Fenner Dunlop Americas

Sales Account Manager

Fenner Dunlop Americas

full-time

Posted on:

Location Type: Remote

Location: United States

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About the role

  • Cultivate and nurture positive relationships with both new and existing customers and distributors to foster loyalty and increase revenue generation.
  • Initiate proactive communication channels to stay connected with customers, understand their evolving needs, and anticipate future requirements.
  • Ensure consistent customer satisfaction by continuously evaluating and addressing their needs, preferences, and feedback.
  • Proactively identify potential issues or challenges and resolve them promptly to maintain high levels of customer satisfaction and retention.
  • Facilitate all aspects of customer interactions, including negotiating contracts, providing sales quotations, and establishing pricing agreements.
  • Manage national accounts negotiations, both for new contracts and existing agreements, to optimize terms and conditions for mutual benefit.
  • Conduct regular visits to customer sites to provide personalized consultation and expertise on products and services.
  • Utilize on-site visits as opportunities to deepen relationships, gather feedback, and identify additional business opportunities.
  • Serve as the primary point of contact between the sales team and upper management, providing regular updates on sales performance, market trends, and strategic initiatives.
  • Utilize market research and sales data analysis to determine realistic sales budgets, aligning with company objectives and growth targets.
  • Forecast sales projections based on customer potential and market opportunities to establish attainable goals and revenue targets.
  • Engage in diverse networking opportunities, including participation in local trade associations and industry events, to enhance company visibility and forge new business relationships.
  • Foster strong relationships with sales professionals, manufacturing teams, operations staff, and management to facilitate collaboration and synergy across departments.
  • Identify and leverage sales and service opportunities within the organization to achieve strategic business objectives and maximize revenue potential.
  • Develop comprehensive and dynamic business plans tailored to designated sales territories, incorporating market analysis, competitive positioning, and sales strategies.
  • Continuously refine business plans based on evolving market dynamics, customer feedback, and sales performance metrics to ensure alignment with company goals.
  • Work diligently to achieve annual sales budgets and targets set by upper management, employing strategic sales tactics, effective team management, and proactive problem-solving to drive results.
  • Monitor progress against sales objectives and implement corrective measures as needed to mitigate risks and capitalize on opportunities for revenue growth.
  • Foster regular and open communication channels with departments such as marketing, technical, inside sales, and others to ensure alignment of goals and objectives.
  • Coordinate and conduct regular manufacturing plant tours to understand business needs, identify potential sales opportunities, and further showcase differentiation and vertical integration in the market.
  • Exhibit exceptional proficiency in both written and verbal communication, demonstrating the ability to convey ideas, information, and messages effectively and persuasively.
  • Engage in articulate and compelling verbal exchanges during meetings, presentations, and negotiations.
  • Build rapport and establish trust with clients, colleagues, and stakeholders through effective communication.
  • Maintain meticulous attention to detail in all aspects of work, including documentation, data analysis, and task execution.
  • Identify opportunities to streamline processes and workflows to optimize efficiency and resource utilization.
  • Maintain consistent execution and follow-through on tasks and initiatives from initiation to completion.
  • Communicate progress updates and potential obstacles transparently to stakeholders to manage expectations effectively.
  • Consistently compile detailed weekly, monthly, and semi-annual reports documenting sales activities, including sales volume, revenue generated, and pipeline progression.
  • Utilize data analysis tools to extract meaningful insights from sales reports, identifying trends, opportunities, and areas for improvement.
  • Ensure meticulous completion of all Customer Relationship Management (CRM) reports, encompassing call plans, call reports, journal entries, and daily activities.
  • Maintain accurate and up-to-date records of customer interactions, sales transactions, and follow-up activities within the CRM system.
  • Offer effective leadership and guidance to fellow account managers, fostering a collaborative and supportive team environment.
  • Prioritize safety at all times, both internally and externally, ensuring compliance with safety protocols and fostering a strong safety culture throughout the workforce.
  • Travel 30-50% to company, customer, supplier, and conference locations located throughout North America, including overnight travel.
  • Perform any other task deemed necessary by management.

Requirements

  • Bachelor’s Degree in Business, Sales, Marketing or a related field
  • 5-10 years experience within Manufacturing, Industrial, OEM, Distribution and/or related business
  • Demonstrates a proactive approach to sales with exceptional communication and presentation skills.
  • Ability to effectively convey ideas, negotiate terms, and address client needs with clarity and persuasiveness.
  • Exhibits a strong aptitude for problem-solving, quickly identifying issues and implementing effective solutions to overcome challenges.
  • Adaptable and resourceful in navigating complex sales scenarios and resolving client concerns.
  • Proven track record of establishing strategic partnerships and alliances to expand client bases and enhance revenue streams.
  • Skilled in building and maintaining long-term relationships with clients, vendors, and industry stakeholders.
  • Results-oriented with a focus on driving revenue growth and maximizing opportunities for success.
  • Ability to cultivate strong internal and cross-functional relationships, leveraging teamwork to deliver exceptional customer service and support.
  • Proficient in negotiation techniques and strategic planning activities to secure favorable terms and agreements with clients and partners.
  • Skilled in conducting thorough research, analyzing market trends, and developing comprehensive plans to drive sales and business growth.
Benefits
  • Medical, Dental, Vision, and Life Insurance
  • Medical Travel Reimbursement for critical healthcare travel
  • Company Paid Life Insurance
  • Volunteer, Caregiver, and Bereavement Leave
  • Education Reimbursement
  • Family Planning Reimbursement
  • Competitive Paid Time Off & Company Holidays
  • Retirement Savings Plan with a dollar-for-dollar match up to 6% of your salary
  • Extensive Paid Parental Leave in the event of birth or adoption
  • Opportunities to purchase Michelin Stock at a discounted rate
  • Michelin Tire Rebates
  • Employee Assistance Program that provides health, financial, and legal counseling among other resources
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
data analysissales forecastingnegotiation techniquesmarket researchCRM systemssales strategy developmentcontract managementbusiness planningcustomer satisfaction evaluationpipeline management
Soft Skills
communication skillsproblem-solvingrelationship buildingteam collaborationadaptabilityproactive approachattention to detailleadershippersuasivenessresourcefulness
Certifications
Bachelor’s Degree in BusinessBachelor’s Degree in SalesBachelor’s Degree in Marketing