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Form of workJob Summary:
The Account Manager is responsible for the promotion, development and direct sales of Whole Goods, in the western region of US and Canada, as a member of the AGS Sales Team in Centrifugal Products and Services. The incumbent will be responsible for initial contact and follow up for sales of all new centrifugal machine products, to the air separation industry, process gas industries and engineering contractors known as EPC’s. The territory will be the Western US and Western Canada with a large focus on Texas and adjacent states. This position can be based in the Western US.
Responsibilities:
- Follow up on successful bids, working closely with the appropriate Tendering and Project Management team members, to assure the customer’s expectations are met.
- Follow up on all outstanding quotations to conclusion. Determine the reason for any lost orders and report.
- Develop a weekly sales schedule plan and maintain records of calls made, along with sales won and lost.
- Maintain spending expenditures within reasonable established budget limits.
- Be familiar with competitors, their sales activities and the products they are promoting to same customers.
- Travel required is 75% within the United States and Canada, to customer offices and plant sites.
- Develop potential customer lists and maintain close scrutiny of industrial growth in your territory for the building of new plants and expansion of existing facilities.
- Make contact with purchasing and engineering departments of potential customers to determine compression requirements, current and future, disseminate product information, determine if there is a potential sale and follow up such leads until sale is won or lost.
- When customer uses bidding procedure, make every effort to influence and assist customer to develop and use bid specifications and assure that Ingersoll Rand is on the bidder's list.
- Work with Engineers in writing up and presenting a quotation based on the customer's requirements, ensuring that the bid or quotation is accurate, precise and thoroughly understood by the customer.
- Follow up on successful bids, working closely with Field Service Technicians and with customer personnel responsible for installing and maintaining the machine.
- Maintain relationship with existing customers to determine possible new sales or problem areas.
- Support finance team on payment collections to meet company operating income and cash flow targets.
- Keeping all opportunities updated in Salesforce with the current details completed in all required fields. Updates are to be done every week.
Incumbents in this position will work from their home, under a minimal amount of supervision. The Account Manager, due to experience and consistently demonstrated competence, is assigned a territory containing the larger and more sophisticated customers. The Account Manager is expected to operate with a high degree of independence in developing and presenting proposals and in negotiating prices, as well as sales terms and conditions. The incumbent has full knowledge of all products and services and their proper applications. You work with the Tendering Team in preparing quotations. Expertise in the product and its application are major assets in the sales effort.
Qualifications:
- Bachelor of Science Degree in Mechanical Engineering is preferred, but not required.
- The Account Manager will have at least ten (10) years of experience in selling compressors or similar products.
Key Competencies:
- Strong interpersonal skills.
- Compelling presentation and communication skills, with both external customers and internal customers.
- Highly developed proficiency in MS Office Suite including Excel.
- Preferred experience in CRM databases and expertise in working with SAP, Siebel, Oracle and Salesforce.
- Strong selling skills.
- Influence and results from working with others in a team environment.
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