Account Manager

Overview:

Gordon Lumber operates one full line lumber and building material outlets, one truss plant and one installed services company.

Position Description: Under the general direction of the Vice President of Sales, this position is responsible for all day-to-day outside sales activities at the store level and to perform related duties as assigned. The AM position responsibility reflect that of a true account manager with direct oversight of their assigned accounts and for the marketing efforts performed by the company, by providing a point of contact for customers that supports the revenues and gross profit budgeted by the company. They will also assist the Credit Manager as needed in the performance of all credit and receivables related needs.

POSITION RESPONSIBILITIES

• Operates as point of contact for assigned customers to facilitate the company’s revenue generation goals.
• Facilitate outstanding customer service by organizing and managing the company’s services and products provided to their assigned accounts.
• Identify existing opportunities to grow revenues within assigned accounts.
• Service multiple clients concurrently, often with competing deadlines and ensure service and product accuracy at the point of sale.
• Must have intricate knowledge of all product and service offerings. Including all necessary conditions for the implementation of all service offerings.
• Present all relevant client information gathered in a weekly meeting with the VP of Sales and in real time as warranted to asses next steps for the client interaction.
• Must be willing to visit customers and prospects at their offices and on construction jobsites, in all types of weather conditions.
• Develop action plans to turn prospect customers into long term GLC customers by utilizing the proven method of:
• Discovery
• Solution Presentation 1
• Competitive Bidding
• Repeat as necessary
• Solution implementation
• Review and Service
• Understands how to or be willing to learn expert estimating procedures for all products offered for sale by Gordon Lumber.
• Have working knowledge of all manufacturers’ expressed warranties offered and if requested help company management facilitate a resolution to any warranty claim with a customer.
• Work with management while assisting the customer in resolving any customer issues satisfactorily for both parties.
• Works with both Components and Contract Sales to develop action plans for continual customer revenue integration to ensure the future market viability of, and integration within the umbrella of companies.
• Develop and implement excellent customer presentation skills for showing product and programs to Prospects and Customers.
• Ensures that the store maintains highest possible level of revenue generation and customer satisfaction; confers with customers and store associates to evaluate and promote possibilities for improved and expanded services.
• Reports on all activities directly related to account revenue generation; including prospecting activities, customer satisfaction levels, customer purchase share and other related data as requested.
• Inputs all relevant customer information into the company provided CRM, including but not limited to; customer contact information, customer project information and relevant customer employee information.
• Confers with VP of Sales on all customer sale prices, margins and product costs to garner profitable sales that generate the highest possible gross profit dollars in support of operations before presentation to prospects and customers.
• Formulates in conjunction with the VP of Lumber Sales local marketing strategies, (as an adjunct of company direction), implements plans and audits results.
• Accountable for the execution of policies and procedures to ensure company rules and guidelines are always being followed. This is inclusive off all aspects of personal; accountability, standards, and performance.
• Recommends assigned accounts revenue budgets to senior management during annual budgeting process and revised rolling forecasting, as requested.
• Ensures timely distribution of merchandise to customers are within the standards of policies and quality guidelines to satisfy the requirements of the company and the customer.
• Continually develops and implements methods to improve revenue generation. Must be willing to continually learn new relevant industry trends, not limited to but inclusive of new products and services.
• Trains and develops talent at all levels, specifically with an eye towards developing depth of bench.
• Ensures adherence to procedures, which promote the health and welfare of all associates.
• Ensures personal responsibility for adhering to company safety programs required by OSHA.
• Coordinates activities of assigned coordinator in the activities of sales, record control and customer invoicing accuracy.
• Account Manager is ultimately responsible for the accuracy of all documents created by the coordinators. This means all documents shall be reviewed prior to customer presentation.
• As requested, works with purchasing department to ensure availability of merchandise.
• Follow procedures for verification of outgoing quotes, handling and disposition of quotes and the management of policy for the duration of time the quotes are acceptable. Additionally, follows procedures and policy for quote accuracy and timeliness for customer consumption.
• Exceeds expectations for competent customer service in conjunction with company directives.
• Utilizes company vendor programs and follows company product and brand offering initiatives as well as assisting in marketing campaigns and directives.
• Work effectively with indirect reports to facilitate a best in class customer experience.
• Must be able to utilize POS for: sales order generation, sales progress reporting, quoting, invoicing, customer receivables inquiries, special pricing, special order generation, etc.
• Abides by all safety rules set forth by company and governmental regulatory agencies and ensures that hazardous conditions are reported.
• Attend sales meetings as scheduled by management.
• Other duties as assigned.

CORE COMPETENCIES

Communication

• Must be able to communicate on a peer level with
• Store Managers & Assistant Managers
• Plant Manager
• Store Coordinators
• Store Dispatcher
• Store Yard Foreman
• Store and Component Plant Drivers
• Customers and their field representatives
• Must be able to communicate with Company Leadership
• President and CEO
• VP of Finance
• Credit Manager
• VP of Lumber Operations
• VP of Lumber Sales (Direct Supervisor)
• General Manager and VP of Components
• General Manager of Contract Sales
• Other Corporate Directors and Staff

Team Work

• Close collaboration with assigned Coordinator, distribution staff, VP of Lumber Sales, Store Managers, and all Store Associates.
• Engage Store Associates in real time communication for optimal customer service, highest possible gross margin generation and lowest distribution costs.
• Work with drivers to provide best in class jobsite customer service levels.

Problem Solving

• High financial and business acumen essential for success.
• Problem solving and project management skills are critical.
• Attributes of being innovative, resourceful and nimble are essential.
• Facilitate problem solving methodologies with respect to assigned accounts.

Self-Management

• Must be exceedingly well disciplined in work processes & time management.
• Must be ambitious in a competitive marketplace.
• Must have a high level of integrity.
• Must be willing to exceed expectations across the board, both with customers and internally.

Technology

• Proficient in MS Office Suite and similar computer applications.
• Use and knowledge of company CRM.
• Knowledge and working experience with Bistrack.

KEY PERFORMANCE OBJECTIVES

Financial & Operational

• Achieve or exceed budgeted sales and gross margin goals.
• Meet or surpass any and all operating and performance metrics as presented by your direct supervisor or senior management.
• Collaborate on company sales & marketing campaigns.
• Adherence and utilization of the company CRM.
• Manage a best in class customer portfolio and strive towards continual development of revenues in support of market domination.
• Expand the footprint of Gordon into its strategic plan identified geographic growth marketplace areas.

Store responsibilities

• Execute company operational procedures and initiatives that result in reduced distribution costs.
• Contribute to store revenues generation that meet or exceed yearly store sales and profitability goals.

Quality Control

• Implement best practices at all times.
• Develop industry leading performance in the following areas: revenue growth, quality of quotes and estimates, prospecting and conflict resolution.

Develop Best in Class Personnel

• Establish best in class customer service.
• Develop best in industry skill standards in techniques and technologies.
• Set best in class safety standards at all levels, store, jobsite and on the road.

EDUCATION AND EXPERIENCE REQUIREMENTS

• Minimum 5-7 years of successful sales or account management experience in a Business to Business sales environment.
• Minimum of 3-5 years of successful experience and results in a building materials or allied industry.
• Excellent interpersonal, communications and presentation skills.
• Minimum of 2-3 years on site construction experience.
• Excellent organizational and time management skills.
• Bachelor’s degree encouraged in the following areas: Business, Marketing, Communication or Engineering.

Other

• Relocation may be required for advancement in company
• Business travel will be required at company’s direction
• Signed noncompete / non-solicit agreement

Span of Control

Direct Reports:

• None

Indirect Reports

• Coordinators
• Drivers

Job Type: Full-time

Pay: $50,000.00 - $80,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Flexible schedule
• Health insurance
• Paid time off
• Vision insurance

Experience level:

• 3 years

Schedule:

• Monday to Friday

Supplemental pay types:

• Commission pay

Ability to Relocate:

• Sandusky, OH: Relocate before starting work (Required)

Work Location: On the road