Account Manager - Industrial

Summary:       

The Account Manager must possess expert knowledge in both equipment features and solving advanced applications for their assigned accounts. The position requires the support of direct accounts, and related engineering, procurement, and construction partners.  This role must also effectively leverage both internal and external resources for product and customer service support, allowing them to maximize time spent generating revenue-producing opportunities. The Account Manager performs discrete field activities. These activities are technical or semi-technical in nature. Typical activities include on-site requirement discovery and product demonstrations. The Account Manager is to develop relationships with key decision-makers in the assigned accounts and ensure those key decision-makers are regularly engaged with the organization. This role also performs field visits that are requested of them by the customer service or inside sales teams.

Job Responsibilities:

• Understand the composition of the varying value propositions available from Valin and each of its Strategic Business Units (SBUs) as they apply to the assigned accounts. 
• Have a firm grasp of how the Valin value propositions affect the customer’s bottom line. 
• Exhibit strategic and tactical ability to find new opportunities in assigned accounts and close new and legacy sales at a high success rate
• Benchmark and communicate sales successes across the entire sales organization
• Deliver World Class Customer service with a focus on increasing customer retention rate and providing an outstanding customer experience
• Gather, interpret and leverage customer sales history to identify selling opportunities and develop account penetration strategies.
• Conduct individual and joint sales calls, preparing proposals, and negotiating to close sales
• Utilize the sales force automation (SFA) technologies from prospecting to close.
• Communicate effectively with customer service and operations to ensure that orders are executed properly, and customer requirements are met via the sales force automation communications platforms. 
• Work closely with strategic vendors to ensure that both Valin and customer needs are satisfied
• Ability to read, interpret and leverage data in Excel tables, PowerBI, and other SFA charts.

Education, Experience, and Skills Required:

• Bachelor of Science, Associates Degree or Certificate in Engineer, Technical or related discipline preferred, or 3-5 years hands-on industry/trade experience also acceptable.
• Possess a historical background successfully solving a wide variety of related industrial applications in your assigned accounts
• Experience in industrial power generation, petrochemical refining, or related markets preferred
• Mechanical Aptitude with an ability to interpret bill of materials, engineering reports and drawings
• Business acumen with knowledge of typical business transactions including costing, pricing, profit calculation, quote preparation, and application of terms and conditions and payment terms.
• Outstanding interpersonal and communication skills, written and verbal, to foster interaction within all levels of the organization, prospects, and customers
• Skilled in digital technologies (e.g. computers, smartphones, tablets, etc.).
• Microsoft Dynamics CRM and 365 Application experience preferred
• Capable of handling multiple projects with changing priorities and deadlines
• Able to work well in a highly energized environment, can handle distractions, works as a team player

Travel Requirement:

• 25% overnight travel
• 50% Travel between customer facilities

Physical Capabilities and Requirements:

• Lifting:  May have to inspect components may need to lift up to 30 pounds

Note: This job description indicates the general functions and level of work performed by employees in this classification. It's not designed to be a comprehensive list of all duties, responsibilities and qualifications required of this classification.