National Accounts Manager

2 weeks ago

Chambersburg, United States IMI Full time
Job DescriptionJob DescriptionBenefits:
  • 401(k) matching
  • Competitive salary
  • Dental insurance
  • Health insurance
  • Paid time off
  • Profit sharing
  • Training & development
  • Tuition assistance
  • Vision insurance
  • Wellness resources

This is a fully remote position that can be located anywhere in the continental United States.

Purpose: Reporting to the Director of Sales, the National Accounts Manager will be the primary business contact, servicing several large account customers, including Fleets, OEMs, and Truck Stop Chains with a large number of locations and dynamic business needs. The roles focus is to ensure the highest level of customer experience and business growth on each and every engagement.

General Expectations: Meet or exceed corporate sales objectives. Adhere to and demonstrate company core values.

  1. Drive: IMI employs individuals who have a clear passion for our business. We take action and are accountable to bring together all the efforts necessary to meet the challenge. We work hard and are highly motivated to both succeed and help others do the same.
  2. Joy: Being JOYFUL is a choice. We gain our JOY through creativeness, service, and a single-mindedness to see others prosper. IMI teammates are full of enthusiasm, positive energy, and fun.
  3. Humility: We believe that HUMILITY is a strong foundation of all our relationships. Humility is treating everyone with respect and not seeing ourselves as better or higher up than anyone else. Rather, it is being able to deal with everyone on a shared, equal level, without prejudice.
  4. Grit: Courage. Resilience. Excellence. Conscientiousness. These are inner strengths that characterize IMI employees, individually and collectively. Whenever faced with a challenge, we take initiative to bring about positive results.
  5. Others First: Our success is a shared success, and only comes when we take care of OTHERS FIRST. By focusing on, caring for, and meeting the needs of others before our own, we will achieve our individual and collective purposes both in business and in our personal lives.
Essential Responsibilities and Duties:
1. General
  • Monitor and impact customer satisfaction on an on-going basis, anticipating and addressing customer issues, resolving issues in a timely manner and use these opportunities to build a stronger relationship.
  • Actively seek to learn and track market intelligence from customers.
  • Identify opportunities and tactics within Large Fleet, Commercial OEM, Specialty Equipment OEM & Strategic Truck Stops with tire services.
  • Understand customer and market dynamics, plan customer visits, and employ time management techniques effectively to build, maintain, follow up and close a sales pipeline comprised of various deal sizes and types to ensure consistent results.
  • Build and routinely update business plans based on knowledge of the industry, emerging customer needs, and business offerings that provide a forward-looking view of the next 1-3 years.
  • Under Sales Management guidance, build business plans and execute the management/qualification of opportunities to drive the approved business plan.
  • In support of Sales Management, research, evaluate, generate, and establish strategic account agreements.
  • Prepare all appropriate inputs for customers including product, price, and/or service recommendations, and implement agreed-upon outcomes. Support customer negotiations in conjunction with the Director of Operation[TG2] s and Sales Management.
  • Maintain routine communication with management and leadership on various customer activities and initiatives.
  • Maintain broad knowledge of IMIs solutions and capabilities versus the strengths/weaknesses of competitive products.
  • Network with key contacts outside area of expertise to become industry expert.
  • Identify emerging markets and market shifts while being fully aware of new products and competition status.

2. OEM Commercial & Specialty Equipment Channels
  • Responsible for cultivating and maintaining key business-to-business relationships with all major Commercial Truck OEMs & Specialty Equipment OEMs within the U.S. domestic marketplace.
  • Direct OEM customer contact for account management.
  • Lead and manage all OEM related RFI, RFP, and/or RFQ submissions.
  • Work with cross-functional teams including Customer Experience, Marketing, Engineering, Quality Control, and Warranty, to insure the best-in-class customer experience.
  • Understand current and future market trends and OEM purchasing strategies.
  • Identify new business opportunities in line with the wider product strategy.
  • Work with customers to develop KPIs and structure metric review processes for performance evaluation.
  • Identify and facilitate a leadership engagement plan to include corporate engagement as required.

3. Strategic Accounts Large Fleet Sales
  • Under the direction of Sales Management, responsible for cultivating and maintaining key business-to-business relationships with fleets.
  • Build trust and nurture relationships to be recognized as a premier supplier.

4. Strategic Accounts Major Truck Stop Chains
  • Under the direction of Sales Management, responsible for cultivating and maintaining key business-to-business relationships with Loves Travel Stop, Travel Center of America (TA), [TG3] [TG4] Southern Tire Mart at Pilot Flying J locations in the U.S.
  • Build trust and nurture relationships to be recognized as a premium supplier.
Qualifications:
  • 3+ years of successful B2B National & Strategic Account sales experience preferred[TG5] [TG6] .
  • Consultive selling/Solution selling experience is required.
Knowledge, Skills, and Abilities
  • Consistently deliver strong sales results.
  • Strong, demonstrated, and documented sales experience with the ability to demonstrate past success in selling a specific solution or service.
  • Consultative selling/ Solution Selling experience is required.
  • Able to participate in business planning, forecasting, and analyzation of opportunities and estimate revenues.
  • Able to follow a structured and repeatable sales process using strong sales skills.
  • Must demonstrate recent success in selling and building strong relationships with Key Accounts.
  • Strong business acumen capabilities.
  • Strong communication and interpersonal skills to work effectively at all levels within Key Accounts, IMI leadership, and other staff.
  • Sound organization, planning, analytical, and problem-solving skills.
  • Ability to deliver strong, persuasive presentations face to face and via remote contact technologies.
  • Must be comfortable working with various buyer types.
  • Ability to uncover needs, gain agreement to possible solutions, present IMI offerings and gain commitment to purchase.
  • Must have a hunter mentality to uncover opportunities primarily with Fleets[TG7] /Major Truck Stop Chains.
  • Ability to engage and upsell current customers with new industry ideas and solutions.
  • Needs persistence and nurturing skills [TG8] required to succeed in longer term sales partnerships.
  • Must be able to operate independently exhibiting discipline and self-motivation to stay focused and put in the hard work required.
  • Experienced road warrior preferred. Willing and able to travel independently and possess a valid drivers license. Typical travel time is 3+ days per week.
  • In-depth knowledge of B2B product/service sales techniques.
  • Knowledge of the transportation/trucking industry preferred.
  • Knowledge and ability to operate standard office equipment including a PC, iPad, Microsoft Office Suite, and mobile communications devices and other software including PowerPoint, Excel, CRM software, or similar programs.
  • Able to lift and carry up to 25 lbs.

The above statements describe the general nature and level of work being performed by individuals assigned to this classification. This is not intended to be an exhaustive list of all responsibilities and duties required of personnel so classified.

This is a remote position.

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