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Account Manager Generalist
2 months ago
This is a hybrid positions with 3 days a week (Tuesday, Wednesday, Thursday) onsite in Maple Plain, MN.
Be yourself at Protolabs
Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. We are an equal opportunity employer, and we are committed to building a diverse team that feels they are valued in the workplace. So do you feel you do not meet every single requirement but still intrigued? We encourage you to still apply You can help make our company even better. We do not discriminate based on race, color, national origin, sexual orientation, gender, age, mental or physical ability, or any way you represent yourself. We strongly believe diversity makes for more successful teams.
Why Protolabs?
We are the leaders in digital manufacturing. We hire designers, engineers, developers, and creative thinkers who tackle their roles with an entrepreneurial spirit. Our culture is centered around meaningful work that brings new and innovative products to market at unprecedented speeds. We are a diverse team that comes from all walks of life and take pride in our team who is smart, genuine, humble, and passionate about what they do. It’s our people who fuel our creativity and make our culture feel like home.
Protolabs Career Spotlight
What you'll do:
Relationship Management
Build and maintain internal interactions on projects within Protolabs, including communication with key stakeholder groups (marketing, customer service, sales operations, supply chain, etc.), to ensure a positive customer experience thru service quality of moderately complex accounts.
Actively develops, maintains and extends new or existing customer relationships via omni-channel communication (phone, email, social media, video trade shows, on-site meetings & presentations, direct mail, etc.) with customer stakeholders and decision makers in order to create advocacy and secure & retain business of moderately complex customer accounts.
Under minimal supervision, leverages existing customer relationships to generate contact/customer referrals to influencers & decision makers, by gaining knowledge, insight and understanding of customer business priorities, strategies and needs.
Uses proficient communication and persuasion skills to navigate difficult conversations internally and externally.
Serve as the primary contact person for leads and prospects on pre-sales and post-sale activities, and understands and anticipates with direction the needs, decision making process, and budgeting requirements of customers. (e.g. quote generation, quote follow up, quote finalization, offer guidance on product & services, etc.).
Develop general understanding of customer requirements (product, budget, governance) and how current customers are leveraging Protolabs within their product development process and associated stage gates, in order to identify gaps where Protolabs can add value across the supply chain, and gain additional revenue share within accounts.
Provide optimal customer experience for new and existing customers by educating and guiding customers through the Protolabs processes and systems.
Under minimal supervision, proactively assess and clarify customer needs on an ongoing basis and seek ways to improve product & service differentiation.
Under minimal supervision, navigates and negotiates moderately complex business interactions with customers.
Planning and Research
Create and execute monthly & quarterly plans using a variety of planning tools. Example plans include: account plans, time-blocking, sales campaigns, events, book of business plans, quarterly business reviews, and personal goal & development plans.
Under minimal supervision, identifies risks and/or opportunities within the account, and communicate to sales management (e.g. retention account risks; core account opportunities; account transitions; etc.).
For moderately complex accounts, create unique territory plans, generate sales reports, and identifies opportunities to increase sales volume while ensuring service levels are met.
Under minimal supervision qualify and research new & existing leads for moderately complex accounts, and determine customer readiness in terms of product needs, timing, budget and decision-making authorities/influencers. Research methods may include: annual reports, website review, webinar and trade shows, LinkedIn and other various online tools.
May utilize sales planning tools to manage workload for moderately complex accounts.
Understands and prepares for customer responses & objections, and provide consultative solutions to overcome objections for moderately complex accounts.
May participate and engage with industry specific tradeshows, representing the company product & service offerings.
Demand Generation
Under minimal supervision, prepare, conduct and facilitate customer meetings and presentations (virtually or in-person)with established or moderately complex accounts and prospective customers in an effort to increase awareness, drive customer intimacy and gain & retain
Under minimal supervision, prospect (e.g. cold call, scheduled calls, etc.) potential customers/contacts for new business opportunities by creating and executing prospecting campaigns to determine whether accounts could be considered qualified customers.
Under minimal supervision and using general knowledge, increase customer retention rates and revenue, by creating and executing customer engagement campaigns focused on cross selling and/or upselling with current customers.
Sometimes utilizes social selling platforms to research, plan and identify prospects, and initiate conversations with key stakeholders within customer accounts.
Based on book of business performance results, prospecting and qualification outcomes, analyze the pipeline to identify targeted accounts and service gaps, and launch campaigns to stimulate demand generation.
Maintain and grow revenues of a customer account base through proactive and reactive sales activities.
Under little or no supervision, follows-up with customer on shipments to ensure customer is satisfied with their product and uncover future business needs.
Maintain and grow sales of Protolabs services offerings for moderately complex accounts through effective lead qualification, prospecting, cross-selling and upselling to pull through additional revenue.
Performance and Project Management
Using general knowledge of industry practices, techniques and standards, achieves and or exceeds key performance indicators & other metrics to deliver growth targets and revenue.
Maintain comprehensive customer information for moderately complex accounts by documenting & tracking engagement and interactions within Customer Resource Management software application (CRM / Salesforce). Details may include conversation notes, outreach, order forecasts, and project information.
Applies a proficient understanding of customer’s product life cycle and associated stage gates to identify gaps where Protolabs can add value.
Under minimal supervision, accurately forecast, manage and advance opportunities through the various sales stages (e.g. needs assessment, discovery, solutioning, closing, etc.).
Demonstrates company values, complies with policies, and understands initiatives, strategies and technology platforms (e.g. Slack, High-spot, Salesforce, Linked-in, MS Teams).
Under minimal supervision, manage opportunity pipeline from lead to close for moderately complex accounts, and condenses sales cycle by developing processes and follow up cadences to ensure opportunities are being managed appropriately.
Uses a general understanding of company products & services, and utilizes proficient sales techniques effectively to achieve objectives.
Seeks opportunities to improve work processes, relationships, and individual performance.
Understands the key buying criteria for each customers’ organization to align customer needs with PRLB products & services, and utilizes proficient communication & project management skill to ensure the successful and timely completion of projects.
Under minimal supervision, conducts product design reviews while regularly working with internal application engineering team.
Develops a general understanding of assigned market segments, and our corresponding value propositions to those market segments.
FREEDOM TO ACT
Operates and conducts sales with minimal supervision. May consult senior sales personnel on more complex sales. Beginning to establish and maintain a network of contacts. Demonstrates ability to identify and cultivate sales from new and/or existing clients
SALES COMPLEXITY
Completes both routine and moderately complex sales using a proficient knowledge of products/services to achieve quarterly revenue growth/gain.
Responds to account management needs, and may contribute to gaining consensus with accounts.
BOOK OF BUSINESS CLASSIFICATION
Typically services small to mid-size accounts and has increasing revenue responsibility.
Small to mid-size & complexity of accounts
Typically medium spend & revenue potential = $5,000 – $1.5mm
Typical seller quota = $2 – $5.5mm
What you have:
Typically has 2-5 years of sales experience, and 1+ year of Protolabs sales experience.
Bachelor’s Degree
General knowledge of industry practices, techniques, and standards.
General understanding & application of business principles, theories, and concepts.
Utilizes developing knowledge of product/service offerings, and developing proficiency of markets & accounts.
Applies company policies and procedures to resolve a variety of problems. Determines actions based on guidelines, and modifies actions and methods as required.
What you will get:
Remote and hybrid work
Competitive salary
In addition, we offer amazing benefits including but not limited to:
You will receive at least 3 weeks of PTO, Holiday Pay, and Volunteer Hours
401k with company match and immediate vest
Employee Stock Purchase Program at a discounted rate
Matching grants through Protolabs foundation
And More
Proto Labs maintains ITAR-compliant operations in all of our United States based facilities. Due to ITAR regulations, this role is only open to U.S. Citizens, lawful permanent residents (green card holders) or foreign nationals granted refugee or asylee status. Individuals with temporary visas (e.g. E, F-1, H-1, H-2, L, B, J, TN or OPT) are not eligible for hire in this role.
Proto Labs, Inc. is an Affirmative Action / Equal Opportunity Employer
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
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