Account Manager

The Account Manager (AM) drives IEWC’s inside sales efforts by being the day-to-day contact for customer interaction; including quoting, questions, etc.

and providing front line world class personal customer experience. The AM develops business plans and growth strategies designed to significantly grow Gross Profit $ for a defined list of accounts and maximize sales of wire, cable and WMP products while leveraging IEWC’s value proposition in desired products and markets.

The AM must be able to use his / her skills and leverage IEWC’s assets, including the appropriate Business Development Manager to sell wire, cable and associated wire management products to customers.

• Develop an annual account sales plan in partnership with the Business Development Manager (BDM) or VP of Sales, consistent with the goals and objectives of the Company, to be reviewed and updated quarterly.
• Develop and implement business plans and sales strategies for targeted accounts to achieve growth goals.
• Build sales pipeline in line with sales targets through utilization of the IEWC sales process and manage these opportunities through IEWC’s
• Identify the needs of the customers and tailor specific solutions that create value to the customer and profitability to IEWC.
• Develop accounts by reviewing customer’s buying history and focusing on cross selling and upselling activities that will generate profitable sales revenue.
• Regularly qualify the customer to see what else they are using, their business goals, and what end users they are supporting in the market.

Document this information in the CRM.

• Develop relationships with key decision makers at the customer utilizing the IEWC inside sales strategy and application of our sales methodology.
• Utilize an advanced knowledge of IEWC products and services to analyze customer needs and opportunities and align with the appropriate solutions.
• Communicate new products and IEWC capabilities with special emphasis on quality of service that create value to the customer.
• Delivers the IEWC value proposition and aligns our value wedge to gain a competitive advantage through value differentiation.
• Be able to work with the buyers, production managers, engineers and other people at each of your customers to help you sell more to your customers.
• Drives results to attain the objectives of the annual sales plan for his / her accounts. Partner with the TM to execute the account strategy.
• Create a robust opportunity pipeline, with a focus on increasing the win rate percentage, maximizing the average deal size and increase the velocity within the pipeline (shorten sales cycle).
• As appropriate, based on the opportunity and customer, works collaboratively with the TM and / or RSM and Sourcing to prepare the quotation / bid package.
• Follows up with Customer for review of IEWC's service levels to ensure we are meeting the customer’s expectations.
• Ensure that orders and quotes are processed in order to meet the customers’ demands
• Complete and maintain all required reports, paperwork, quotes, drawings, records and documentation.
• Respond to customer requests for information, quotes, pricing, delivery, returns, billings,
• Provide timely feedback on key market intelligence with regards to competitors, suppliers, products to Marketing and Sales management.

Technical Skills :

• Education and / or Experience : A Bachelor’s degree and 2+ years of related experience; or a combination of education and experience.
• Certificates, Licenses, and / or Registrations : A valid driver’s license.
• Reasoning Ability : Ability to define problems, collect data, establish facts and draw valid conclusions. Ability to interpret an extensive variety of technical and business information and deal with several abstract and concrete variables.
• Computer Applications Skills : Ability to work with Microsoft, Salesforce, SAP and all standard current computer applications.
30+ days ago