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Commercial Account Manager

2 months ago

Springfield, United States Fortress Building Products Full time

Job Title:              Commercial Account Manager

Department:      Channel Sales (Commercial)

Manager:            Director, Commercial Sales

FLSA Status:       Exempt

Location:             Remote within territory

OVERVIEW

The Commercial Account Manager will strategically partner with dealers, contractors, builders, developers, property management firms, architects, and other applicable decision makers with the ultimate goal of increased revenues within the assigned territory for perimeter security products.

This position will be based out of a home office and require regular travel within the assigned territory.

OUR PURPOSE STATEMENT

Lead Global Change in the Way People Build and Live

OUR NICHE

Innovative Building Solutions

OUR CORE VALUES

Work Hard, Play Hard – We seek passionate people. We take our work seriously and we take the enjoyment of our lives seriously.

Positive, Can DO Attitude – We are optimistic, we set challenging goals and we find a way to accomplish them. We approach challenges with the intention of finding solutions.

Compete & Win As A TEAM – We put the TEAM first. Our team is what makes our company great. We are a competitive group that like to win. We keep score.

Innovate & Seek Continuous Improvement – We believe it can always be better. We want better products and processes. We want to be better individuals. We want to be a better organization.

We Are Respectful – We respect fellow team members, our partners, ourselves and our company. We are known to be “the good guys”.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

  • Exceed sales goals as a team – Compete & Win as a TEAM.
  • Work cohesively as a team with Inside Sales to plan meetings and attack each market.
  • Own the commercial/industrial contractor.
  • Own the general contractor/architect/municipalities/regional builders/school districts/government agencies/airports.
  • Manage commercial/industrial quotes (Salesforce).
  • Building and maintain relationships with distributors and contractors.
  • Manage the onboarding process for new customers.
  • Forecasting for SIOP.
  • Issue customer credits for Director approval.
  • Product knowledge training for all customers.
  • All day-to-day activity conducted in Salesforce.
  • Determine the pricing structure and multipliers for each customer.
  • Conduct and report competitive market analysis, competitive intelligence, and other sales-related information.
  • Participate in regional conference calls, meetings, and trade shows.
  • Provide weekly report to Director, Commercial Sales.

SUPERVISORY RESPONSIBILITIES

  • None
  • None

COMPETENCIES: To perform the job successfully, an individual should demonstrate the following competencies:

Achievement Focus – Sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; measures self against standard of excellence; recognizes and acts on opportunities; takes calculated risks to accomplish goals.

Adaptability – Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delay, or unexpected events.

Attendance/Punctuality – Is consistently at work and on time; ensures work responsibilities are covered when absent; arrives at meetings and appointments on time.

Business Acumen – Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.

Communications – Expresses ideas and thoughts verbally; expresses ideas and thoughts in written form; exhibits good listening and comprehension; keeps others adequately informed; selects and uses appropriate communication methods.

Consultative Selling – Qualifies potential customers; builds rapport and establishes trust; asks questions to discover client business needs; applies product and market knowledge effectively; presents solutions that meets customer objectives; manages and documents sales process.

Continuous Learning – Assess own strengths and weaknesses; seeks feedback to improve performance; pursues training and development opportunities; strives to continuously build knowledge and skills; shares expertise with others.

Cooperation – Establishes and maintains effective relationships; exhibits tact and consideration; offers assistance and support to co-workers; works cooperatively in group situations; works actively to resolve conflicts.

Customer Focus – Identifies and prioritizes customer needs and recognizes constraints; responds promptly to customer needs; seeks to find out more about customers and provide a better product or service; adopts professional approach to customers; is reliable and delivers on promises.

Initiative – Volunteers readily; undertakes self-development activities; seeks increased responsibilities; takes independent actions and calculated risks; looks for and takes advantage of opportunities; asks for and offers help when needed.

Organization Support – Follows policies and procedures; completes administrative tasks correctly and on time; supports organization’s goals and values; benefits organization through outside activities.

Problem Solving – Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions; works well in group problem solving situations; uses reason even when dealing with emotional topics.

Professionalism – Practices good hygiene and presents an appropriate professional appearance; understands how one is perceived by others; takes actions intended to have a position effect on others; makes a friendly impression on others by using good eye contact and using names whenever possible; develops and maintains positive working relationships and maintains a pleasant work attitude.

Teamwork – Balances team and individual responsibilities; exhibits objectivity and openness to others’ views; gives and welcomes feedback; contributes to building a positive team spirit; puts success of team above own interests; able to build morale and group commitments to goals and objectives; supports everyone’s efforts to succeed.

Technical Expertise – Effectively applies technical knowledge to solve a range of problems; develops solutions to problems that cannot be solved using existing methods or approaches; is sought out to provide advice or solutions in the area of expertise; keeps informed about current developments in the area of expertise.

QUALIFICATIONS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education/Experience/Additional Requirements

  • Bachelor’s degree preferred
  • Minimum of 3-5 years of sales experience in the building materials or construction industry, ideally selling fence, hardscapes, landscape, or irrigation related products
  • Willingness and ability to structure productive activity plans from a home office environment with little to no supervision
  • Excellent interpersonal, written, and verbal communication skills
  • Ability to design and execute a sales plan to drive intended results
  • Driven personality with a “winning” attitude
  • Must be a team player with dedication to the 1-Step Channel’s success
  • Willingness and ability to travel overnight 30% – 40% of the time
  • Bilingual – English/Spanish highly desired

Certificates/Licenses/Registrations

WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

This job operates in a professional/home office environment. This role routinely uses standard office equipment.

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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit, stand; talk, hear, and use hands and fingers. Specific vision abilities required by this job include close vision requirements. Light to moderate lifting is required. Ability to uphold the stress of traveling.

ACKNOWLEDGEMENTS: The above job description is not intended to be an all-inclusive list of duties and standards of the position. Incumbents will follow any other instructions, and perform any other related duties, as assigned by their supervisor.