We are actively recruiting for an Account Manager for our Western USA territories.
Specific Responsibilities
·
Working with the
Director of Sales to develop sales targets, objectives and strategies relating
to new business development to ensure profitability.
·
Prepare
weekly/monthly sales forecasts based on available opportunities and anticipated
opportunities.
·
Maintain current
record of all sales activity including prospects, likelihood of sale, potential
future sales opportunities and perform quarterly reviews and analysis with
Director of Sales to determine and develop appropriate sales strategies to
ensure targets are met and missed opportunities addressed
·
Develop and
maintain strong relationships with key accounts, specifically key decision
makers. Prepare professional tenders/quotations and ensure appropriate
follow-up.
·
Ensure sales
targets are met or exceeded by effectively planning, executing and closing the
sales cycle from sourcing the initial opportunity, developing professional and
polished sales presentations, to receiving the P.O.
·
Working with the
Engineering, Aftermarket and Product Management teams identify and communicate
new business/product development opportunities.
·
Working closely
with the Manufacturing and Service team ensure customers will receive “above
and beyond” service by setting and coordinating realistic delivery and commission
dates and effectively address problem
areas and customer concerns.
·
Successfully build
relationships and credibility at different customer levels (ie selling to a
mechanic at a mine and selling to purchasing at head office)
·
Working with the
Product Management team, develop sales and promotional programs for new
products/services/equipment to increase sales and improve market penetration.
·
Know the
competitors’ market position, specifically sales opportunities they are working
on, new product development, pricing, successes/failure and ensure the Sales
and Marketing team is kept abreast of all competitor
activities/pricing/products, etc.
·
Incumbent must be
able/willing to travel to customer sites and conduct work in an underground
environment.
Education:
·
Candidate must
possess a post-secondary education from a mining related field.
·
Additional general
business or marketing education is preferred
Experience:
·
Individual must
possess a minimum of 5-10 years’ experience selling heavy duty mobile
equipment.
·
Previous experience
designing heavy equipment is an asset.
·
A proven ability to
exceed sales targets, establish new accounts and develop new business
opportunities.
·
A proven ability to
“outsell” the competition through determination of key decision makers, professional
presentations, knowing the competition’s products and shortcomings and a talent
for selling value, specifically
efficiency, safety and quality.
·
Must have a sound
ability to understand complex, high-tech equipment and applications.
·
Proven ability to
effectively plan, execute and close the sales cycle.
·
Must have a proven
ability to work with internal departments such as Engineering, Service,
Manufacturing and Scheduling to effectively execute “above and beyond” customer
service.
·
Must have a proven track
record and talent for building solid relationships resulting in increased
sales, increased business opportunities.
·
Must have a proven
ability of effectively balancing and delivering results for the company and the
customer.
·
Must have a
demonstrated proactive approach of effectively utilizing internal resources in
order to provide timely responses to customer issues.
·
Proven ability to
mentor, train and support the development of junior Account Representatives.
·
Experience in
Autocad, Solidworks, and Microsoft Project an asset.
·
Ability to
communicate fluently and effectively, in both written and verbal forms, to key
decision makers at all levels of an organization.
·
Proven ability to
produce professional presentations, quotes, reports.
·
Team player with
strong interpersonal skills.
·
Demonstrated
awareness of the need to meet deadlines with the proper balance and attention
to detail and efficiency.
