Account Manager

The

Account Manager (AM)

manages the day to day activity within business accounts, constantly looking for ways to grow the current business.

Assigned to established territories or markets, the Account Manager is diligent in building strategic competitive advantage through the creation, maintenance and management of current customers and their profiles within CRM system.

The quintessential sales process expert, the AM is the "hawk" in managing the customer accounts on service, profitability, and quality.

The AM maintains contacts with the Account Executives and customers to ensure their needs are served within the context of Company goals.

KEY RESPONSIBILITIES

Sales Planning (Identification, Qualification & Preparation)

Develop a territory / market annual sales plan in partnership with the AE, consistent with the goals and objectives of the Company, to be reviewed and updated quarterly with the Business Unit Director.

Develop and implement sales strategies for developing business within existing and new customers within his or her assigned territories.

Review prospects identified from internal and external partners and sources and communicate these leads to the AE.

Account Maintenance (Attention & Information)

Meet face to face with customers and prospects at least 20% of time on the job.

Utilize an advanced knowledge of IEWC products and services to analyze customer needs and opportunities.

Communicate new products and Company capabilities, with special emphasis on quality of service.

Be prepared to deliver the "IEWC Story" to communicate our competitive advantage, communicating the answers to "Why partner with IEWC?"

Update CRM with outcomes as appropriate.

Sales Growth (Closure, Delivery & Follow-up)

Summarize needs, solutions, and values for the customer.

Working collaboratively with the Account Executive (AE) and Purchasing to prepare the quotation / bid package.

Work collaboratively with the Business Unit Director and AE to maintain and increase sales to existing customers within assigned territory.

Negotiate pricing, terms and delivery within Company guidelines in order to maximize sales volume and margins.

Maintain credit as appropriate.

Work with the AE to maintain customer data and set-up new customers in the system

Communicate results via CRM.

Follows up with Customer for review of IEWC's service levels.

Sales Data & Support

Ensure that orders and quotes are processed on a timely basis.

Directly enter customer orders into the computer system as appropriate.

Complete and maintain all required reports, paperwork, quotes, drawings, records and documentation.

Respond to customer requests for information, quotes, pricing, delivery, returns, billings, and complaints.

Act as a technical resource to customers regarding all our product lines and service capabilities.

Send out literature and samples to existing and new customers.

Review open orders and coordinate with other departments to ensure the correct processing of and on time delivery of the Company's products.

Process

will call

and cash customers, as necessary.

Marketing Support

Keep the Business Unit Director and Business Analyst informed about competitive products, promotional matters, sales techniques, pricing and marketing programs.

Secure and communicate through CRM growth opportunities uncovered through dialog with existing customers.

Personal & Team Development

Actively participate in opportunities to improve individual knowledge of the company, products, markets and systems.

Follow a path of continuous improvement, using both internal and external resources to enhance technical knowledge and sales skill levels.

Act as a mentor in developing the product knowledge and technical sales skills of their sales team.

Safety and Housekeeping

Follow and comply with all safety and work rules and regulations.

Maintain departmental housekeeping standards.

Qualifications :

A Bachelor's degree and three to five years of related experience; or a combination of education and experience.

Ability to define problems, collect data, establish facts and draw valid conclusions.

Ability to interpret an extensive variety of technical and business information and deal with several abstract and concrete variables.

Ability to work in a Microsoft Windows environment, to work with your department's business applications and with standard current computer applications.