Field Account Manager

3 weeks ago

Hartford, Connecticut, United States MTS Systems Corporation Full time

Job Summary

We are seeking a highly motivated and results-driven Field Account Manager to join our team at MTS Systems Corporation. As a Field Account Manager, you will be responsible for generating sales of products and services through the pursuit of potential and customers within assigned regions to achieve market segment order volume, product mix, and margin targets.

Key Responsibilities

  • Develop and execute annual Territory Management plans to achieve specified sales volume.
  • Regularly monitor progress against the plan and make modifications, as required, throughout the year.
  • Classify and develop customers according to business potential.
  • Ensure all prospects and customers receive appropriate attention reflecting the customer's classification.
  • Travel planning optimized for cost and time efficiency.
  • Respond to inquiries and seek out potential customers to identify their needs for products or services and qualify leads.
  • Direct customer inquiries and orders to the most efficient sales channel.
  • Partner with Inside Sales Specialists, as assigned, to ensure appropriate type and level of sales coverage for all accounts and prospects in territory.
  • Assemble and coordinate sales teams, as needed, for specific key opportunities or consultative team pursuits.
  • Build successful relationships with key decision-makers and influencers in existing and prospective customers.
  • Generate and present proposals/quotations to customers, independently or with the assistance of other sales functions, in accordance with standard procedures and pricing guidelines.
  • Develop and maintain knowledge and expertise of MTS capabilities, products, components, and services and how they apply to customer needs.
  • Use CRM daily for all lead, contact, activity, forecasting, account management, and time management monitoring, recording, and reporting functions.
  • Continuously monitor and respond to competitor activities at prospects and provide timely reporting on competitive activity to sales management and marketing.
  • Interface between customer and MTS by maintaining contact with PE and manufacturing teams regarding delivery, installation, and technical support driving MTS value proposition.
  • Use a systematic process to take opportunities through the pursuit cycle, ensuring each step is conducted and complete in a satisfactory manner prior to moving to the next step/stage.
  • Maintain awareness of and understand how to conduct business relationships via customer supplier portals.

Requirements

  • BS degree in engineering/technical discipline or equivalent work experience with 6 years sales experience; or 3 years other relevant MTS experience and 3 years sales experience.
  • Willingness to travel domestically 30-70% of the time, depending on the assigned territory.
  • Presentation skills and ability to interface and work directly with customers.
  • Ability to build relationships and build consensus among diverse stakeholders.
  • Must possess a valid driver's license and able to obtain automobile/liability coverage.
  • Knowledge of competitive products and the sales process.
  • Strong oral and written communications skills.
  • Ability to work with a high degree of personal discipline.
  • Problem-solving and analytical business skills.

Preferred Qualifications

  • Solid understanding of test technologies. Fundamental knowledge of test methodology.
  • Understands how specific tests are used within the customer's environment.
  • Skilled at influencing competitive opportunities in favor of MTS.
  • Proficient at selling standard products with little or no AE support.
  • Able to sell custom systems with management/application engineering support.
  • Actively seeks out and identifies new opportunities within assigned accounts.

Additional Information

All your information will be kept confidential according to EEO guidelines.

MTS Systems Corporation is an equal opportunity employer. We value our colleagues' unique perspectives, experiences, and ideas and create workplaces where everyone can develop their careers and perform to their full potential.

As an equal employment opportunity employer, MTS Systems Corporation is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status, or any other characteristic protected by applicable federal, state, or local laws.

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