Outside Sales - Account Manager II

Job Summary
As an Account Manager, you will be responsible for driving, coordinating, and increasing sales at assigned accounts within your territory.
The Sales Director in conjunction with the VP of Sales will determine account lists.
The Account Manager is expected to promote all products and services represented by the company within the assigned vertical to increase market share year over year.
The annual plan, target accounts and KPI's are to be documented and reviewed continuously.
This person utilizing tools proficiently to continue to grow existing accounts to greater status.
This person is now growing or acquiring "A" accounts and becoming more self-reliant in managing what they have been entrusted with for the sake of their customer, the company, and themselves.
Positional Requirements & Qualifications
Responsible for the direct day to day selling of company product and service offerings as directed, specifically using Application Selling methods to drive new business
Build, maintain, and retain relationships with key buying influences and key management contacts at site by building effective long-term relationships and customer loyalty
Develops and maintain a thorough knowledge of the Company's available services, lines of business, pricing structures, and offers additional services as appropriate to assigned existing customers
Participate in OEM training classes to understand technical differentiators of our OEM product offerings
Complete customer survey reports for all meaningful customer touchpoints.
(Meaningful defined as a touchpoint with a primary customer requiring action items or follow up requirements)
Regularly meets with Sales Director and Operational stakeholders to review customer retention and relationship activities, progress versus goals, and status of key customer relationships
Using the available data - develop, maintain, and implement an account strategy and plan with sales management
Schedules and completes proactive customer calls and visits capturing key information, working with OEM partners on a regular basis.
Identify capital projects, maintenance outages, and other spending events early and alert appropriate personnel
Partners with the operations team, when needed, to address customer services issues
Builds relationships and increases Company visibility through participation in Company-sponsored activities, trade shows, chamber of commerce events and other similar activities
Assure delivery of total customer care
Create and maintain customer trust in the company as a quality, value-added, solutions provider
Demonstrated ability to meet Level I capabilities
Demonstrate product knowledge at a level sufficient to independently make customer presentations that will drive business opportunities
Proactively utilize and develop relationships with OEM representatives to grow sales and demonstrate the company's commitment to their brands
Develop, maintain, and execute an account and product and services growth strategy
Achieve new wallet share growth at key accounts, adding company services and/or product offerings to the spend
Competent in sizing and selection principles utilizing ValvStream, demonstrated ability to review sizing and possible application opportunities from customer spec sheet
Proficient in presenting a Consolidated competitive comparison to Farris and Crosby to grow and promote install base on merits of the valve in comparison to competition
Proficiency in all aspects of VK Viewer software - capable of performing customer training to display growth in VKV as a product and deliver advantages to customers
Complete Groth and CDC Factory Training to expand knowledge of product and interact with manufacturer organizational personnel
Proficient in sizing and selecting ValvFast range of products
Proficient in presenting a Masoneilan competitive comparison to Fisher and Valtek (mechanical & digital products)
Proficient in a live demonstration of ValVue Software
Complete Softek Eng.
ValScope Training
Proficient in a live demonstration of ValScope standalone diagnostics
Proficient in presenting Masoneilan Severe Service Products for extreme operating conditions
Proficient in presenting the company Valve Life Cycle Management strategy to utilize "total package" and "long term relationship" strategy to grow install base
Proficient in leading complete pre & post TAR meetings with customers advancing from "hosting" to "leading" the process - complete ownership using VKV and gathering the necessary resources to complete the circuit before, during, and after TAR opportunities
Proficiency in Tableau, VuPoint, and Google Suite to use the tools to forecast and budget with given knowledge of customer and install base
Develop an Account Management strategy that includes routine visits and meetings that allows flexibility for new opportunities.
Must be publishable and documented within the Pon calendar with a minimum two-week outlook.
Successfully complete "Presentation Skills" and "Negotiations Skills" training provided by SPIS.
Minimal supervision required

Education & Experience
Proficient with computer software tools including but not limited to:
emails, appointment setting, spreadsheets, and tableau dashboards
Years of industry-specific, customer-facing sales experience:
2-6
Book of Business:
$2m - $4m
Bachelor's Degree in Engineering, Business, Marketing, Sales, or related field or equivalent experience preferred
TWIC Card preferred or must be able to obtain
Skills & Abilities
Focus on safety and Team player
Strong desire to succeed and promote new business
Highly organized and Effective time-management
Strong interpersonal, communication, technical, and presentation skills
Ability to build strong customer relationships quickly
Clear background check within company and customer requirements
Must be able to pass drug & alcohol screening
Essential Physical Functions

Lifting up to 25 pounds
Bending, stooping, ability to stand for extended periods of time
Must be able to travel and have a clear driving record in accordance with company driving guidelines

This job description is intended to describe the general nature and level of the work being performed.
This is not an exhaustive list of all duties and responsibilities.
The company reserves the right to amend and change responsibilities to meet business and organizational needs as necessary.