Account Manager - Industrial

at  Border States Electric

Flexibility Option:
Job Req Id: 29854
Description:
Be part of a growing, successful company in an exciting and challenging field. Border States is 100% employee-owned, which means you’re empowered to make decisions, find solutions and receive rewards for your hard work.
This position will be located in: Sioux Falls, SD

JOB SUMMARY

Supports the functions of the Sales & Marketing Departments within BSE in managing assigned customer account relationships and focuses on opportunity prospects and accounts. Promotes Border States Electric’s products, services and capabilities to maximize customer sales potential. Regularly calls on assigned accounts, develops new accounts, inputs cost savings documentation, coordinates sales strategies with preferred vendors, actively manages and directs company sales and support resources, and provides input to the pricing and purchasing departments on competitive issues related to price, margin strategy product evaluations, electrical code requirements, inventory requirements and other related sales, marketing and service functions.

QUALIFICATIONS

• Four-year business, sales, marketing or trade degree or the equivalent in related work experiences.
• Two-years of prior distribution, customer service, marketing, quotation or sales experience preferred.
• Experience with contract negotiation.
• Experience with presenting in front of a large group.
• Ability to read, write and speak in English required.
• Prefer strong working knowledge of PC for Windows, Microsoft Office (Excel, Word, Access, and PowerPoint), Internet, Email and SAP software.

SKILLS AND ABILITIES

• Consistently provides responsive, quality service to meet and exceed customer expectations.
• Technical competence in understanding electrical systems.
• Excellent interpersonal, written and verbal communication skills.
• Ability to effectively plan and organize.
• Excellent customer service skills include being competent, accurate, responsive and engaged.
• Ability to read a one-line diagram (electrical drawings).

ADDITIONAL INFORMATION

This job description is a summary of the job duties and responsibilities and is not intended to cover all possible job duties and is subject to change at the employer’s discretion. Employees must be able to perform the essential job duties and satisfy job requirements either with or without a reasonable accommodation.

Essential Functions

• Meets or exceeds the sales goals which are established.
• Penetrates and grows current and prospect medium opportunity accounts by identifying new capabilities and cross-sell opportunities.
• Meets and exceeds daily outreach expectations through a consistent process in a structured account planning environment.
• Identifies targeted opportunities that align to active promotions and new / increased capabilities.
• Prospects, validates, and converts new opportunity prospects by identifying and targeting appropriate influencers and positioning company appropriately vs. competition.
• Understands customer business objectives & translates into a company differentiated advantage.
• Translates customer business objectives into a company differentiated advantage by understanding desired customer business outcomes.
• Keeps current with company offerings, value advantage, & competitive landscape.
• Guides high opportunity accounts to Senior Account Manager when appropriate.
• Ensures quality customer support, through expediting, pricing, follow-up, returns, and other services, as required.
• Provides customers with timely follow-up on technical inquiries and requests; this may be needed after business hours as well.
• Inputs TCCM cost savings documentation that is relevant to the assigned customer base.
• Directs the use of marketing tools, technical specialists, and company capabilities/services in support of a broad spectrum of products and services to facilitate a coordinated sales strategy for each assigned customer.
• Coordinates sales strategies with preferred vendors to maximize customer sales potential.
• Actively manages and directs company sales and support resources to maximize the sales and profit potential in support of all products, markets and specialist team opportunities for BSE.
• Participates in and advises sales management on the implementation and success of marketing plans and strategies.
• Provides input to other sales and marketing staff on customer needs and concerns regarding pricing, products, customer service and support, competition, procedures and market / customer potential.
• Provides strategic input to the pricing and purchasing departments on competitive issues related to price / margin strategy, product evaluations, electrical code requirements, inventory requirements, and other related sales, marketing and service functions.

Non-essential Functions

• Advises CFS staff on changes in customer credit worthiness.
• Advises CFS in any changes in customer management or ownership.
• Penetrates and grows rest of market opportunity as needed.
• May develop quotations for customers within the company profit objectives and guidelines.
• Leads and attends sales and product meetings and technical training programs, as required.
• Attends and assists with sales meetings, trade shows and training programs, as needed.
• Coordinates with the Customer Financial Services staff to resolve customer billing issues resulting from errors in pricing, shipping, delivery or other credit areas, as needed.
• Entertains clients as needed.