Senior Auto account Manager is responsible for developing profitable growth. Primary focus will be development of potential target customers based on a specialization platform. Includes forecasting annual objectives for sales, margins and volume growth. Expectations include the ability to sell at all levels of management and build relationships that ensure company will continue to get the *** and last look. Individual must have the ability to assist customers in problem solving to deliver solutions, bring energy, enthusiasm and professionalism to their daily routines. This role requires the individual to perform the function independently with little to no direction and oversight, and effectively interact and influence at the managerial peer level. Up to 75% travel is required. Essential Functions The Purpose of the Sales Function is to Deliver: 80Profitable revenue growth, including robust new business development. 80Achieve stated gross margin targets as a percentage of sales. 80Approach the sales process with a high degree of professionalism and effectiveness by successful utilization of customer centric selling skills and tools, such as use of scorecards, business reviews, EVE tools, high/wide/deep, 5 warning signs, prospecting & new account calls, development of a robust sales funnel, collecting ARs, avoidance of bad debts, cross selling, and effective CRM system management. 80Establish, track, and close new business targets consistent with short- and long-term objectives at designated accounts within the territory. 80Develop contact matrix and establish strong relationships with key decision makers and project facilitators. 80Prospecting and cold calling. 80Develop, execute and manage sales plans, sales budgets, and expense budgets. 80Establish account development plans and network resources up, down and across both the customer’s organization and company. 80Deliver the planned results (AOP). 80Develop account relationships, identify opportunities and capture service opportunities at strategic accounts within assigned geography or industry. 80Understand key players, applications, requirements, trends, and needs as well as company’s potential and share within the targeted industry. Become an industry and product expert to leverage successes across the industry. 80Coordinate closely with regional sales teams as well as collaborating with the technical area as necessary to accelerate and drive profitable growth through solutions selling to targeted accounts. 80Establish a linkage between the customer’s business strategy and Company's capabilities. 80Monitor the competition to better understand issues and threats and develop plans to eliminate barriers. 80Implement company's, pricing and market strategies as well as business practices. Negotiate customer contracts and value packages to insure an acceptable return on company resources invested. 80Participate in strategy development, help position the business and develop the offer. Assist in defining the target markets, and commercial strategy. 80Develop written Account Plans for top three strategic accounts including metrics to define annualized sales potential at each account. 80Manage strategic relationships, cultivate new alliances, and monitor competitive activity. 80Create and maintain CRM data and sales statistics as required. Education and Experience 80Bachelors Degree or Equivalent Experience 80Sales & Customer Service - Strategic Selling Discipline 80Sales & Customer Service - Cold Calling 80Sales & Customer Service - Commercial 80Sales & Customer Service - Sales 80Sales & Customer Service - Tactical Sales Techniques 80Cross Functional - Process Improvement 80Administration - Professional Experience
