Corporate Account Manager

JOB SUMMARY:

Rochester Midland Corporation is seeking an experienced Corporate Account Manager (CAM) for their Commercial & Institutional division in New York, Philadelphia, PA or Washington, DC.   The CAM is responsible for the  effective management of key corporate accounts and driving account specific sales strategies to increase revenue, as well as determining effective ways to partner with our largest accounts by developing an understanding of their business issues and helping them overcome these challenges. Candidate will be required to travel to accounts in the US as required.

SUMMARY

Rochester Midland Corporation (RMC) is a leading manufacturer and global supplier of specialty chemicals for food, sanitation, water treatment, legionella control, facility maintenance, & restroom odor control.  Rochester Midland is the leader in Green Housekeeping and is involved with green initiatives and other sustainable efforts.  Rochester Midland is committed to developing sustainable solutions for health, productivity and the environment.

ESSENTIAL JOB FUNCTIONS 

• Meet or exceed sales objectives within profit guidelines with corporate accounts
• Structure and deploy account strategies that maintain current business and generate sales growth according to plan
• Manage the account strategy deployment with sales, service, marketing, and supply chain
• Develop relationships across the different commercial teams, to achieve growth target and customer satisfaction
• Create customer solutions proposals including service, technology, and chemicals, along with professional presentations
• Structure and communicate plans, progress, and results on a regular basis to the different RMC stakeholders
• Provide market intelligence to marketing management
• Provide regular communication including utilization trends, service activities, audits, and KPIs to corporate accounts
• Create and maintain sales activity pipeline according to existing company procedures and tools
• Provide corporate accounts regular revenue re-forecasts vs original plans
• Lead overall customer experience and coordinate as needed with local sales and service teams
• Champion safety awareness & compliance with RMC team, prospects and existing corporate accounts

EDUCATION/ SPECIAL LICENSES OR CERTIFICATION: 

• Bachelor’s degree in business administration, chemistry, engineering, or related field (MBA preferred)

 EXPERIENCE: 

• Equivalent of 7 years’ sales or sales management experience in the specific vertical market of the job opportunity

SKILLS:

• Excellent presentation skills
• Solution selling experience
• C-level / decision maker verbal and written communication
• Efficient teamwork across all organizational levels
• Able to build professional customer presentations using MS Office tools  
• Selling & leadership skills
• Ability to understand P&L, with strong attention to detail
• CRM software                     

COMPETENCIES:  

• Strategic agility
• Business acumen
• Change management
• Effective listening
• Ability to develop trust relationships
• Priority management 

PHYSICAL REQUIREMENTS/ WORKING CONDITIONS:  

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

• Sit or stand for extended periods of time
• Visual acuity necessary to utilize a computer monitor throughout the course of a normal workday
• Ability to perform repetitive keyboarding activities and operate general office equipment.
• Extra hours and some travel may be required

SAFETY RESPONSIBILITIES:  Employee shall be familiar and comply with all safety policies and procedures of the company. 

We're an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.