Account Manager in Orange, California at Tricore Inc

A Career with a Proven Controls Engineering Team!

TriCore is a US-based company established in 1991, serving the food, beverage, and life science industries. Although process automation lies at the heart of our company, we offer our clients a full spectrum of services including Network and Electrical Engineering, Visualization software development, business intelligence solutions, process startup and commissioning, calibration services, along with our TriCore 24/7 support.

The Account Manager owns growth and retention within assigned accounts through building strong relationships with existing and prospective customers, understanding each customer’s business needs, and taking a consultative approach to developing effective sales strategies. This role is responsible for developing and executing account plans, expanding customer engagement, identifying new opportunities, and partnering with internal teams to deliver solutions that create value for the customer and profitable growth for TriCore.

Success in this role is measured by account growth, customer retention, relationship quality, pipeline development, customer satisfaction, and conversion of opportunities into profitable business.

Core Responsibilities

• Build and maintain strong, consultative relationships with existing and prospective customers across all levels of the customer’s business within each account.
• Develop a deep understanding of each customer’s business, operational priorities, and growth opportunities.
• Create and execute account plans and sales strategies that strengthen customer relationships, expand engagement, and grow revenue.
• Maintain a consistent and effective customer engagement cadence to identify needs, uncover opportunities, and position TriCore’s services and solutions.
• Understand customer budgets, planning cycles, and buying timelines to align account strategies and opportunity pursuit with the customer’s business rhythm.

• Identify, qualify, and advance sales opportunities within existing and prospective accounts.
• Lead customer discovery conversations to understand business challenges, priorities, timelines, and decision factors.
• Develop sales strategies for key accounts and opportunities in partnership with regional leadership and internal stakeholders.
• Own the sales process for assigned opportunities, including follow-up with customers, next-step planning, and driving opportunities to close.
• Engage the appropriate internal technical and operational resources to support solution development, scoping, and quoting.
• Gather the customer and project information needed to support accurate scoping, quoting, and solution recommendations.
• Apply an understanding of process systems, including mixing, batching, blending, CIP and P&IDs, to support solutions development, proposal recommendations, and accurate quoting.
• Present TriCore’s capabilities & recommend solutions that align our value proposition with customer needs.
• Maintain accurate customer, account, and opportunity information in Customer Center and other sales systems.
• Partner with internal teams to support a smooth handoff from sales to execution and maintain alignment throughout the customer lifecycle.

• Support consistency in account management practices, customer experience, and sales processes across assigned regions and accounts.
• Use customer feedback, opportunity outcomes, and project learnings to strengthen future sales strategies and improve account growth efforts.
• Share best practices, customer insights, market trends, and ideas for innovation across the business to strengthen sales effectiveness and support continuous improvement.
• Contribute to the continuous improvement of sales tools, processes, and cross-functional coordination that support customer success and business growth.

Success Criteria/Performance Expectations

• Achieves annual revenue target based upon regional assignment.
• Maintains annually defined gross margin target.
• Maintains pipeline hygiene including timely opportunity updates, accurate stage progression, next-step documentation, and close-date accuracy.
• Expands existing account revenue through cross-sell, upsell, or new opportunity development.

Minimum Qualifications

• High school diploma and 3-5 years of applicable work experience.
• 3–5 years of sales or account management experience, with a strong foundation in relationship-based selling.
• Inside sales, outside sales, or account management experience in a technical or industrial business.
• Experience using CRM tool to manage customer, account, and opportunity information.

Preferred Qualifications

• Experience working with customers in manufacturing or industrial environments.
• Experience working with a process control integrator.
• Exposure to food, dairy, or beverage processing environments.
• Exposure to automation, controls, or industrial networking.
• Working knowledge of process systems such as mixing, batching, blending, CIP, and the ability to read and discuss P&IDs to support customer conversations, proposals, and quoting is helpful but can be learned in the role.

Skills and Competencies

• Demonstrated ability to quickly learn new industries, business models, and customer environments.
• Ability to build credibility and develop strong relationships with existing and prospective customers.
• Consultative selling skills, with the ability to engage, influence, and build relationships with stakeholders at all levels of an organization.
• Demonstrated ability to achieve sales targets.
• Strong discovery and listening skills, with the ability to understand customer needs, priorities, budgets, and decision-making processes.
• Ability to develop account strategies and advance opportunities through a structured sales process.
• Strong verbal and written communication skills, with the ability to build credibility, ask effective questions, and clearly communicate business value to stakeholders at all levels.
• Strong organizational and time management skills, with the ability to manage multiple accounts, priorities, and follow-up activities effectively.
• Ability to work cross-functionally and engage the right internal resources to support customer solutions, technical scoping, and quoting.
• Proactive, self-directed, and comfortable working independently while contributing as part of a team.

Working Conditions & Physical Requirements

While performing the duties of this job, the employee is frequently required to sit, talk and/or hear, and/or use hands to and fingers, handle, or touch objects, tools, or controls. The employee is occasionally required to stand, and/or walk. The employee must occasionally lift and/or move up to 10 pounds while moving files or small packages. Specific vision abilities required by this job include close vision and the ability to adjust focus. The mental and physical requirements described here are representative of those that must be met by an individual to successfully perform the essential functions of this position, with or without reasonable accommodation.

Working Environment, Travel & Equipment

This role is performed in a combination of assigned office, remote, and customer site environments. The position requires regular customer and prospect engagement, including on-site meetings and visits based on business and account needs. Employees are expected to collaborate from their assigned office as needed for team, planning, and business activities. Travel to customer and prospective customer sites is expected approximately 40% of the time. This role may also require visits to customer plant floors and industrial environments where the noise level is typically moderate and personal protective equipment (PPE), including protective eyewear, hearing protection, safety shoes, hair and beard nets, and high-visibility safety vests, may be required. This role routinely uses standard office equipment such as computers, phones, and collaboration tools, as well as business systems, software platforms, and other tools needed to perform job responsibilities.

Compensation &Total Rewards

Base Pay Range: $89,000 to $104,000 per year

This salary range represents the Company’s good-faith estimate of the starting base pay for this position at the time of posting. Actual compensation will be determined based on factors such as relevant experience, skills, qualifications, and geographic location. This position may also be eligible for additional compensation, including incentive pay, bonuses, or commissions, where applicable.

In addition to base pay, TriCore offers a comprehensive benefits package that includes medical, dental, vision, and retirement benefits, as well as opportunities for professional growth and development.

Equal Employment Opportunity Statement

TriCore is an Equal Employment Opportunity Employer. We are committed to creating an inclusive environment for all employees and applicants and do not discriminate on the basis of race, color, religion, sex, gender identity or expression, sexual orientation, national origin, age, disability, veteran status, or any other protected characteristic under applicable law.

TriCore is committed to working with and providing reasonable accommodation to applicants with physical or mental disabilities. If you need assistance or an accommodation during the application or interview process, please contact Human Resources.

Equal Employment Opportunity Statement

Employment at TriCore is at-will. This means that either the employee or the Company may terminate the employment relationship at any time, with or without cause and with or without advance notice, subject to applicable law.

Nothing in this job description, offer letter, or any other Company communication creates an employment contract, express or implied, or guarantees employment for any specific period of time. The at-will nature of employment may only be modified by a written agreement signed by an authorized executive of the Company.