Industrial Refrigeration Account Manager

Title: Machinery OEM (MOEM) Account Manager

Department: MOEM Sales

Position Reports to: MOEM Division Manager

Products: Custom Control Panels, VFD’s and Soft Starters (Complete Package Solutions)

Location: Remote

IDEAL CANDIDATE:

The ideal candidate will have 10-15+ yrs Business Development experience selling Custom Panel and Control Package Solutions for applied motor applications directly to OEM manufacturers.

Position Overview:

The MOEM Account Manager is responsible for executing strategic and tactical selling and demand generation strategies that accomplish overall company objectives and support attainment of sales, order and price quality financial targets. This position is responsible for managing overall existing customer account coverage and identifying and developing new potential OEM's customer targets. This position is remote, with extensive travel. Some travel is also required to our corporate office in Pittsburgh, PA.

Primary Responsibilities:

• Establish and successfully deploy sales and business development strategies and tactics to accomplish successful and profitable growth of Company products in assigned territory, attaining financial objectives established by business leadership
• Maintain high engagement with customers to ensure excellent service is being provided. Ensure high post-sales satisfaction, facilitating positive long-term relationships and high potential for repeat business with accounts
• Responsible for successful existing customer and new target account coverage and relationship development through implementation of defined Company strategic initiatives and programs, Manufacturer’s and Channel Programs to ensure strong customer engagement and satisfaction levels
• Fully leverages company Customer Relationship Management tools to maximize sales and sales management efficiencies in support attaining defined customer engagement KPIs
• Implement demand generation and product promotional programs to establish and sustain increased demand for Company products
• Maintain commitment to personal competency and skills development to attain greater specific selling, negotiations and customer engagement acumen
• Drive culture of partnership with internal functions to support attainment of NPS, margin and market share objectives
• Monitors and documents customer, industry, competitor, and market trends and changing requirements to help direct future strategic, commercial and product roadmap development
• Coordinates / provides product and solution training and education to key customers to highlight product unique advantages in support of addressing customer needs

Established Success Measures

• Sales volume in accordance with annual operating plan targets
• Order (booking) volume targets
• Price quality targets in support of overall business profitability objectives
• Customer net promoter improvement targets
• Quarterly opportunity project / target account pipeline target levels
• Customer facing activity targets
• Opportunity update and maintenance frequency

Minimum Qualifications:

• Bachelor’s Degree in Electrical Engineering, Business, Marketing, or related area
• Minimum of three years of experience in sales, marketing, and/or product marketing in a related industry selling technology-based products, including demonstrated success in strategic and solution selling approaches
• Demonstrated ability to influence, negotiate and understand large project and repeat business opportunities involving technical requirements as well as commercial and legal terms
• Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables. Ability to read, analyze, and interpret common technical journals, financial reports, and legal documents
• Ability to effectively present information to top management, customers, channel partners, and other employees of the organization
• Ability to work independently and consistently meet deadlines
• Requires strong commitment to customer service and teamwork
• Ability to travel 50% or more, depending on customer needs. This includes both air travel and car travel, typically within specified territory, as well as travel to Pittsburgh (headquarters) as needed.
• Ability to conduct customer visits in person and participate in plant tours. These tours typically involve walking through industrial manufacturing environments where this position may be in the presence of mechanical, electrical, and powered industrial equipment. These tours typically require standing, walking, and balancing for extended time periods (hours at a time).
• Ability to effectively present information to top management, customers, channel partners, and other employees of the organization. This may include standing and/or walking for extended time periods (hours at a time).

Additional Desired Skills:

• Demonstrated applications and/or commercial experience with Low Voltage and Medium Voltage Drives, Soft Starters and Full Voltage Controls
• Experience with Microsoft Sales CRM or related system

Equal Opportunity Employer/Minorities/Women/Veterans/Disabled

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