{"id":3339066,"url":"https://alion.io/job/austin-powder-account-representative-2","title":"Account Representative","company":{"id":2666773,"name":"Austin Powder","domain":"austinpowder.com","url":"https://alion.io/company/austinpowder-2","size_band":"5000+","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workday","truth_index":{"grade":"B","score":80,"open_postings":5,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":21,"computed_at":"2026-10-31T05:58:55Z"}},"role":"Sales","role_family":"Sales","seniority":"middle","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Findlay, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":56000,"max_usd":125000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":2720},"experience_years_min":3,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-08-28T00:00:00Z","employer_posted_date":"2026-08-28","last_verified_at":"2026-10-31T01:38:30Z","board_verified":true,"closed_at":null,"days_open":64,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":64},"description":"Join the Family - Come work for an exciting company offering great benefits, challenging opportunities, and colleagues who feel more like family.\nJob Summary\nThis role is responsible for delivering consistent service execution, driving customer satisfaction, securing renewals, and expanding share of wallet through value-based upsell and cross-sell opportunities.The Account Representative is the primary commercial owner of the customer relationship after onboarding. While Business Development Representatives (BDRs) focus on new account acquisition, the AR is accountable for ongoing account performance across safety, service quality, commercial outcomes, and long-term partnership value.\nThis role requires strong relationship management skills, operational awareness, and disciplined execution of APC’s account management and renewal processes.\nKey Responsibilities and Duties\nOngoing Account Management & Retention\nServe as the primary commercial point of contact for assigned regional customer accounts.\nMaintain regular customer engagement through site visits, operational touchpoints, and structured business reviews.\nEnsure stable service delivery and alignment between customer expectations and APC field execution.\nProactively identify risks to retention and escalate issues early to prevent service or relationship breakdowns.\nAccount Performance & Value Delivery\nMonitor customer performance against defined KPIs, including safety, service reliability, and operational outcomes.\nTranslate technical and operational performance into clear value stories for customers.\nPartner with Technical Services and Field Operations to address performance gaps and improvement opportunities.\nReinforce APC’s role as a trusted partner, not just a supplier.\nRenewal Planning & Contract Management\nOwn renewal preparation and execution for assigned accounts, beginning well in advance of contract expiration.Lead value-based renewal conversations focused on outcomes delivered, risk reduction, and operational improvements.\n\nSupport pricing discussions and contract negotiations in alignment with APC pricing guidance and margin objectives.\nSecure timely renewal commitments and ensure clean transitions into new contract terms.\nUpsell & Cross-Sell Execution\nIdentify opportunities to expand product mix, services, and technical engagement within existing accounts.\nLeverage customer performance data, operational insights, and market benchmarks to frame upsell opportunities.\nPartner with Technical Services to validate solutions through modeling, pilots, or limited trials as appropriate.\nCommercialize approved expansions using ROI-based, value-oriented conversations.\nSales Process & CRM Discipline\nExecute APC’s sales and account management process consistently across onboarding, ongoing management, renewal, and expansion stages.\nMaintain accurate CRM records for all customer interactions, opportunities, renewals, and account plans.\nEnsure account documentation reflects current stakeholders, success criteria, and commercial status.\nSupport clean handoffs from BDRs during onboarding and provide continuity for customers post-sale.\nCross-Functional Coordination\nCoordinate closely with Field Services, Technical Services, and Operations to ensure customer commitments are executed safely and reliably.\nParticipate in onboarding activities, early delivery reviews, and issue resolution efforts.\nCollaborate with Regional Sales Managers on account strategy, escalations, and growth planning.\nSupport National Accounts teams when regional accounts are part of larger enterprise relationships.\nCustomer Engagement & Relationship Building\nBuild strong, multi-level relationships within customer organizations, including site-level and regional stakeholders.\nConduct regular check-ins, performance reviews, and quarterly business reviews (QBRs) based on account size and complexity.\nServe as a consistent, professional representative of the APC brand in all customer interactions.\nSafety, Compliance & Professional Standards\nAdhere to all APC policies and safety regulations, including ATF, MSHA, OSHA, DOT, and applicable federal and state requirements.\nReinforce safety-first behaviors in all customer engagements.\nMaintain required certifications and training consistent with explosives industry standards.\nMarket & Competitive Awareness\nMonitor customer satisfaction, competitor activity, and market dynamics within the region.\nShare insights with Sales Leadership, Technical Services, and Marketing to inform strategy and enable proactive account management.\nEducation and Experience \nBachelor’s Degree preferred; High School Diploma or equivalent required.\n3-7+ years of experience in account management, sales, or customer-facing roles in industrial or technical environments.\nValid driver’s license and ability to travel regularly within assigned territory.\nStrong CRM proficiency and comfort working within structured sales and account management processes.\nSkills, Knowledge, and Abilities\nExperience in explosives, mining, quarrying, construction, or other safety-critical industrial sectors.\nBackground in account management, renewals, or customer retention roles.\nFamiliarity with value-based selling, product mix expansion, and long-term contract management.\nExperience working in organizations undergoing commercial or sales process transformation.\nWork Environment and Physical Demands\nKey Behavioral Traits for Success\nCustomer Relationship Management: Proven ability to build trust and long-term partnerships.\nCommercial Acumen: Comfortable discussing pricing, value, and contract terms with customers.\nOperational Understanding: Ability to understand blasting operations, service workflows, and customer KPIs.\nProcess Discipline: Consistent execution of CRM, account planning, and renewal workflows.\nCollaboration: Works effectively across sales, technical, and operational teams.\nCommunication Excellence: Clear, professional communication with both customer and internal stakeholders.\nAustin Powder is an Equal Opportunity and Affirmative Action Employer and is committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant's race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law. Austin Powder also participates in E-Verify.\nThis contractor and subcontractor shall abide by the requirements of 41 CFR 60-1.4(a), 60-300.5(a) and 60-741.5(a). These regulations prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities, and prohibit discrimination against all individuals based on their race, color, religion, sex, sexual orientation, gender identity, national origin, and for inquiring about, discussing or disclosing compensation. 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