Account Manager

Summary/Purpose:
Account/ Program Manager will serve as a sales and account management leader to the assigned accounts. Will demonstrate leadership in communicating business goals, programs. This individual will utilize experience or expertise in Plastic Injection Molding to solve problems, develop and execute objectives for self and others, and will have the ability to effect short-term and long-term business goals. Works in close collaboration with field personnel, lab teams, and operations, working with other members of the sales team

Desired Skills and Experience
The ideal candidate combine both "hunter" and "farmer" mentalities—demonstrating a strong track record of prospecting new business while effectively growing and managing existing accounts. They excel in negotiation and communication, can manage multiple competing priorities with precision, and have a proven ability to create and deliver persuasive sales presentations. A passion for execution and seizing every opportunity is essential

Major duties include: working directly with customers or branch personnel to negotiate pricing and delivery issues on new and existing business, developing new product ideas including bearing selections and the product approval/design process. Additionally, this person is expected to build relationships with the customers sales and management personnel, including engineering and quality in order to deeply strengthen position

• Own all accounts with a focus on:
• Growing revenue in existing business
• Winning new design-ins and programs

• Work the full commercial lifecycle:
• Proactively drive RFQs
• Follow up on pricing feedback, competitive position, and sourcing timing
• Be part of the sourcing decision, not a spectator

• Execute a 3 wide, 3 deep account strategy:
• Build multiple relationships in purchasing and engineering
• Know the buyer, colleagues around them, and their leadership
• Reduce single-point-of-contact risk in every account

• Call on engineering and design teams:
• Get our custom components specified and designed in
• Coordinate with internal technical support to qualify tools and parts

• Understand and articulate customer pain:
• Purchasing (cost, delivery, risk, supply continuity)
• Engineering (design constraints, reliability, manufacturability)
• Position our value accordingly, not just present a generic company deck

• Collaborate closely with inside sales support and engineering:
• You're the field face; they help you execute

• Author initial customer correspondence
• Achieve/exceed annual business plan forecast
• Develop plans and strategies for developing business and achieving customer sales goals
• Submit RFQ’s quotes, NDA`s, drawing requests, sample requests, PPAP requests, etc. as necessary
• Proactively solicit and establish customer needs and requirements and communicate to corporate in such a manner as to avoid any interruption of customer production or operations
• Prospecting and developing new customer opportunities
• Update call reports and CRM ( Customer Relationship Management) in a timely, concise and professional manner
• Continually strive to increase your knowledge of services, target markets, etc. as defined by corporate
• Within the Territory, be involved with appropriate industry associations, trade organizations, etc., and attend trade shows and similar as necessary
• Gather and forward information on competitor activities, as well as general issues and concerns on a monthly basis
• Develop and maintain strong, positive relationships within the organization, and corporate personnel.

Job Knowledge, Skills and Abilities:

• Minimum 5 years’ experience as outside sales representative
• High mechanical aptitude and ability to understand and communicate technical concepts
• Strong verbal, written communication and presentation skills, with emphasis in Quality and Customer Service
• Advanced decision making and problem-solving abilities
• Extensive Molding Industrial aftermarket experience in open Territory, and experience working with mid to sr. level management at industrial distributors and OEM’s
• Ability to work in a team-based, participative environment working towards a group goal
• Excellent communication, business planning and organizational skills
• Proficient with Microsoft Outlook, Excel, Word, PowerPoint and CRM’s

Education and Experience:

• ME preferred, but BS/BA in Business Administration, Industrial Technology, Industrial Distribution, etc. required
• Bearing experience is preferred but not required

Work Environment/Physical Demands:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job

• The performance of this position requires exposure to manufacturing areas which require the use of prescribed PPE
• Conducts himself/herself with the highest ethical and moral standards
• Demonstrated ability to prioritize and execute
• Highly motivated, results driven, and detail oriented
• Team player and able to multi-task
• Strong communication skills, both written and verbal, for use in dealing with customers, office staff, production, and vendors
• Competitive desire to succeed
• Position is required to be onsite