Account Manager, Sales

Columbus McKinnon is seeking an Account Manager to provide best-in-class service to customers by developing trusted relationships and managing a territory's channel partner network for sales growth. The role involves formulating business plans, engaging in consultative selling, and managing distributor relationships to increase sales revenue and market share.

Responsibilities:

• Formulates business plans and strategies to grow overall sales revenue and market share
• Engages in consultative selling with emphasis at large end-users accounts
• Responsible for the successful implementation of commercial business programs, target marketing programs, promotions, training programs, and product launches
• Duties are centered on distributor development in conjunction with customer contact at key strategic end-user accounts
• Primary sales focus for powered and manual hoists, with rigging and engineered products savvy
• Cover geographic sales territories, developing and maintaining relationships with Channel Partners and End Users
• Analyze target account requirements and develop penetration plans to increase market share
• Develop distributor relationships at all levels within the organization
• Utilize distribution and CMCO resources to provide the necessary level of technical expertise to the customer
• Resolve territory issues involving, marketing, pricing, product, warranties, and product modification (specials)
• Responsible for the measurement of distributor performance, and implementing distributor performance improvement programs, for new units and parts sales
• Management of new product launches and promotional programs through the channel
• Collect and report trends and strategies of competitors to Sales Management
• Actively seeks out and participates in both formal and informal training opportunities
• Takes an active role in coaching distribution personnel and evaluating their competency in the support of all CMCO brands, products, and services
• Provide sales opportunity funnel and sale forecasting input
• Assures that CMCO has a consistently high level of distributor capabilities to serve customers in the assigned geography
• Demonstrates an understanding of distributor key business drivers
• Delivers sales workshops as needed to demonstrate capabilities
• Differentiates CMCO products and services from competition utilizing product and non-product factors
• Other duties, tasks, and responsibilities as assigned by Sales Leadership

Requirements:

• Bachelor's degree (B. A.) preferred
• 5+ years of field sales experience
• Travel percentage (both driving and flying) > 50%
• Remote in-home office
• Required to reside in Wisconsin or Minnesota