Sales Account Manager

Role Overview

• Cultivate and nurture positive relationships with both new and existing customers and distributors to foster loyalty and increase revenue generation.
• Initiate proactive communication channels to stay connected with customers, understand their evolving needs, and anticipate future requirements.
• Ensure consistent customer satisfaction by continuously evaluating and addressing their needs, preferences, and feedback.
• Proactively identify potential issues or challenges and resolve them promptly to maintain high levels of customer satisfaction and retention.
• Facilitate all aspects of customer interactions, including negotiating contracts, providing sales quotations, and establishing pricing agreements.
• Manage national accounts negotiations, both for new contracts and existing agreements, to optimize terms and conditions for mutual benefit.
• Conduct regular visits to customer sites to provide personalized consultation and expertise on products and services.
• Utilize on-site visits as opportunities to deepen relationships, gather feedback, and identify additional business opportunities.
• Serve as the primary point of contact between the sales team and upper management, providing regular updates on sales performance, market trends, and strategic initiatives.
• Utilize market research and sales data analysis to determine realistic sales budgets, aligning with company objectives and growth targets.
• Forecast sales projections based on customer potential and market opportunities to establish attainable goals and revenue targets.
• Engage in diverse networking opportunities, including participation in local trade associations and industry events, to enhance company visibility and forge new business relationships.
• Foster strong relationships with sales professionals, manufacturing teams, operations staff, and management to facilitate collaboration and synergy across departments.
• Identify and leverage sales and service opportunities within the organization to achieve strategic business objectives and maximize revenue potential.
• Develop comprehensive and dynamic business plans tailored to designated sales territories, incorporating market analysis, competitive positioning, and sales strategies.
• Continuously refine business plans based on evolving market dynamics, customer feedback, and sales performance metrics to ensure alignment with company goals.
• Work diligently to achieve annual sales budgets and targets set by upper management, employing strategic sales tactics, effective team management, and proactive problem-solving to drive results.
• Monitor progress against sales objectives and implement corrective measures as needed to mitigate risks and capitalize on opportunities for revenue growth.
• Foster regular and open communication channels with departments such as marketing, technical, inside sales, and others to ensure alignment of goals and objectives.
• Coordinate and conduct regular manufacturing plant tours to understand business needs, identify potential sales opportunities, and further showcase differentiation and vertical integration in the market.
• Exhibit exceptional proficiency in both written and verbal communication, demonstrating the ability to convey ideas, information, and messages effectively and persuasively.
• Engage in articulate and compelling verbal exchanges during meetings, presentations, and negotiations.
• Build rapport and establish trust with clients, colleagues, and stakeholders through effective communication.
• Maintain meticulous attention to detail in all aspects of work, including documentation, data analysis, and task execution.
• Identify opportunities to streamline processes and workflows to optimize efficiency and resource utilization.
• Maintain consistent execution and follow-through on tasks and initiatives from initiation to completion.
• Communicate progress updates and potential obstacles transparently to stakeholders to manage expectations effectively.
• Consistently compile detailed weekly, monthly, and semi-annual reports documenting sales activities, including sales volume, revenue generated, and pipeline progression.
• Utilize data analysis tools to extract meaningful insights from sales reports, identifying trends, opportunities, and areas for improvement.
• Ensure meticulous completion of all Customer Relationship Management (CRM) reports, encompassing call plans, call reports, journal entries, and daily activities.
• Maintain accurate and up-to-date records of customer interactions, sales transactions, and follow-up activities within the CRM system.
• Offer effective leadership and guidance to fellow account managers, fostering a collaborative and supportive team environment.
• Prioritize safety at all times, both internally and externally, ensuring compliance with safety protocols and fostering a strong safety culture throughout the workforce.
• Travel 30-50% to company, customer, supplier, and conference locations located throughout North America, including overnight travel.
• Perform any other task deemed necessary by management.

Requirements

• Bachelor’s Degree in Business, Sales, Marketing or a related field
• 5-10 years experience within Manufacturing, Industrial, OEM, Distribution and/or related business
• Demonstrates a proactive approach to sales with exceptional communication and presentation skills.
• Ability to effectively convey ideas, negotiate terms, and address client needs with clarity and persuasiveness.
• Exhibits a strong aptitude for problem-solving, quickly identifying issues and implementing effective solutions to overcome challenges.
• Adaptable and resourceful in navigating complex sales scenarios and resolving client concerns.
• Proven track record of establishing strategic partnerships and alliances to expand client bases and enhance revenue streams.
• Skilled in building and maintaining long-term relationships with clients, vendors, and industry stakeholders.
• Results-oriented with a focus on driving revenue growth and maximizing opportunities for success.
• Ability to cultivate strong internal and cross-functional relationships, leveraging teamwork to deliver exceptional customer service and support.
• Proficient in negotiation techniques and strategic planning activities to secure favorable terms and agreements with clients and partners.
• Skilled in conducting thorough research, analyzing market trends, and developing comprehensive plans to drive sales and business growth.

Benefits

• Medical, Dental, Vision, and Life Insurance
• Medical Travel Reimbursement for critical healthcare travel
• Company Paid Life Insurance
• Volunteer, Caregiver, and Bereavement Leave
• Education Reimbursement
• Family Planning Reimbursement
• Competitive Paid Time Off & Company Holidays
• Retirement Savings Plan with a dollar-for-dollar match up to 6% of your salary
• Extensive Paid Parental Leave in the event of birth or adoption
• Opportunities to purchase Michelin Stock at a discounted rate
• Michelin Tire Rebates
• Employee Assistance Program that provides health, financial, and legal counseling among other resources