Inside Sales Account Manager

Job Summary

Supports the functions of the Sales & Marketing Departments within BSE in managing assigned customer account relationships. Promotes Border States Electric’s products, services and capabilities to maximize customer sales potential. Focuses on retaining existing business, penetrating assigned accounts and converting new accounts primarily through phone, email and occasional face to face meetings. 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.

Responsibilities

Essential Functions

• Meets or exceeds the sales and gross profit objectives which are established.
• Proactively develops contacts and services customers using phone, email, web conferencing to secure orders and generate sales of products and services.
• Proficiently completes cold call and qualify leads.
• Creates account plans and achieve sales objectives.
• Identifies and helps transition accounts in the medium potential segment to the high potential segment for field-based coverage.
• 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.
• 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.
• Other duties as assigned by supervisor or other designate.

Qualifications

• Four-year business, sales, marketing or trade degree or the equivalent in related work experience.
• Minimum of four-years of prior customer service, marketing, and quotation or sales experience preferred.
• Minimum of four-years of prior electrical distribution and quotations experience preferred.
• Technical competence in understanding electrical systems
• 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.
• 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).

Physical Requirements

Frequency at which you would carry/lift in a typical day:
Occasionally 0 – 33% Frequently 34 – 66% Continuously: 67 – 100%

• Lift from Waist:
  • < than 10 lbs. - Not at all
  • 10 to 25 lbs. - Not at all
  • 26 to 50 lbs. - Not at all
  • 51 to 75 lbs. - Not at all
  • 75 to 100 lbs. - Not at all
  • 100 lbs. - Not at all
• Lift from Floor:
  • < than 10 lbs. - Frequently
  • 10 to 25 lbs. - Frequently
  • 26 to 50 lbs. - Frequently
  • 51 to 75 lbs. - Not at all
  • 75 to 100 lbs. - Not at all
  • 100 lbs. - Not at all
• Carried for Distance:
  • < than 10 lbs. - Not at all
  • 10 to 25 lbs. - Not at all
  • 26 to 50 lbs. - Not at all
  • 51 to 75 lbs. - Not at all
  • 75 to 100 lbs. - Not at all
  • 100 lbs. - Not at all

Physical Activity

Frequency at which you would do the following in a typical day:

• Sitting (a continuous period of being seated) - Continuously
• Standing (for sustained periods of time) - Frequently
• Walking (moving about on foot to accomplish tasks) - Frequently
• Bending/stooping (downward and forward) - Frequently
• Crawling (moving about on hands and knees or hands and feet) - Not at all
• Climbing/Walking Stairs (ascending or descending) - Frequently
• Reaching (extending arms in any direction) - Frequently
• Crouching/squatting (bending the body downward and forward by bending leg and spine) - Occasionally
• Kneeling (bending legs at knee to come to rest on knee(s)) - Occasionally
• Balancing (maintaining body equilibrium to prevent falling) - Occasionally
• Repetitive motion (substantial movement (motions) or the wrists, hands, and/or fingers) - Frequently
• Pivoting (movement in any direction with one foot, keeping the other in contact with the floor) - Occasionally
• Pushing/Pulling (using upper extremities to press against or draw or tug) - Occasionally
• Grasping (Applying pressure to an object with the fingers and palm) - Frequently
• Fingering (picking, pinching, typing; working with primarily fingers and not whole hand) - Frequently
• Talking (expressing or exchanging ideas by means of the spoken word) - Continuously
• Driving (the control and operation of a motor vehicle) - Frequently
• Desk work (work usually performed at a desk) - Frequently
• Use of a computer - Frequently
• Use of a telephone - Continuously
• Hearing (Perceiving the nature of sounds at normal speaking levels) - Continuously
• Exposure (to adverse weather & temperature conditions) - Occasionally
• Travel (travel needed to perform job duties) - Frequently

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.