Account Manager at Exotic Automation & Supply – Grand Rapids, Michigan

General Summary: Company Representative responsible for identifying, developing and maintaining sales opportunities and business relationships for an assigned group of customers within a designated territory.

What You Will Do (Essential Job Functions):
Customer Relationship Management

• Develop and maintain strong relationships with key decision-makers and influencers in each customer facility
• Execute customer visits according to the Territory Plan to strengthen partnerships and identify growth opportunities
• Provide and coordinate technical support on all essential products and services for customers
• Follow up on all sales leads in a timely and professional manner

Sales & Revenue Management

• Manage sales performance and gross margin targets for all product lines and services as outlined in annual forecasts and territory plans
• Develop, implement, and maintain comprehensive Customer Account Plans and Territory Plans for assigned accounts
• Identify and pursue new customer development opportunities within and surrounding the assigned territory
• Define and execute strategies for target accounts to maximize market penetration
• Manage territory-specific blanket orders to optimize profitability where applicable

Quoting & Pricing

• Gather necessary information to prepare accurate quotations for customer requests
• Negotiate premium margins during the quote preparation process to maximize order profitability
• Follow up on quotation opportunities and document all activity in the contact management system

Strategic Planning & Performance

• Demonstrate knowledge of and effectively promote the company's unique value proposition (the "Exotic Advantage")
• Identify, document, and validate customer engagement opportunities (C.A.R.E.) as defined in the Territory Plan
• Submit corrective action plans for territories performing below 90% of sales targets

Operational Support

• Coordinate with purchasing to identify sourcing solutions for customer requirements
• Support accounts receivable efforts by facilitating customer communication and payment resolution when requested
• Participate in resolution of overstock inventory situations where applicable
• Submit itinerary, call reports, and expense reports in accordance with company policy and procedures

Supplemental Job Functions:

• Builds customer relationships through appropriate business entertainment within ethical guidelines and in accordance with company code of ethics
• Documents customer concerns and participates in their timely resolution
• Participates in joint sales calls with colleagues and suppliers to develop comprehensive account strategies and strengthen customer partnerships
• Participates in internal and external training programs to enhance product knowledge, sales skills, and industry expertise
• Participates in corporate onboarding and orientation programs as required
• Performs other duties as assigned or requested to support team and organizational objectives

Knowledge, Skills and Abilities Required:

• Bachelor's degree in related area of responsibility (may substitute three (3) years of sales-related work experience)
• Three (3) years of experience in sales-related role—industry specific preferred
• Previous experience working on a computer--CRM experience preferred
• Ability to be available for 24-hour customer support
• Valid driver's license
• Ability to maintain a vehicle that seats four adults comfortably as well as meeting Exotic standards for cleanliness, safety and insurance compliance