Account Manager

3 weeks ago


Cleveland, United States Morrison Products, Inc. Full time

ACCOUNT MANAGER


SUMMARY: The Account Manager serves as the liaison between all levels of Morrison’s customers and internal colleagues, alike. The Account Manager is responsible for communicating, coordinating, and managing all activities necessary to exceed customer expectations while satisfying Morrison’s strategic objectives. Ultimately, the Account Manager provides solutions to a wide range of challenges that impact customers and Morrison. In a rapidly changing market and world in which everything is accelerated, Account Managers develop customer and industry-wide relationships, market and product knowledge, and the credibility with customers and at Morrison alike to maintain core business, to capitalize on new opportunities, and to fend off threats.


PRIMARY RESPONSIBILITIES:

1. Make regular customer visits prioritized based on customer size, importance, current activities, opportunities, threats, etc.

2. Most customer travel will be domestic in nature, but there will be instances where international travel could be required.

3. Develop and maintain relationships at all levels of our customers’ corporate and local manufacturing plants.

4. Handle customer issues regarding quality, delivery, service, price, credit terms, and productivity objectives.

5. Understand and counter competitive threats, and new business opportunities, by utilizing customer relationships.

6. Make regular visits to Morrison’s manufacturing plants to review markets, customers, and projects as well as to stay abreast of germane manufacturing activities.

7. Keep VP of Sales and Customer Service Manager apprised of all important account activity. Prepare detailed analysis for strategic discussion.

8. Develop and review pricing with VP of Sales consistent with revenue, gross margin, and growth strategies.

9. Stay abreast of industry trends, technology shifts, new product requirements, regulations, and so forth.

10. Upgrade customers to more value added, customized air movement solutions in a “win/win” outcome.

11. Document customer activity via timely distribution of call reports, e-mail memorandums, Engineering Requests (ERs), and Return Material Authorizations (RMAs). Ensure that customer files remain current in CRM.

12. Regularly communicate, cooperate, and strategize with operations colleagues in Manufacturing, Engineering, Quality, and Sales.

13. Complete a detailed, annual sales forecast and Travel & Entertainment budget.

14. Investigate, report, and contribute to resolve quality issues affecting customers.

15. Manage the relocation of customers’ production or new product introductions, including PPAPs, FAIs, and formal engineering approvals as outlined in Standard Procedures.

16. Resolve warranty claims in a manner that is equitable for the customer and Morrison, consistent with established warranty terms.

18. Work with the customer’s field support group, review field reliability information, conduct trend analysis, and facilitate reliability analysis and problem resolution when necessary.

19. Stay current with forecast, open orders, and capacity constraints by monitoring weekly forecast spreadsheets and regularly communicating with Customer Service Representatives and our customers’ Planning/Purchasing functions.

20. Probe/understand customers’ service and delivery needs. Work collaboratively with pertinent customer contacts and Morrison colleagues to develop customized solutions (examples include Kanban, sequential loading, milk-runs, special packaging, 3PL arrangements, etc.).

21. Assist Morrison’s Accounts Receivable and Customer Service personnel in the resolution of invoice payment issues.

22. Attend trade shows and customers’ supplier conferences.

23. Fulfill corporate training objectives with pertinent topics.


SUPERVISORY RESPONSIBILITY:

None required.

TRAVEL: Will vary, but typically travel will require being out of the office three or four days per week.

CONFIDENTIALITY: Work with customer proprietary product information as well as confidential company information such as cost data, pricing and margin data.

EXPERIENCE REQUIRED: Over 5 years up to and including 7 years of effective industrial sales experience or equivalent.

EDUCATION REQUIRED: An advanced business degree in a related discipline is preferred.

OTHER REQUIREMENTS: Account Manager must have pleasant personality and appearance. Must be well organized and a self-starter and have ability to recognize sales opportunity and determine appropriate strategy.


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