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Industrial Account Manager
4 months ago
Job Description Industrial Account Manager
DEPARTMENT: Outside Sales
EMPLOYMENT STATUS: Full-Time
CLASSIFICATION: Exempt
DATE: January 2023
REPORTS TO: National Director of Sales
- JOB SUMMARY
The Industrial Account Manager (IAM) is to provide marketing expertise and technical sales support to promote the HUBER products in industry throughout the USA and Canada. Through extensive market research, the IAM will identify prospective applications and develop a database of potential consulting engineers, contractors and end users who design, deliver and operate projects. The IAM will perform the duties listed below to establish and grow the HUBER Water Industrial business.
The IAM will be responsible to build HUBER’s market share within defined business sectors and work to favorably position appropriate and authorized company product offerings. The IAM will visit directly with decision makers at engineering firms and industrial plants to educate and advocate the complete technology offering with the purpose of establishing a direct relationship with HUBER Technology Inc.
The IAM will be responsible for collecting information regards planned capital expenditure projects, notifying HUBER’s Regional Sales Director (RSD) in the territory and the authorized representative firm (rep). The IAM will continue to provide support as a project develops. The RSD will be responsible for working with the Application Engineer and supporting the engineer and contractor.
The IAM will be responsible for working directly with the customer on projects defines as house accounts. During the pre-order phase of the sales process, the IAM will work in cooperation with Application Engineer (AE) to provide complete and accurate technical & costing information to the client on a timely basis. Once an order has been accepted, the project is handed over to Project Management (PM) and the responsibility for fulfillment of the order is the jurisdiction of the PM. The IAM is to provide guidance and assistance at the request of the PM as needed to clarify and assist with the customer.
- ESSENTIAL DUTIES AND RESPONSIBILITIES
- Work closely with the National Sales Director to identify target industries and develop a comprehensive strategy to promote HUBER products in selected areas.
- Identify and recruit, when necessary, independent representatives and distributors with expertise working in the applicable industry sectors. Determine where the existing HUBER representatives shall be able to successfully promote products into industrial applications.
- Continually evaluate the performance of independent representatives and distributors in conjunction with HUBER RSD’s.
- Arrange and attend project related meetings with consulting engineers, plant personnel and decision makers at the customer level. When applicable provide technical sales support to HUBER RSD’s and independent representatives and distributors.
- Directly manage the sales process for in-house key accounts. Be ready to involve RSD and rep at an opportune time.
- Find and attend relevant industry tradeshows and prepare and deliver technical presentations.
- Plan for and implement the growth of an Industrial product team through recruitment and internal development. Provide training modules for new hires.
- Assist the Application Engineers with specification review, product sizing and selection, third party vendor selection and advising on how to tackle custom designs and special requests.
- Participate in all design phases of the project, give advice on strategy and set bid-pricing levels. Determine which projects are worth pursuing.
- In tandem with the Product Management team be responsible for the accuracy of technical marketing data and sales presentations in the HUBER SharePoint folders and be responsible for updates.
- Be the interface between HUBER USA and HUBER Germany to exchange information, discuss project details, and confirm accuracy of equipment specifications and calculations.
- Assist Marketing to select and prepare project “news flashes”, case studies and general marketing/sales tools.
- Strategic planning to launch new products into the market place.
- Being available to support representatives by attending meetings for specific projects or general promotion of a HUBER product.
- Attend selective state tradeshows and being prepared to provide and deliver technical papers.
- Work with HUS employees and representatives to monitor, collect and save pricing and performance data on the competition.
- Monitor the performance and product development of competitor product lines.
Performs other work-related duties as assigned.
- SUPERVISORY RESPONSIBILITIES
This position has no supervision responsibilities.
- WORK ENVIRONMENT
This position can be office based in Denver, NC or from the employees’ home office. The IAM is required to regularly travel to visit consultant engineers offices, customer locations, tradeshows, pilots and be exposed to weather conditions if outside and should wear all PPE that is required by the job-site as well as keep recommended inoculations current. If the IAM lives remote, they will be required to travel when required to attend meetings at the Denver, NC facility.
- PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
- Light physical demand, able to sit or stand, for extended periods, move around the office facility or a customer plant or trade fair, ability to drive a vehicle or board and debark a plane.
- Must be able to lift up to 25 pounds (IE luggage, laptops, tradeshow banner)
- Regularly required to use a computer for data entry, clear vision to read technical specifications, ability to type, and carry, open and close files and documents, ability to problem solve and use reasoning and maintain focus, mathematics and calculations involved. Ability to compose and write clear communications or papers, as needed.
- POSITION TYPE/EXPECTED HOURS OF WORK
This is a Full-Time position. Standard days and office hours of work are Monday – Friday, 8-5PM or approved flex schedule. There may be occasional weekend attendance of a tradeshow or travel to meet an appointment schedule.
- TRAVEL
This position will involve regular travel to customer sites, engineers’ offices and industry tradeshows throughout USA and Canada and will require trips to HUBER Germany for business or training. Overnight stays will be required. An active driver’s license will be required to rent vehicles or drive a company fleet vehicle as required. A current passport is required for any international travel.
- REQUIRED EDUCATION, EXPERIENCE AND SKILLS
Bachelor of Science Degree Required – Engineering, Masters or PE is a plus.
Minimum 5 years of experience working specifically with water intake screens is essential.
- Excellent written and oral communication skills.
- Excellent organizational and time management skills.
- Innate ability to be self-motivated and self-directed.
- Strong computer skills. Knowledge and proficiency with all MS-Office suite applications.
- Ability to work independently as well as in a team oriented environment.
Pre-Hire: Ability to pass a drug test, background check as it relates to the role, and completion of an I-9 form. HUBER is an E-Verify Employer.
Huber Technology, Inc. is an equal opportunity employer – www.huber-technology.com
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or national origin.
