Account Representative

NY/NJ/PA area

Salary: $80k-$100k

 

 

Minimum 3 years sales experience.

BS/BA degree in Business Management or Sales Management (preferred), or applicable field of study.

Demonstrated negotiation experience, negotiation review and account management skills.

Intermediate Selling skills strongly desired.

Previous strategic selling experience along with contract development desired.

Must demonstrate the capability of developing a thorough product knowledge and understanding of applications in various industries.

Must demonstrate the ability to define opportunities, identify solutions, while understanding the needs of the customer and company capabilities to deliver.

Ability to make successful presentation to individuals and/or groups at all levels of an organization (internally or externally).

Demonstrated analytical skills, strategic thinking, ability to work independently, and strong work ethic.

Ability to relocate for future opportunities preferred.

Valid Driver's license - ability to drive to customer locations.

Estimated 35% travel required

 

This position is accountable to General Manager of the Calcium Chloride business for selling Calcium Chloride products within a defined geographic area at levels consistent with or in excess of budgeted volumes and pricing.

Emphasis of this position is toward account management and territory growth.

 

 

DIMENSIONS

Sales Volume - This position will typically carry dollar sales in the 20% - 50% percentile of the Divisional Sales Territories, with sales responsibilities of approximately $15- $20MM.

Account Size - The territory will consist mainly of mid-size accounts, distribution accounts and target accounts.  A larger direct account would be in the $3MM - $5MM range.

Product Lines – This position will cover the entire Calcium Chloride product line and will have a modest number of more complex/competitive product sales.

Account Complexity –.Customer accounts will be fairly basic in nature, but some multi-layer account penetration will be required.  This representative will be expected to deal with purchasing, finance, logistics and lower level management of his/her customers. Management of local distribution branches and development of new mid-size accounts are included in this role. He/she will be expected to facilitate small scale business meetings with Dallas product managers and customers.

Contracts/Negotiations – Customer contracts will be more standard agreements with traditional terms and conditions.

Entertainment/Event – This position will have small outing planning, basic customer entertainment (dinners, lunches, golf, and sporting events).  Some attendance at local trade shows or industry events will be required.

Travel - This territory will require overnight travel away from the base location approximately 30% of the time.

Representation of the company at national and local trade shows or other industry events will be required.

 

 

RESPONSIBILITIES

This position reports directly to the General Manager.  Principal activities that must be performed include:  in-depth customer and prospect coverage through personal sales calls, written correspondence and regular phone calls.  Account development is accomplished through coordination of headquarters, plant, technical and regional personnel.  This role represents the company policy and philosophy to direct customers, distributors and prospects.

Sales Representative is expected to submit on time paperwork including call reports, trade reports, expense reports, weekly itinerary, forecasts and special assignments.

Position will work closely with the customer service group, reviewing customer orders, pricing and keeping customer complaints to a minimum.

The Account Representative is in general a territory manager, developing new ideas for the region, gathering sales intelligence, reporting competitor’s activity, training distributor sales personnel while at the same time professionally selling the Company product line.

The successful candidate will possesses outstanding communication skills, internally and externally, written and verbal, with a high level of awareness of delivering timely and consistent communications to customer and internal stakeholders.

In support of the organization, the Account Representative supports and drives the development of marketing plans. Individuals at this level should operate effectively in an autonomous environment requiring minimum direct supervision.

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Pasadena, TX 77508

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