What are the responsibilities and job description for the Account Manager position at White?
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Job Description:
The Account Manager is responsible for driving revenue growth by developing and managing relationships with OEM and distribution customers in the hydraulics industry. This role requires deep technical knowledge of hydraulic motors, steering systems, and integrated hydraulic solutions. The Account Manager will execute sales strategies to expand market share, drive profitable growth, and align with White’s commitment to unmatched speed, quality, and customer satisfaction.
Key Responsibilities:
• Develop and manage relationships with OEMs, distributors, and key customers to drive sales of hydraulic motors and steering solutions.
• Provide technical expertise to customers, ensuring the best-fit solutions for their hydraulic applications, including integration with existing systems.
• Collaborate closely with R&D and engineering teams to support product development initiatives and align offerings with market needs.
• Apply a consultative sales approach to identify customer pain points and present value-added solutions in terms of performance, efficiency, and cost savings.
• Conduct technical presentations, training sessions, and product demonstrations for customers and distribution partners.
• Utilize CRM tools to track customer interactions, sales pipeline and forecast demand accurately.
• Negotiate pricing and contract terms to achieve financial targets, ensuring alignment with company goals in EBITDA, working capital, and overall profitability.
• Monitor market trends, competitive landscape, and emerging technologies to inform strategic decision-making.
• Ensure seamless collaboration with internal stakeholders, including customer service, engineering, and supply chain, to optimize order fulfillment and customer satisfaction.
Required Skills & Qualifications:
• Technical Expertise: Strong background in hydraulics, with a deep understanding of hydraulic motors, steering systems, and integrated hydraulic solutions.
• Sales & Account Management: Minimum of 5 years of experience in sales, account management, or business development in the hydraulics or mobile machinery industry.
• Engineering Knowledge: Bachelor's degree in engineering (mechanical, industrial, or related field) preferred. Equivalent experience in hydraulic system applications will be considered.
• Analytical & Problem-Solving: Ability to analyze complex customer requirements and propose tailored hydraulic solutions.
• Negotiation & Communication: Strong ability to engage with technical and commercial stakeholders, including C-level executives, engineers, and procurement teams.
• CRM & Tools: Proficiency in Microsoft Office, SAP, Salesforce, and sales analytics tools.
• Travel: Willingness to travel (25% or more) based on customer and business needs.
Preferred Qualifications:
• Experience in managing distribution channels and working with global customers in industrial and mobile hydraulics.
• Strong track record in value-based selling and consultative sales approaches.
• Familiarity with hydraulic system design, application engineering, and troubleshooting.
This role is an opportunity to contribute to White’s leadership in the hydraulics market, driving strategic growth and delivering unmatched customer value. If you are passionate about hydraulics and sales, we encourage you to apply!
