Account Manager

Position Summary
Based in the Central ADE Region, and reporting to the Regional Sales Manager, you will drive business growth. You will be responsible for prospecting new business opportunities, building long-term partnerships, cultivating strategic relationships, and collaborating with internal teams to craft strategies to deliver short-term and long-term growth. This role demands a proactive and strategic approach to sales, as well as a deep understanding of our heat treating services, to meet the needs of both new and existing customers.

Essential Job Functions (Duties and Responsibilities)

The primary duties consist of, but are not limited to, the following:

• Identify, target, and secure new business opportunities by leveraging market insights and company offerings. Engage with potential clients to understand their needs and present tailored solutions.

• Build and maintain strong, lasting relationships with key accounts and industry influencers. Work to expand existing accounts by identifying new revenue streams and optimizing service offerings.

• Develop and execute strategic account plans.

• Execute key account management. Develop multiple customer touchpoints and conduct regular visits to customer sites to build relationships, gather feedback, and identify opportunities for improvement. Deliver presentations, seminars, and workshops to educate customers about The Company’s offerings.

• Leverage Salesforce.com reporting and dashboards to provide accurate forecasts and timely reporting on sales activities, including pipeline development, new account acquisition, and competitor analysis.

• Stay up to date on industry trends, competitor activities, and market conditions. Share insights with the team to ensure The Company remains competitive and responsive to customer needs.

• Travel extensively (greater than 50%) to meet with customers and prospects. Attend industry events and conferences to build networks and enhance The Company brand.

• Performs other tasks as assigned or dictated by position.

• Must have the ability to report for work on time, follow directions, interact effectively with co-workers, understand and follow rules and procedures, and accept constructive criticism.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Compliance: This position must satisfy ITAR compliance requirements; candidates must be U.S. Citizens or Permanent Resident Card Holders.

• Experience: Minimum of 5 years in strategic sales or business development with a proven track record of revenue growth and new business acquisition.

• Industry Knowledge: Familiarity with heat treatment processes and the aerospace, automotive, or other relevant industries is a plus. Understanding of metal processing, materials science, or engineering is beneficial.

• Sales & Negotiation Skills: Strong consultative selling, account management, and contract negotiation skills.

• Communication: Excellent interpersonal, presentation, and communication skills, with the ability to build rapport and influence at all levels within client organizations.

• Education: Bachelor’s degree in Business, Engineering, or a related field preferred.

• Technical Aptitude: Ability to engage in discussions with clients about technical services. Solid understanding of customer requirements and company offerings is essential.

• SFDC Utilization: Proven ability to use Salesforce (SFDC) for pipeline management, customer tracking, and data-driven strategies.

• Other: Valid driver’s license and ability to travel >50%. Proficiency in Microsoft Office Suite and CRM tools.

Additional requirements:

• Ability to read, write, and communicate in English.

• Demonstrate good judgment in fostering customer relationships.

• Ability to quote pricing, manage expectations, and resolve issues collaboratively with customers.

• Problem-solving skills to meet customer expectations.

• Effective communication with employees at all levels to deliver exceptional service.

• Advocate for the quality of company products and services.

• Conduct in accordance with company policies and procedures.

• Commitment to ethical interactions.

• Ability to cultivate and develop customers from small businesses to large multinational corporations.

Physical & Mental Demands

The following physical and mental demands consist of, but are not limited to, the following:

• Ability to work in a professional office setting or industrial environments.

• Ability to sit, drive, and travel for extended periods.

• Must manage multiple priorities and handle stressful situations.

• Strong analytical and problem-solving skills.

• Must be able to work in a sitting position for extended periods (desk, driving, airplane travel).

• Manual dexterity for data entry.

• Ability to bend, pull, stoop, and reach.

• Ability to lift 25–30 lbs.

• Possible exposure to heat, fumes, noise, and humidity.

• Must have cognitive and mental capacity to perform essential job functions.

• Effective oral and written communication skills.

• Visual acuity to read documents, computer screens, and files.

• Ability to hear in person and via phone.

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