What are the responsibilities and job description for the Account Manager position at R.E. Mason?
As a 100% Employee-Owned company, Robert E. Mason & Associates, Inc. believes our Associates are the foundation of both our customers’ and our success. Our strong company culture, and belief in continued investment in our Associates, has helped us realize long Associate tenures, as well as long lasting relationships with our customers. Under the Robert E. Mason & Associates, Inc. umbrella there are two divisions: R.E. Mason and Apperture Solutions.
R.E. Mason is an Emerson Impact Partner covering North Carolina, South Carolina, and Virginia. Emerson is the global leader of process systems and solutions. R.E. Mason provides industry-leading process equipment and service for process control, automation, safety, and reliability. The industries served include Chemical, Pharmaceutical & Life Sciences, Power & Utilities, Food & Beverage, and Pulp & Paper.
Apperture Solutions is a technology independent, professional consulting, and implementation services firm. Apperture Solutions offers Data Enablement, Production Optimization, Operations Management, and Other Value-Added Services. Apperture Solutions partners with other providers to offer our customers the technologies and solutions that fit their needs.
What R.E. Mason Offers Associates:
R.E. Mason is a 100% employee-owned company that offers a comprehensive, industry leading benefits package to all eligible Associates:
- Participation in the Employee Stock Ownership Program (ESOP)
- Retirement plan, including a Safe Harbor contribution
- Medical / Dental / Vision Insurance
- Employer paid Life Insurance and Long-Term Disability Insurance
- Generous paid leave options that include vacation time, sick leave, personal leave time, R.E. Mason Way Half Day, paid Jury Duty, and paid Bereavement Leave
- Paid company holidays
- Career Development Program
- Retirement and Financial Wellness program
- Employee Assistance Program (EAP)
- Alternative/Hybrid Work Schedules
General Description
We are seeking an outside sales Account Manager that will support customers in the Roanoke, VA area ( /- 2 hr radius). The position will call on existing customers as well as opportunities for prospecting and growing new accounts. The ideal candidate will be able to successfully navigate large manufacturing facilities and establish relationships at all levels of the organization. We are looking for a candidate that is eager to learn our solutions, products, services and processes and work with existing account managers to transition and ultimately take over accounts in the territory. The AM must understand the customers’ business, identify customer needs and business drivers, be aware of the customers’ organizational dynamics, develop account strategy, to profitably grow a portfolio of products and services designed to help our customers increase the productivity and profitability of their plants. The AM must be technically sound and able to explain to customers our products, solution capabilities, and what differentiates us from our competitors.
Specific Responsibilities
- Lead the overall sales effort of R.E. Mason’s portfolio of valves and services.
- Coordinate principal and internal resources as necessary to meet the customer’s requirements and objectives.
- Experience selling products or services in following industries preferred: Pulp and Paper, Chemical, Power Generation, and/or Life Sciences.
- Develop sales plans, account strategies and forecasts to meet company, team and individual targets and goals.
- Ability to identify sales opportunities and work with other business units and associates to collectively promote R.E. Mason products and services.
- Desire to thrive in a team selling environment.
- Travel to meet customers, present deliverables and benefits, close business.
- Utilizing a good understanding of the customers’ needs and of the growth potential, he/she will plan, organize, coordinate and execute market development strategies.
- Develop relationships with key stakeholders at each site to help them achieve their business objectives.
- Lead the proposal process working with Inside Sales to deliver quality proposals that meet the customer’s needs
- Analyze performance against budget, interpret sales results, profitability and identify market and customer trends.
- Maintain a thorough knowledge and understanding of all Products and Services including Control Valves, Isolation Valves, Actuation, Valve Services, Regulators, and Safety Relief Valves.
- Maintain Account Plans of the customers’ organization, the politics that influence decision making, and growth opportunities.
- Provide regular status reports to Sales Management of the progress on account objectives and other metrics established for the territory.
- Travel requirement of 25% (1 night per week).
Required Competencies
- Strong written and oral communication skills, including presentation skills.
- Works well in both Team and Individual settings.
- Demonstrated ability to interface with and influence with decision makers– Professionalism – Rapport/trust building skills.
- Prospecting and opportunity development in selling and services approach.
- Strategic thinker with solid technical skills.
- Interpersonal skills; specifically including engaged listening and acknowledging skills, as well as questioning and discovery skills.
Required Education and Experience
- BS/BA degree required in a discipline that supports a technical knowledge of the business.
- Knowledge of the major industries served by our Company (Pulp and Paper, Chemical, Power, Life Sciences)
- 3-5 years of technical sales experience within our industry or related markets.
- Demonstrated record of sales success.
