Account Manager I

Job Summary

As an Account Manager, you will be responsible for driving, coordinating, and increasing sales at assigned accounts within your territory.  The Area Sales Director in conjunction with the VP of Sales will determine account lists.  The Account Manager is expected to promote all products and services represented by Setpoint Integrated Solutions or LVS within the assigned vertical to increase market share year over year.  The annual plan, target accounts, and KPIs are to be documented and reviewed continuously.  This person has 5 years of experience in sales and is primarily responsible for B and C accounts. Their goal is to learn the products, install base, customer, and STPT process, and grow revenue and margin in their accounts as they do so.  

 Positional Requirements & Qualifications

•  Responsible for the direct day to day selling of Setpoint or LVS product and service offerings as directed, specifically using Application Selling methods to drive new business
• Build, maintain, and retain relationships with key buying influences and key management contacts at site by building effective long-term relationships and customer loyalty
• Develops and maintains a thorough knowledge of the Company’s available services, lines of business, pricing structures, and offers additional services as appropriate to assigned existing customers
• Participate in OEM training classes to understand technical differentiators of our OEM product offerings
• Complete customer survey reports for all meaningful customer touchpoints.  (Meaningful defined as a touchpoint with a primary customer requiring action items or follow up requirements)
• Regularly meets with Sales Director and Operational stakeholders to review customer retention and relationship activities, progress versus goals, and status of key customer relationships
• Using the available data - develop, maintain, and implement an account strategy and plan with sales management
• Schedules and completes proactive customer calls and visits capturing key information, working with OEM partners on a regular basis.
• Identify capital projects, maintenance outages, and other spending events early and alert appropriate personnel
• Partners with the operations team, when needed, to address customer services issues
• Builds relationships and increases Company visibility through participation in Company-sponsored activities, trade shows, chamber of commerce events, and other similar activities
• Assure delivery of total customer care
• Create and maintain customer trust in the company as a quality, value-added, solutions provider
• Complete all Consolidated Valve University training courses demonstrating a firm foundation in available products and applications 
• Complete all Groth and CDC available online LMS courses demonstrating a firm foundation in available products and applications
• Competent in understanding dynamics between ASME, API, and NB to grow understanding of WHY regarding applications 
• Competent in the discussion of applicable requirements and recommendations of ASME, API, and NB to tie applications back to specific valves that meet the applications
• As required, complete & pass Consolidated training courses developed by Setpoint operations to expand knowledge of critical parts, functionality, and basic sizing principles
• As required, complete all Masoneilan Valve University training courses  
• Proficient in all aspects of presenting Setpoint CV Class A Scope of work 
• Successfully pass Setpoint Control Valve Level 1 Certification
• Proficient in a live demonstration covering mounting, configuration, and pushbutton calibration of the Masoneilan SVI Digital Positioners 
• Proficient in presenting the ValvFast lineup of core products 
• Utilize OEM representatives, at a minimum as directed by Sales Director
• Demonstrate detailed knowledge of assigned accounts.
• Identify maintenance, engineering, planning, and purchasing contacts
• Identify competitive providers and product usage
• Identify opportunities for increased Setpoint wallet share
• Attend all training opportunities provided, in-house or at factory locations.
• Identify capital projects, maintenance outages, and other spending events early and alert appropriate personnel
• Competent in the knowledge of all products represented and application of various models and demonstrate the ability to discuss product differences and tie to various applications
• Proficiency in all aspects of VK Viewer software usage - capable of competent review with customers including the ability to search for knowledge and begin using VKV as a tool to develop an account
• Competent inability to present Setpoint Scope of Work and justification of said SOW.
• Capture customer SOW and/or assist the customer in developing an SOW in 50% of accounts 
• A minimum of 30 customers with VKV login & password to create customer investment in the VKV message and involvement 
• Proficient in hosting pre & post turnaround meetings (minimum of 10/year) to prove the performance of VKV and Increase customer touchpoints 
• Competent in Tableau, VuPoint, and Google Suite to use the tools to justify business cases, grow business, and accountability
• Proficient in Setpoint to interact with an understanding of personnel in associated positions including all Branch personnel, CQ team, BE team, and know the dynamics of positions and relationships 

 Positional Requirements & Qualifications

   Education & Experience

• Proficient with computer software tools including but not limited to: emails, appointment setting, spreadsheets, and tableau dashboards
• A minimum of 4 years of experience in a customer-facing role identifying and addressing customer needs within the relevant industry
• Bachelor’s Degree in Engineering, Business, Marketing, Sales, or related field or equivalent experience preferred
  • TWIC Card preferred or must be able to obtain
  • Skills & Abilities
• Focus on safety and Team player
• Strong desire to succeed and promote new business
• Highly organized and Effective time-management
• Strong interpersonal, communication, technical, and presentation skills
• Ability to build strong customer relationships quickly
• Clear background check within company and customer requirements
• Must be able to pass drug & alcohol screening

 Essential Physical Functions

• Lifting up to 25 pounds
• Bending, stooping, ability to stand for extended periods of time
• Must be able to travel and have a clean driving record in accordance with Setpoint IS driving guidelines

This job description is intended to describe the general nature and level of the work being performed.  This is not an exhaustive list of all duties and responsibilities. Setpoint Integrated Solutions reserves the right to amend and change responsibilities to meet business and organizational needs as necessary.