a variety of formal presentation settings, including one-on-one, small and large groups, with peers, direct reports, and leadership; effective both inside and outside the organization on routine and controversial topics; commands attention and manages group processes effectively; adapts tactics when needed.
• Drive for Results: Can be counted on to exceed goals successfully; consistently performs at a high level; highly bottom-line oriented; pushes self and others for results.
• Technical Learning: Quickly learns technical concepts and new skills; adapts well to learning new industry, company, product, or technical knowledge; performs well in technical courses and seminars.

IDEAL QUALIFICATIONS:

• Bachelor’s degree plus 5–9 years of related experience.
• Deep knowledge of product lines and related technology.
• Knowledge of, or ability to learn, customer processes and business practices to identify products that provide optimal solutions.
• Understanding of the technology sales process, including lead generation, lead pursuit, closing techniques, and customer relationship management.
• Understanding of discounting, margins, and multipliers.
• Strong working knowledge of Microsoft Office Suite products and CRM systems.

LATITUDE:

• Wide latitude for independent judgment and decision-making.

OTHER IMPORTANT INFORMATION ABOUT THIS POSITION:

• This position is conducive to remote work; most time is spent on outside sales calls.
• This position is responsible for the sale of Armstrong International products and services in commercial markets. Products include, but are not limited to:
• Steam traps
• Hot water systems
• Heat exchangers
• Services such as steam audits and surveys
• Regional travel to customer locations is necessary; reliable transportation is essential.
• Typical work hours are Monday through Friday, with flexibility based on business and personal needs.
• Every position requires certain physical capabilities. CB Pacific seeks to make reasonable accommodations that enable individuals with disabilities to perform essential duties whenever possible.