Corporate Account Manager

Admin - Sales

Job Title: Corporate Account Manager

Job Objective:

To support existing business with a focus on share of wallet (SOW) as well as develop and grow new corporate lead business opportunities. Satisfy the needs of the customer in an efficient, timely, and courteous manner. Specifically focus on growing sales, profitability, and reinforcement of sales practices and pipeline management.

Essential Duties and Responsibilities: In addition to the essential job functions described below, all associates will perform duties as requested by management. Assigned responsibilities and duties may vary based upon location size and operation.

Sales

• Direct sales focused.

• Drive Gross Profit with acceptable Gross Margin of RelaDyne' s products.

• Achieve Sales Targets and Budgets set forth by management

• Mine Existing Business, Develop Share of Wallet and generate organic growth to targeted customer base

• Produce an account portfolio made up of PCMO, HDMO accounts.

• Develop Regional and/or customized marketing materials and sales promotion programs

• Track and report CSF/BDF funds and claim dollars

• Employ and demand a fact-based, analytical approach to all business decisions, with an emphasis on the financial performance of each account assigned

• Define key performance indicators for the Strategic accounts, including the establishment of best practices

• Report on KPI's on a monthly, quarterly, and annual basis for volume, GP, and revenue at both the channel and account level

• Develop and execute the roadmap to provide a superior customer experience for Strategic Accounts

• Develop highly professional sales relationships with strategic customers across the country

• Work collectively with Centralized Purchasing, Product Line Management, Supply Chain and Logistics to determine the lowest cost to serve and sales strategy for network

• Collaborate with the Pricing Team to maximize margins where the market allows and develop a profitable pricing strategy at Strategic Accounts

• Work with marketing, as requested and agreed upon, for supply contracts and RFQs.

• Work with a dedicated team to expand geographic presence and support RelaDyne's Strategic Selling Platform. Align and expand the distribution of branded and private label offerings.

• Coordinate order activity with customer service

• Works with Centralized Credit Manager, for credit approvals on new accounts

Customer Relations

• Meet or exceed sales and profit goals established in consultation with Sales leadership and Branch management

• Conduct quarterly business reviews with strategic accounts and drive critical KPIs identified as important to each customer.

• Develop and maintain relationships with assigned customers to include key accounts

• Present new products to customers

• Ensure follow up with customers on orders and inquiries

• Maintain and update customer pricing

• Ensure customer satisfaction

• Promote company capabilities to customers

• Promote Marketing promotions and programs to customers

• Explain company policies and procedures (warranty information, collections policy, return goods policy, etc.)

• Address and resolve customer complaints in a timely basis

• Assist in the development of Annual Strategic Planner to include the sales budget for a customer list

• Monitor sales trends and product performance results

• Continually enhance sales skills to promote a professional image

• Understand markets and market pricing to generate profitable growth

• Effectively work and leverage the Centralized team at RelaDyne which includes but is not limited to purchasing, supply chain, human resources, sales, and marketing

Knowledge, Skills, and Abilities:

• Customer service skills

• 5+ years selling commercial industrial lubricants

• Capable of analyzing issues and developing solutions

• Ability to be creative and innovative

• Communication skills (oral and written)

• Interpersonal skills

• Judgment and decision-making ability

• Listening skills

• Organization and time management skills

• Product knowledge

• Vendor knowledge

• Understand how to interpret reports analysis, channel products, and customers

Other:

• Build and maintain a robust opportunity pipeline in CRM. Focused on GP growth and sales velocity

• Maintain communication with management with regards to pricing issues in the marketplace

• Ensure customer account information is accurate in the system

• Provide support and feedback to Warehouse Management on shipping issues

• Provide support and feedback to Credit Department as it relates to customer accounts

• Review trial balance with Credit Manager monthly

• Always professionally represent the company ensuring quality customer service

• Abide by all policies, rules, and regulations of the company including all applicable safety rules, regulations, and procedures

• Support corporate programs, goals, and initiatives of the company

• Work overtime as needed

• Possess and maintain an unrestricted, valid driver's license

• Perform the essential duties and responsibilities listed in this job description in a manner that would not endanger the health or safety of the employee, other employees, customers, or members of the public

Performance Measurements:

• Sales and gross profit to budget with emphasis on margin management

• Share of customer wallet growth

• Sales mix by account

• Customer feedback

• Number of net new accounts

• Safety record

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

• Vision: minimum vision required to prevent injury from oneself and others

• Hearing: perceiving the nature of sounds with or without correction

• Talking: expressing or exchanging ideas using the spoken word

• Lifting small weighed objects constantly; 20-pound objects frequently and 20-50 pound objects occasionally

• Climbing ladders, stairs, and ramps

• Balancing, pushing, and pulling

• Crouching, kneeling, reaching, and grasping objects

• Walking: moving about inside the office and/or branch facilities as well as airport/travel needs

• Sit/Stand: Must be able to remain in a stationary position 50 percent of the time

• Capable of traveling as required

Attendance Requirements: Attendance on a regular, consistent basis is mandatory, including arriving at the time as scheduled