JOB TITLE: KEY ACCOUNT MANAGER (Distribution)

REPORTS TO: AREA SALES MANAGER

CANDIDATE

LOCATION: GREATER PHILADELPHIA AREA, NEW JERSEY OR BALTIMORE

TERRITORY: NEW ENGLAND STATES, LONG ISLAND AND NY TO ALBANY, MIDDLE PA, NJ, DE, MD

SUMMARY: The Sales Representative will grow sales and increase company profits by cultivating current customers and recruiting new customers within the assigned territory. The representative will increase profitability by promoting products, providing technical support and conducting training to new and repeat customers within this region.

PRIMARY DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned:

Sales

• Participate with management in updating territory plan and set sales goals
• Determine sales potential for new and existing customers through inquiry, observation or periodical research
• Prepare and conduct sales presentations of products to new and existing customers
• Learn and apply new product knowledge to enhance sales and personal professionalism
• Assist clients with special requests and problems (supply information, resolve complaints, etc.)
• Visit job sites as needed to measure or provide client services

Customer Service

• Provide an exceptional level of customer service
• Determine customer requirements and expectations in order to recommend specific products
• Identify trends in customer satisfaction or dissatisfaction
• Increase business and account base by finding and qualifying new business accounts using sales techniques to cross sell and up-sell
• Maintain and improve customer relationships and satisfaction
• Negotiate and establish pricing and terms according to company’s requirements for customer and transaction profitability
• Prepare and present quotations
• Communicate to the purchasing department unexpected increases or decreases in demand for products

Surveys and Quotes

• Remain current with changes in local codes and consumer preferences
• Gather competitive information and other market information regularly while interacting cooperatively with other members of the distribution team

Sales Management

• Maintain technical and computer capability to effectively use contact management, distribution and office software

Training

• Present information and training on features, benefits, and technical aspects of the company’s product line to customers
• Remain current on product and industry knowledge by attending sales meetings, vendor training, trade shows, or reading trade journals
• Participate in trade association functions
• Participate and be active in local industry organizations
• In-house training for 2-3 weeks

Maintain Professionalism

• Follow company policies and procedures
• Practice honesty and integrity in customer and vendor relations
• Present a professional image at all times to customers and vendors

EDUCATION: Bachelor’s Degree preferred

EXPERIENCE:

• Minimum 5 years in similar role
• Industrial Sales, Product/applications experience
• Wholesale distribution experience
• Food, material handling or packaging experience
• Demonstrated success meeting sales goals and growing sales
• Demonstrated understanding and application of effective selling strategies and techniques
Experience monitoring marketplace to identify business opportunities
Strong project management and multi-tasking skills
• Technical expertise and broad knowledge of industrial equipment/machinery

COMMUNICATION SKILLS:

• Effective listening, communication (verbal and written), and negotiating skills
• Superior presentation/public speaking skills

MATHEMATICAL SKILLS:

• Problem-solving and analytical ability
• Able to perform business math (discount, interest, commissions, proportions, percentages, area, circumference, volume, etc.)

SOFTWARE SKILLS:

• Knowledge of Microsoft Office Suite and CRM/ERP software

OTHER SKILLS:

• Judgment and decision-making ability
• Manages time effectively and adapts quickly to changing priorities
• Superior organizational skills
• Motivated self-starter, comfortable in fast-paced environment
• Demonstrated integrity and ethical standards
• Professional demeanor
• Team player who works productively with wide range of people

CERTIFICATES, LICENSES, REGISTRATIONS:

• Valid driver’s license and clean driving record

OTHER:

50% travel, including 2-3 weeks initial training at corporate location.