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.