New Account Manager

Employment Status : Regular

Time Type : Full time

BUILDING A WORLD CLASS TEAM STARTS WITH YOU

At the heart of CSA Group is a vision : making the world a better, safer, more sustainable place. It's been part of our mission for nearly one hundred years : from the first engineering standard for railway bridges developed in 1919, to more than 3,500 standards, codes & related products today.

Headquartered in Canada, with a global footprint of more than 30 labs and offices across Europe, Asia and North America, CSA Group tests, inspects and certifies a wide range of products - from every day househould items to leading edge technology-to meet exacting requirements for safety, performance and environmental impact.

Our employees take pride in making a difference in people's lives through the work that we do. We're looking for people like you to help make it happen.

Job Summary :

Job Title : New Account Manager Date : June 2020

Division / Department : Commercial Unit

Primary Function Why does the job exist?

Serves as the primary customer contact in the development of new accounts. Works with Marketing to determine prospects, and help nurture the leads to develop accurate new account strategies to win business with companies that do not currently do work with CSA Group. Fills the pipeline by utilizing company research tools, defining value in the eyes of the prospect, prioritizing leads and developing prospecting call plans. Builds customer profiles and call plans that address why prospects are not currently using CSA, thus best addressing yellow lights and articulating CSA's value proposition to win their business.

Working Relationships : Reports to whom? Supervises whom? Peer Relationships

Reports to a Sr. Manager (Commercial) Testing Services

Works with Business Managers, Customer Care Specialist (CCSs), Technical Specialists and Operations staff

Dimensions : (if applicable) Operating / revenue Budget? Staff size? Other Measurable Factors?

Responsible for new customer wins, measured by number of accounts and amount of bookings revenue

Principal Duties & Responsibilities Include all essential job functions This section should include the primary day-to-day responsibilities & activities of the position. These should represent the "core" of the job duties.

Establishes new account relationships to meet personal sales targets, emphasizing the entire value chain of CSA Group services available

Independently prospects for new customers within assigned territory, using various lead generation and direct solicitation methods

Prospecting, quoting and sales targets are determined on a yearly basis

Contacts former CSA Group customers lost to other agencies to attempt to regain work

Prepares written proposals of cost for services for clients, working with Technical Specialists and Operations staff

Participates in associations and outside organizations deemed appropriate by management

Establishes and maintains a list of contacts based on experience, historic utilization reputation, influence and personal judgment, including supplied contacts, as well as personally developed relationships

Provides periodic written reports on calls, customer contact, proposals, quotes, expenses, travel and tradeshow activities, as well as oral presentation as required

Evaluates industry reports, territory databases, external competitive information and develops territory analysis or provides input for presentation and reporting to manager

5) Work Environment

• Describe the working conditions related to the job including physical requirements, equipment used, time constraints, public contact, etc.

Works remotely as required

Prolonged periods sitting at a workstation

Sitting, standing or walking for long periods of time at tradeshows and conferences

Visual strain associated with prolonged use of video display monitors

Sometimes deals with difficult clients and / or staff

Frequent unexpected deadlines and shifting of priorities

Must be willing to travel as much as 50% of time and on weekends as required

Valid driver's license and proof of auto insurance

6) Preferred Education &

Experience

Bachelor's Degree and 6 or more years Sales experience or equivalent industry experience

Prior experiences with sales CRM tracking software a plus

Proven ability to consistently exceed sales goals

Proven experience dealing with large organizations at senior level

Create clear, effective and professional written communication and presentations

Ability to create, prepare and execute complex business strategies while organizing multiple projects and job responsibilities

Organized and independent

Proven ability of confidentiality in previous positions

Strong initiative and ability to develop new customer contacts

Able to maintain positive contacts within the organization to exchange, explain and interpret information or ideas and follow-up on client requests

Strong organization and time management skills

Creativity and project management skills to plan for projects, events and conferences

High level of initiative and motivation to meet or exceed targeted goals with minimal supervision

Computer proficiency in Word, Excel, PowerPoint and CRM database applications

Ability to prepare cost proposals promptly to meet customers' needs

Responsive and pleasant when dealing with external and internal customers, peers and co-workers

This position requires regular attendance and punctuality in accordance with Company policies. Additionally, the ability to interact well with other employees and work overtime, as necessary, is required.

CSA Group is an Equal Opportunity Employer and is committed to diversity, equity, and inclusion. We prohibit discrimination and harassment of any kind based on any grounds stipulated by applicable laws. We are an organization where opportunities are based on skills and abilities, and differences are respected and valued. Please contact us at [redacted] if you require accommodation in the interview process.