Job Overview

The Sales Account Manager is responsible for the management of sales and relationships with new and existing customers. We are looking to add someone to our team who is a lateral thinker, excellent communicator, able to navigate complexity and embrace ambiguity. It is crucial that our Sales Account Managers promote a positive company image through safety, quality, consistency, and professionalism.

Key Responsibilities

Develop and implement sales strategies to maximize growth and profit potential
Become the main commercial contact with customers
Develop and implement sales targets and strategies to maximize the growth of the company, while balancing the workload across the facets of our core competencies and overall company objectives
Meet yearly sales targets as assigned by the Director of Sales
Provide and present a weekly sales forecast to the Director of Sales
Present proposals to customers and secure orders through selling value
Manage customer negotiations when applicable

Increase Industrial Contracting Solutions. market share and sales dollars by:

Explore opportunities to grow the customer base while retaining existing customers
Identify opportunities to quote on facility upgrades, integration requirements or any other product offering from Industrial contracting solutions
Identify opportunities to quote on the supply of electrical panels & panel equipment across Canada
Manage and grow Rolfe’s & Boone Cable division across Canada
Qualify all opportunities to ensure the effective use of company resources
Manage and update the sales funnel weekly
Identify and prioritize new customer development
Source new income streams
Sell all marketed products and services in order to meet sales objectives
Obtain details for quoting and arrange site visits with Estimators
Work with sales team to maximize the distribution of products and services that meet the needs of customers in the geographic region
Liaise with Operations Manager and personnel to ensure on-time and accurate delivery of products to customers
Liaise with quoting personnel to ensure accuracy
Manage all sales activities as part of a specified sales team within an assigned geographic area
Report market trends back to the manager

Marketing/Advertising

Develop and improve on marketing presence
Increase awareness of product and services offerings among the geographic territory
Attend industry functions and trade shows
Implement promotional activities to support sales and team objectives
Represent Industrial Contracting Solutions. in a professional manner through the use of Corporate Branding and Apparel
Utilize social selling to further expand Industrial Contracting Solutions. Within the targeted territory

Maintain Customer/Sales Database

Maintain appropriate and accurate records of all sales activities through CRM
Document sales activities in CRM
Track quotes through the sales cycle to close orders through CRM
Forecast projected sales through CRM weekly
Track win and loss notes in CRM

Customer Service and Management

Direct customer needs to specific knowledge within Industrial Contracting Solutions. expertise
Provide superior customer service, including regular and timely customer follow-ups, quotations and completed work
Ensure timely remittance of customer invoice payments
Responsible for managing customer contacts, establishing customer-specific plans and measuring results
Weekly visits to new and existing customers
Develop and maintain target accounts for respective sales territory
Liaise with Project Managers and Customers for all Factory Acceptance Tests FAT/SAT, participate as required

Continuous Development Plan

Communicate to management new marketing developments and trends in the sales of company and competitor products within the geographic area
Develop a continuous improvement plan
Develop a detailed territory plan tracking all weekly meetings and site visits through Outlook
Develop OEM relationships to acquire installation business
Develop contacts and relationships with potential strategy partners in similar industries
Attend and participate in the weekly Sales Meetings as well as any training provided by the Company

Miscellaneous

Always conduct oneself in a professional manner in alignment with Company values, including but not limited to language use, attire, and workmanship
In accordance with Company policy and relevant employment legislation, overtime and work outside of regular hours, and being on call may be required at the discretion of the Company
All other duties as assigned

Requirements

REQUIRED EXPERIENCE & QUALIFICATIONS

You have a post-secondary education
You have 3 – 5 years of Consultative Sales Experience
You have successfully completed some form of Sales Training Course
You have a proven track record of meeting or exceeding sales targets
You have the ability to cold call
Valid Driver’s License
You are comfortable selling on value and discussing money with customers
Excellent verbal and written communication skills
Proficient in MS Suite of applications
Able to create professional presentations/proposals and presenting to senior leaders

Industrial Contracting Solutions

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Sales Account Manager