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Cylinder Sales Account Manager
Houston, TX
Reference Code: ASG-10697
Responsibilities:
The Account Executive -
1. Gains access to the entire account through effective networking, and is well-known and is on a first-name basis with personnel at all levels at the account.
2. Personally calls on / is frequently present at the account; timing and frequency depends on account size and complexity; brings the donuts on Friday morning.
3. Is commonly / consistently involved with customer project teams and is consulted for technical assistance.
4. "Walks the halls"; looks left / right for additional customer supply opportunities; remains alert to service new customer needs through networking; actively seeks to displace competitive positions at the account.
5. “Pulls through” other ALASG products; increases share of customer “wallet”.
6. Is knowledgeable regarding customer’s applications and use of ALASG products.
7. Is knowledgeable of ALASG technical capabilities; knows ALASG standard product offers; brings in other ALASG technical experts to assist as needed.
8. Is well-networked internally; knows who to go to in AL to solve customer issues.
9. Is very knowledgeable of ALASG account administration systems and practices, e.g., order entry, delivery, contract terms and conditions, rent policies, invoicing, etc.
10. Introduces / establishes relationship between customer and local ALASG customer service team.
11. Listens to / for customer requests for help; brings needs / requests back to base for fulfillment.
12. Manages / optimizes pricing and gross margin for the entire portfolio of products and services at the account.
13. Monitors and documents ALASG performance and customer satisfaction in “dollarized value” format; maintains customer dollarized value file.
14. Reports customer incidents and issues promptly and monitors resolution executed by others; documents ALASG performance improvement opportunities.
15. Is compensated with fixed and variable components; variable component is based primarily on new sales and gross margin growth in each account.
16. Effectively collaborates with other Sales Representatives and manages a smooth transition as new signed accounts are brought on board.
17. Renews existing business according to account renewal plan to retain account and / or improve margin; pre-empts customer RFQs and bids for existing business.
18. Gathers competitive intelligence; works with market managers and local management to collate and interpret information on competitive activity.
19. Is trained, skilled, believes in and makes effective use of SFDC; practices "Three Strikes" documentation (call plan, call, call report).
20. Conforms to applicable sales policies established by ALASG / AL Group, e.g., standard legal terms and conditions; also conforms to uniform sales policies set forth by ALASG Sales Management, e.g., pricing and discounting levels.
21. Trains, coaches, and mentors other, more junior Account Executives, at the discretion of management.
22. Records and documents new ideas / products / solutions by capturing feedback from the customers and by working with Marketing to expand our offerings.
Requirements:
Education:
Bachelor’s degree or equivalent preferred; two-year degree minimum; or equivalent
Discipline:
Business; management; engineering or other physical science
Experience:
Sales / Business 4 Years
Tech Expertise / Field:
None required; engineering or physical science helpful; sales of specialty products helpful
Language(s):
English Fluently
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