Territory Account Manager

2 months ago

Rochester, United States Integrated Supply Network Full time
Who is ISN:

Integrated Supply Network (ISN),a private equity owned company, was established in 1985 and has since grown to hundreds of employees worldwide. We are dedicated to creating an environment where our team, partners, and customers can grow and thrive through product and distribution excellence. We currently hold 12 strategically located distribution centers worldwide: seven in the United States, three in Canada, and two in the United Kingdom.

ISN is positioned to be the most trusted partner for automotive tool and equipment. We have built a culture on the foundation of collaboration, trust, transparency, and accountability. We are passionate about servicing our customer and supplier partners to help them achieve rapid growth in their markets.

Our team is agile and embraces change in pursuit of innovation to better support our resellers and their customers, the professional mechanic or technician, the hardcore DIY consumer, and anyone else looking for the best tools at the right time.

To learn more about who we are please visit our website at www.isnweb.com

Why ISN:

At ISN, we believe in fostering a workplace environment that thrives on collaboration and a shared passion for excellence. Our commitment to a great team is more than just assembling talented individuals; it's about creating a supportive and inclusive community where every contribution matters.

Together, we thrive:When you join us, you're not just an employee; you're a valued member of a team that celebrates achievements, learns from challenges, and grows together. Here, you're a vital part of a diverse and inclusive team that appreciates the richness of different perspectives. Our people make the difference.

Execute your ideas:Our workplace culture is anchored in trust and integrity, empowering team members to take ownership of their work and make a meaningful impact.We recognize and celebrate the unique contributions of each team member, providing a platform for individuals to drive innovation, take initiative, and see the direct results of their efforts.

You're in the driver's seat of your career:We understand that true professional development goes beyond just acquiring new skills; it's about empowering youto use that desireto reach your full potential, diversify your skillset, and gain cross-functional knowledge and experience.Understanding our business can take you places.

Your value goes beyond the work that you do:We recognize and celebrate the entirety of you.For that reason, ISN offers a robust total rewards package that goes beyond "just a paycheck" to include tools to support ALL of you: your wellbeing, financial future, professional goals, and family needs.

ISNis an organization that believes in the strength of a great team, the power of impactful work, the limitless possibilities of individual and collective development, andthe holistic value of each team member

Job Overview:

ISN's Regional Accounts sales organization focuses on the company's top 5,000 regional clients across all vertical segments: Tire Dealers, Fleet/Heavy Duty, Auto Parts Retailer and Auto Service. The Regional Account Sales team is highly consultative and collaborative. They build strong relationships with their customers, becoming trusted advisors that enable them to custom-tailor solutions, products or services for their clients. This segment partners with all ISN product lines, category teams and inside sales to help simplify the selling motion and become an ambassador to our clients. The Territory Account Manager (TAM) is an integral role on the Regional Sales team.

Location:

This role services accounts in the greater Michigan & surrounding areas. For that reason, candidates should live within the territory. Travel within the assigned territory is required based on business needs. The TAM will have an assigned territory that is both geographical and financial. The geographical boundaries are at the discretion of the Regional Sales Director and will be defined by the ability of TAM to cover efficiently and effectively while maintaining a high level of customer satisfaction. A territory may also include phone-based customers that need not reside in the geographical territory. A territory will include minimum standards for revenue and customer profitability. These minimum targets will be set by the Regional Sales Director. A TAM's role will include continued solicitation of new ISN customers along with continued pursuit additional business with active ISN customers

Success:

Success is measured by:

  • Ability to build and maintain relationships with customers
  • Ability to meet performance KPIs and sales goals
  • Contributions to building ISN's market share within the assigned territory
Job Responsibilities:

This role advances the mission of being a trusted partner to our customers by performing the following activities: Sell ISN's products and programs to Wholesale customers, Buy to Use customers, manage and maintain an established book of accounts and develop new business as appropriate. Travel throughout assigned territory to call on regular and prospective customers to solicit orders or talks with customers by phone. Write and enter orders real time in the field to ensure expedience of order fulfillment. Manage customer returns in the field according to company and documented manufacturer policies. Manage sample account in accordance with company policy. Conducts sales meetings with customers and conducts product demonstrations. Creates downstream marketing pieces for top customers. Gathers information and reports on competitive developments to management. Quotes prices and credit terms and prepares sales contracts for orders obtained. Manages selling price and gross profit margins. Estimates date of delivery to customer, based on knowledge of ISN's inventory and manufacturers' delivery schedules. Maintains a professional appearance and approach, when in the presence of ISN customers. Prepares reports of business transactions and keeps expense accounts. Coordinates customer training and demonstrations. Enters new customer data and other sales data for current customers into computer database. Working with the sales support team, investigates and resolves customer problems that affect service levels. Attends trade shows and corporate sales meetings.

Core job duties in conjunction with the activities listed above include:
  • Serve as the lead point of contact for all customer account management matters
  • Build and maintain strong, long-lasting client relationships
  • Negotiate contracts and close agreements to maximize profits
  • Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors
  • Ensure the timely and successful delivery of our solutions according to customer needs and objectives
  • Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
  • Develop new business with existing clients and/or identify areas of improvement to meet sales quotas
  • Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts)
  • Prepare reports on account status
  • Collaborate with sales team to identify and grow opportunities within territory
  • Assist with challenging client requests or issue escalations as needed
The above position description is intended to describe the general content, identify the essential functions of, and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities, or requirements.

Qualifications:

Education:
  • Minimum formal education required: High School Diploma or equivalent is required.
  • Bachelor's degree, in business administration or related field is preferred.
  • A combination of education and work experience also eligible.
  • Ability to travel as necessary
  • Must have a valid driver's license and driving record that meets ISN's policy and insurance standards
Experience:
  • 3-5 years of relevant experience working in an outside sales environment within the tire or automotive aftermarket industries
  • Self-Motivated team member ready to work
  • Highly effective and persuasive communication skills
  • Be a relationship builder
  • Forward thinking and follow-up key to success
  • Be a consistent team player
  • Proficiency in a Windows environment including MS Word, Outlook, Excel, and PowerPoint; familiarity with PowerBI reporting a plus
  • Proficient in all internal systems including HubSpot or other CRM (Customer Relationship Management software) and MasterPack, or other ERP (Enterprise Resource Planning system)
Skills:

In order to successfully perform this role, the following attributes are required:
  • Strong focus on customer service
  • Excellent written and oral communication skills
  • Strong business acumen: understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals
  • Commitment to cost consciousness: works within approved budget; contributes to profits and revenue
  • Focus on doing the right thing, always: treats people with respect; keeps commitments; upholds organizational values
  • Strong organizational skills: follows policies and procedures; completes administrative tasks correctly and on time
  • Execution of plans: prioritizes and plans work activities; uses time efficiently; sets goals and objectives
  • Exemplifies professionalism: approaches others in a tactful manner; reacts well under pressure; treats others with respect and consideration; accepts responsibility for own actions; follows through on commitments.
What We Offer-Why ISN:

We care about our team members. This full-time, permanent role on our team offers a competitive compensation package that includes:
  • Comprehensive Healthcare benefits: Medical (including HSA or FSA), Dental, Vision, & Wellness plans
  • Retirement savings: 401K (with company match)
  • Life & Disability coverage
  • Paid holidays
  • Front-loaded PTO
  • Opportunities for advancement in a team focused environment


ISNis an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, gender expression national origin, marital status, veteran or disability status.

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