Norican is home to six leading, Position Purpose Account Manager has responsibility for revenue growth in defined geographic territory based on sales of aftermarket parts; equipment modernization programs (EMP), service contracts, and New Equipment Sales. Strategic territory management is required to grow sales revenue, increase market share and convert competitor installations.
Job Functions
- Develop regional strategy with the VP, Business Development to gain market share in new & existing accounts along with expanding relationships and developing a strategy to maintain & grow existing core aftermarket accounts.
- Use solution-based selling to promote the value of (Wheelabrator, Simpson, DISA, Striko, Italpresse) aftermarket, engineering, service & OEM equipment products in all accounts effectively at all levels. From machine operators through C-level executives
- Utilize company resources effectively with proper planning and qualifying of opportunities
- Coordinate with regional agent networks in assigned accounts to grow business and assist in cultivating new agent relationship strategically in region
- Effectively communicate with your assigned inside sales representative, engineering, applications, service technicians, other Norican brand representatives and other Wheelabrator personnel in your daily and long-term strategic plan to grow the business.
- Gather and maintain information about the customers, prospects and equipment within the territory in the company CRM system including any required tasks as assigned. Provide weekly activity reports, weekly itineraries, on-time submittal of expense reports, prepare and achieve regular territory forecasts.
- Complete all documentation legibly and in a timely manner as required.
• Ability to travel 70-80% of the week (away from home office). - Ability to manage own schedule efficiently and effectively.
- Ability to comply with all Norican NA Environmental, Health and Safety (EHS) requirements and other applicable federal, state, and local EHS requirements.
- Perform special projects and duties as required.
Qualifications & Experience
- Bachelor's Degree (four-year college or university) is preferred or comparable work experience in related field
- Minimum 3 years' experience in Outside Industrial Sales
- Must be familiar with Blast Equipment and its operation or equivalent mechanical experience
- Proficient computer skills, including Outlook, Excel, Word, and PowerPoint. CRM experience preferred
- Valid Driver's License with good driving record.
- This position has access to very sensitive business information and is subject to a signed Confidentiality, Non-competition and Invention Assignment Agreement.
- Amount of Travel Required: 70-80%
Professional Characteristics
- Results orientated and motivated who leads by example.
- Strong analytical and organizational skills.
- Bias for decision making and execution
- Detail-oriented and thorough
- Driven to achieve operational efficiencies while maintaining a high-quality outcome
- Persistence and patience
- Customer Focused - Serves both external and internal clients by focusing effort on meeting the client needs, understanding their concerns, and seeking to build trust.
- Team Builder - Ability to convince a group of people to work toward a goal.
- Communication, Written - Ability to communicate in writing clearly and concisely.
- Professionalism - Ability to promote a polished and professional manner.
- Ability to handle multiple tasks and changes in priorities professionally.
- Tactful - Ability to show consideration for and maintain good relations with others.
- Time Management - Ability to utilize the available time to organize and complete work within given deadlines.
- Strategic thinker who can establish a successful plan and execute the plan to achieve top and bottom-line business growth
- Excellent communication skills enabling effective dialog with employees at all levels
- Ability and willingness to be hands-on as circumstances require
- A self-motivated individual, energizing others, setting the right priorities
- Highest possible ethical and professional standards; behaves in accordance with expressed beliefs and commitments
- Research Skills - Ability to design and conduct a systematic, objective, and critical investigation. Project Management - Ability to organize and direct a project to completion.
- Safety Awareness - Ability to identify and correct conditions that affect employee safety.
- Organized - Possessing the trait of being organized or following a systematic method of performing a task.
- Business Acumen - Ability to grasp and understand business concepts and issues.