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Account Manager
Plumsteadville, PA
Reference Code: ASG-10712
Responsibilities:
The Hunter -
1. Has a "territory" that consists exclusively of a target / lead list supplied by Marketing / Market Research.
2. Works with Marketing and local sales management to prioritize, qualify and select top targets; does not spend time on "cold calling".
3. "Hunts" only; has no permanent account management responsibilities.
4. Gains access to the account via a single, specific specialty gas based opportunity (SSSO); may refine opportunity scope after initial penetration.
5. Identifies, and then directs selling effort to key stakeholders and decision-makers (“VITO’s”) in target accounts.
6. Listens for, quantifies and documents customer “pain” (unfulfilled needs); prioritizes and selects the most critical customer needs; directs SSSO at specific customer problem.
7. Sees / surfaces opportunities for Air Liquide that may not be part of the standard product offer.
8. Is trained in and makes effective use of institutionalized strategic selling and funnel management tools (e.g., Miller - Heiman) to close SSSO.
9. Is very knowledgeable of ALASG standard product offers, as well as ALASG and AL Group overall technical capabilities; may bring in other ALASG technical experts to assist as needed.
10. Is thoroughly knowledgeable in two or more specific market applications.
11. Has basic knowledge of ALASG account administration systems and practices.
12. Is able to execute "blank page", open-ended, needs-based selling and custom solution development; is able to sell a customer-funded product development proposal.
13. "Packages" the ALASG proposal as a solution to the customer’s specific need.
14. Effectively practices "Dollarization”; determines the cost of the customer’s problem and the value of the ALASG solution.
15. Assembles and presents professional-looking proposals that concisely convey the dollarized value message.
16. Directs the dollarized value of the ALASG solution directly to the decision-maker (VITO); negotiates contract to closure.
17. Targets account closure in three sales calls or less.
18. Is able to multi-task; works 5-10 hunting opportunities concurrently.
19. Is compensated with fixed and variable components; variable component is based primarily on sales revenue generated and contracts signed.
20. May attend industry- or application-specific trade show or meeting to gain market knowledge and expand prospects list.
21. Effectively collaborates with Account Growth Manager “Harvester” and manages smooth transition from initial closure to ongoing account management.
22. Gathers competitive intelligence; knows competitive offers and approach; works with market managers to collate and interpret competitive information.
23. Is trained, skilled, believes in and makes effective use of SalesForce.com; practices "three strikes" documentation (call plan, call, call report).
24. 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 Director of Sales, e.g., pricing and discounting levels.
25. Does not coach or train other hunters; may serve as consultant or provide support to other hunters on occasion.
26. Records and documents new ideas / products / solutions by capturing feedback from prospective customers and working with Marketing to expand our offerings.
Requirements:
Education:
Bachelor’s degree or equivalent demonstrated technical ability
Discipline:
Engineering or other physical science
Experience:
Sales / Business 8 years
Tech Expertise / Field:
Engineering, or equivalent demonstrated technical ability
Language(s):
English Fluently
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