Mining Account Sales Manager

** Mining Account Sales Manager**

**Job Category****:** Sales **Requisition Number****:** MININ003880 Showing 1 location **Job Details**

**Description**

**SUCCESS AT WESTERN STATES: Western States culture is based on passion for our Vision, Mission, and VALUES. We are fiercely committed to SAFETY and sending *every employee, safely home, every day*. We strive for EXCELLENCE in all we do and are proud to be a play to win organization. We act with INTEGRITY in each and every decision we make. Our People and TEAMWORK drive a fun and engaging culture. We are ACCOUNTABLE as individuals and as an organization.**

**JOB SUMMARY:** The Mining Account Manager is responsible for growing, managing, and sustaining Western States business at assigned client mine sites which requires knowledge and understanding of the client's business and implementation plans in an effort to help achieve goals through appropriate utilization of all WSECOs resources. This position works closely with WSECO and Caterpillar resources to maximize total client share of wallet and is responsible for meeting WSECOs market share goals for Percentage of Industry Sales (PINS), Percentage of Parts Sales (POPS), Percent of Labor Sales (POLS), Customer Loyalty Index (CLI), profit, and business development, as they relate to the assigned mine sites.

**ESSENTIAL FUNCTIONS:**

**Safety**

* Actively cares, promotes, manages, and advocates safety at Western States. As a leader and team member in the organization, it is critical to ensure all employees, vendors, and clients have a safe work environment while adhering to all applicable safety policies, procedures and standards.

* Maintains clean/clutter free personal work areas to ensure safe environments for all WSECO employees.

* Adhering to required personal protective equipment (PPE) as identified in safety policy.

**Client Strategy and Execution**

* Develops Strategic Account Plan with Mining Account Support Specialist for assigned account. Monitors and manages the plan to ensure that it connects the clients needs and goals.

* Maintains PAR levels that are adequate to maintain client relationship and capitalize on opportunities that are presented, keeping Mining Account Support Specialist and Director Resource Industries up to date on Mine site activities.

* Develops Mining Business Plans for assigned accounts. Monitors and manages the plan to ensure that it connects the clients needs and goals with the WSECO strategic plans. Updates Director of Resource Industries on progress.

* Assists in determining needs for capital, human, and technology resources to meet business plan. Acts as single point of contact for mine site while utilizing Executive Management, Director Resource Industries, Mining Account Support Specialist, Rental Sales Representatives, and Power Systems contacts to ensure the needs of the mine site are met.

* Meets WSECO market share goals for Percentage of Industry Sales (PINS), Percentage of Parts Sales (POPS), Percent of Labor Sales (POLS), Customer Loyalty Index (CLI)

* Leads continuous improvement projects.

* Ensures that the mine site is in good credit standing with WSECO and handles all related issues to work through any challenges. Keeps Leadership informed of any concerns.

* Knows and understands all WSECO operations and functions that support the mine site. Presents all WSECO offerings to the client that support the goals of the mine while ensuring a unified team approach.

* Works with Caterpillar and WSECO resources to understand and improve the performance level of WSECO's mining products and services.

* Understands client's economic and business data including projections and helps develop operational methods to support them.

* Develops trust-based relationships with all local and appropriate corporate operations employees.

* Develops plan to meet with key account influencers regularly. Communicates account metrics and sets goals.

* Ensures all client issues are communicated to the appropriate WSECO area and that all issues are resolved.

* Utilizes available technology to effectively maintain the client accounts and to communicate internally and with the client.

* Adheres to all customer care standards.

* Performs other duties as assigned.

* Adheres to all applicable safety policies, procedures, and standards. Provides insight and recommendations to improve mine site safety. Deploys available resources to ensure mine site is implementing and following safety best practices.

* May accomplish training and serve as a team member in support of Western States strategic programs, projects, and initiatives.

**Administration and Budgeting**

* Forecasts and projects the business opportunities on an annual basis.

* Develops comprehensive budgets for the mine sites in conjunction with the Mining Account Support Specialist. Submits to Director of Resource Industries for approval.

* Develops and distributes quarterly communications to WSECO executives and managers (financial health, non-financial goals, changes in resource requirements).

* Partners with Work Site Solutions to ensure that technology offerings and products are being proposed. Once initiated report on needs and ROI for projects initiated.

* Provides detailed reports on lost opportunities and develops action plans to capture future opportunities.

**SKILLS, KNOWLEDGE, AND ABILITIES:**

* Extensive knowledge of mine operations systems and mining machine applications.

* Proven leadership and account management skills.

* Knowledge and use of Microsoft computer products or other comparable systems required.

* Clear and persuasive presentation skills. Able to build credibility quickly with all levels of an organization.

* Ability to work in and manage ambiguity, deal with issues or problems, work independently, drive for results.

* Ability to think strategically and systemically. Be flexible, creative and grasp complex concepts and execute ideas. Motivated by challenges.

* Excellent written and verbal communication skills with individuals or in groups.

* Knowledge and skills to operate and understand sales force automation and customer contact management tools.

* Must have proven sales skills, be familiar with equipment financing and taxes, and know wholesale and retail used equipment markets.

* Working knowledge of Caterpillar and competitive construction equipment product line and equipment application.

* Ability to develop and maintain effective working relationships with others.

* Consistent attendance.

**EDUCATION AND EXPERIENCE:**

* Proof of high school diploma or General Education Degree (GED). BS Degree in Business, Engineering, or related field preferred.

* Minimum of three years of related customer account management or sales experience required.

* Ability to obtain current MSHA card for 5023 (Metal/Non-Metal) and maintain CESP (Certified Equipment Solutions Provider) through AEMP.

* Ability South Dakota School of Mines Mining Certification course.

* Valid drivers license and excellent driving record required.

* Must be able to communicate (speak, read, comprehend, write in English).

* Must obtain and maintain CESP (Certified Equipment Solutions Provider) through AEMP.

**PHYSICAL CHARACTERISTICS:**

* Must be able to sit for long periods of time along with walking, standing, climbing stairs, reaching pushing, pulling, leaning and twisting.

* Must be able to meet all safety requirements for applicable safety policies.

**Disclaimer:** The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. It is not intended be an exhaustive list of all responsibilities, duties, and skills required of employees in this classification.

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Equal Opportunity Employer/Protected Veterans/Individua