Account Manager

Position: Account Manager Location: Adairsville, GA

Job Id: 794 # of Openings: 1

Position Summary:

Responsible for driving sales & revenue growth, continuous distribution network improvement / development, and promoting YANMAR customer relations within assigned territory on a direct sales basis as well as through YA's wholesale distributor network per the goals and objectives of the YANMAR America Industrial Group.

Job Functions:

• Budgetary:

• Provide rolling 12-month sales forecast for assigned region.

• Follow corporate and departmental policies to increase sales and profit, with goals to meet or exceed forecast, assigned revenue & sales targets.

• Review and report on monthly sales performance.

• Prepare and present, as required, reports for monthly department meetings.

• Accomplish all goals within expense budget parameters.

• Internal:

• Maintain good working relationships with YA Industrial Management, team members and other departments internally by coordinating and communicating sales and marketing activities through e-mails, meetings (both formal and informal), and reports / documentation related to Distributor and direct customers activities

• Coordinate activities with application engineering staff to insure on-time project completion.

• Competency in relaying communications, requests & other business issues to the proper internal YA personnel, and delegating items falling outside Account Manager required responsibilities.

• Ensure all YA business policy & procedure is appropriately executed.

• Account Management / Business Development:

• Continually secure new sales orders and grow & maintain customers' open order banks for all YANMAR Industrial products and provide input for stocking levels

• Review customer / distributor open orders & inventory to ensure proper stocking and order levels required to satisfy market and customer demand.

• Improve and maintain customer satisfaction and trust through close communication with customers by communicating YANMAR's value as a supplier through all distribution channels using all available communication technologies.

• Communicate all YANMAR's current goals, expectations, processes, procedures and other relevant information clearly to both direct customers & distributors.

• Positively encourage/motivate/drive distributors to grow YANMAR sales to meet YA Industrial Group's business goals and objectives.

• Secure all required reporting & market data from distribution such as current dealer lists, monthly/quarterly business activity reports, annual business plans, customer/prospect lists, customer demand information and other reports as required.

• Conduct regular visits to direct OEMs & OEM prospects as well as joint visits to distributor customers and prospects to promote business growth.

• Continually support & educate distributors to build confidence in YANMAR product knowledge, technical aptitude, process understanding & independence

• Continually develop & nurture relationships with prospective distribution companies & direct customers

• Intervene in account receivable issues as defined in local work instructions.

• Marketing:

• Responsible for motivating distributors to aggressively promote YANMAR Industrial products utilizing traditional media, digital media, trade shows, grass roots efforts, seed programs, and other creative programs to grow current business and gain new business.

• Attend trade shows as required.

• Provide on-going training and sales support to distributor staff.

Competencies:

• Customer Focus

• Communication

• Manages Self

• Sales Ability

Supervisory Responsibility:

• None

Critical Interfaces

• YA Senior Leadership & other YA employees.

• All levels & departments, including executive leadership, of direct customers.

• Customers, ownership & staff of Distributors.

• Prospective customers, Distributors, and other contacts.

Knowledge, Skills, and Abilities:

• Collaborative working style with strong capability to work with multicultural teams.

• Familiarity with manufacturing processes

• Experience in business planning a plus.

• Ability to work 8+ hours per day in a plant/office setting. Must be able to navigate all areas of the building and facility as needed. May occasionally lift and move up to 20 pounds in an office, customer or similar setting. Must be aware of surroundings.

• Ability to travel up to 50% for site visits to OEM & DOEM customers, distributors, prospects, trade shows, and other YANMAR facilities as necessary.

Job Qualifications

• B.S. in Business Administration, Marketing, Operations or related field or 7 + years sales and marketing experience in diesel engine market or closely related field

• 5+ years of experience building & developing multi-channel distribution networks.

• Collaborative working style with strong capability to work with multicultural teams.

• Experience in successfully accomplishing goals within a high-pressure environment.

• Must be very good at time management while multi-tasking.

• Experience in implementing business plans, business plan execution & adaptation to achieve goals.

• Adheres to corporate and departmental policy & priorities.

• This position is full time and location is in the Western US (WA, OR, CA, NV, AR, UT, ID, MT, WY, CO, NM) (No Relo)

This job description reflects management's assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned. This job description also does not constitute an employment agreement between the employer and employee and is subject to change by the employer as the needs of the employer and requirements of job change.