Territory Account Manager

JOB TITLE: Account Manager

CLASSIFICATION: EXEMPT REPORTS TO: Branch Manager/Sales Manager

SUMMARY: Uses independent judgment to oversee all aspects of sales and customer service within a defined territory. Ensures excellent customer service through the timely and accurate delivery of services, including rental orders and the management of price negotiations and quotes. Resolves customer issues, referring them to the Branch Manager and then Sales Manager, when appropriate.

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

Operations:

• Utilize the Companys ERP and CRM systems to fully document, track, record, follow-up and capture all related sales activity in a timely and accurate manner. Use of these systems should contribute directly to developing a pipeline of opportunities to include the proposals, winning the sale, sales volume, territory management, participation, and customer satisfaction
• Prospect and qualify new accounts from existing accounts, dormant accounts, and lost accounts including competitor accounts
• Monitor market conditions, new product development, competitors, and manufacturers programs and resources to meet performance goals
• Sell whole-goods, parts, and service(s) as a complete customer solution and build long term relationships within their territory to maximize customer and company profitability

CUSTOMER SERVICE:

• Processes customer orders and quotes, resolves negotiations and issues
• Prepare sales plans and strategies
• Develop and make presentations of company products and services to current and potential customers
• Responsible for monitoring and expediting fulfillment of orders to ensure timely delivery and a high level of customer satisfaction
• Collaborate with other division and department representatives to promote cross selling to customers whenever possible
• Assures rentals equipment is replaced quickly in the event of a breakdown or other problem Coordinate and/or conduct field demonstrations as well as operate machinery at customer work site
• Maintain strong knowledge of used equipment values and be able to evaluate properly for trading purposes
• Accountable for timely follow up on each sale to ensure customer satisfaction
• Monitor customer Accounts Receivable balances and assist with collection efforts

GENERAL JOB PERFORMANCE /SKILL STANDARDS

Employees must meet the following general job performance standards:

• Teamwork: Places goals of the Company foremost when interacting with others at all levels. Builds an environment that fosters teamwork and enhanced task accomplishment through positive and supportive cooperation
• Communication: Expresses ideas clearly in writing and verbally. Makes clear, concise presentations and demonstrates effective listing skills. Conveys necessary ideas and information to others
• Professional Knowledge and Skills: Possesses required knowledge and skills in functional field. Demonstrates ability to effectively apply knowledge in completing tasks objectives
• Planning and Organizing Work: Sets clear objectives and priorities, establishes courses of action, organizes tasks and schedules, and allocates resources to accomplish goals and objectives on or ahead of schedule
• Job Commitment: Shows initiative in willingly accepting responsibility. Performs expected and unexpected tasks, demonstrates tenacity in completing tasks. Willingly exerts extra effort when necessary to get the job done without being directed to do so
• Productivity: Demonstrates high level of contribution in accuracy, quality, completeness and volume of work. Concentrates on important aspects of task objectives
• Problem Solving: Identifies and defines problems, properly selects and analyzes relevant facts to reach sound conclusions. Recommends timely and viable solutions
• Decision Making and Judgment: Gathers relevant data, sets clear objectives, evaluates alternatives, makes timely decisions and commits to courses of action. Uses sound judgment: does not act impulsively in reaching decisions.

GENERAL REQUIREMENTS:

• Maintains effective channels of communications with management, co-workers, vendors and all other business contacts
• Conducts self in a manner reflecting positively on PAR and STAR and encourages others to do the same
• Ability to multi-task
• Participate in available company-sponsored training, in an effort to develop and advance knowledge base and skill set
• Participate as required in company/location driven communication efforts, including open book meetings, huddles, department meetings and other related efforts
• Maintain a positive and professional working relationship with peers, management, and support resources, with a constant commitment to teamwork and outstanding customer service
• Maintain an organized work environment
• Present a neat, professional appearance
• Arrive at work at scheduled time, including being prepared to work on time after breaks and meal periods
• Maintain a valid drivers license and a good driving record (if authorized to drive by HR Manager)
• Must be eligible to be added to company insurance
• Perform all other duties as assigned by management in a professional and efficient manner

QUALIFICATION REQUIREMENTS

• At least 5 years of experience in a similar work environment with a proven track record of effective decision-making and excellent people management skills
• Solid understanding of local market conditions
• Knowledge of resale values of particular machinery a plus
• Strong communication and interpersonal skills required

Education and/or Experience:

Computer Skills:

• Must be computer literate in Microsoft Office Suite

Language Skills:

• Ability to respond to basic inquiries and present information effectively to customers, co-workers, and management verbally and in writing

Mathematical Skills:

• Ability to apply math concepts to practical situations

Reasoning Ability:

Ability to define problems, establish facts, and draw valid conclusions