Outside Account Manager – MN NW Metro
Representative Wanted
Job Title – Outside Account Manager
Reports To – Sales Manager
Overall Description
Dock & Door Tec (D&DT) is looking for an Outside Account Manager with a proven track record of success in uncovering opportunities and generating new business within new and existing clients. This role will involve following a consistent sales process for prioritizing opportunities, qualifying potential new clients, understanding the clients’ business drivers, building relationships, presenting solutions, and closing business in accordance to assigned sales quotas and expectations.
The right candidate should be driven, well-organized and self-directed, always looking for more opportunities to grow new business. They will need to be accountable and a team player. Have the ability to generate lists of potential clients and target contacts, with strong communication skills and client relation skills to build trust and rapport with a variety of stakeholders. The Outside Account Manger must have keen problem-solving skills with the ability to see the whole picture and identify and uncover new opportunities. Also, they need to have strong self-awareness and interpersonal skills.
Major Responsibilities & Tasks:
Finding and Generating New Business
Sales, Prospecting & Sales Planning
Professional Requirements:
REQUIREMENTS
COMPENSATION
Reports To – Sales Manager
Overall Description
Dock & Door Tec (D&DT) is looking for an Outside Account Manager with a proven track record of success in uncovering opportunities and generating new business within new and existing clients. This role will involve following a consistent sales process for prioritizing opportunities, qualifying potential new clients, understanding the clients’ business drivers, building relationships, presenting solutions, and closing business in accordance to assigned sales quotas and expectations.
The right candidate should be driven, well-organized and self-directed, always looking for more opportunities to grow new business. They will need to be accountable and a team player. Have the ability to generate lists of potential clients and target contacts, with strong communication skills and client relation skills to build trust and rapport with a variety of stakeholders. The Outside Account Manger must have keen problem-solving skills with the ability to see the whole picture and identify and uncover new opportunities. Also, they need to have strong self-awareness and interpersonal skills.
Major Responsibilities & Tasks:
Finding and Generating New Business
- Research and maintain a database of target companies and contacts that fit with D&DT’s ideal client profile, and prioritize, effectively qualify, and develop a strategic plan to pursue and close business
- Differentiate D&DT from competitors by developing in-depth knowledge of D&DT’s solutions and effectively communicate and train clients on benefits and capabilities
- Cold call and generate interest with new clients, productively handling objections and rejection by identifying key criteria that are important to the client
- Ask effective questions to uncover the client’s current situation, desired situation, business drivers, needs and decision-making processes, to fully understand what they need in order to recommend the best solutions
- Penetrate existing accounts and expand throughout multiple locations, divisions, or projects, by identifying key contacts, what is important to them, understand their level of influence in the sale and tie value statements to their expressed criteria
Sales, Prospecting & Sales Planning
- With the Sales Manager’s guidance, develop a plan for new accounts, contacts to target, activities and milestones leading to revenue growth and achievement of individual goals
- Execute the sales plan and communicate progress against the plan, understanding what is working, what’s not working and make appropriate adjustments based on data
- Proactively communicate unexpected increases or decreases from new or lost opportunities, identify issues, discover why it is happening and create a strategy to win business back and strengthen relationships
- Research, capture and document client and prospect information in the company’s CRM system. This includes company profile data, notes from conversations, competitors, technology in place, key contacts, activities, etc.
- Generate and maintain a healthy sales pipeline from new and existing clients with the ability to move opportunities through the sales process and accurately forecast
Professional Requirements:
- Bachelor’s degree preferred, or relevant complex selling experience
- 5+ years of B2B selling experience to all levels of clients from Maintenance Staff, Operations VPs and Managers
- Proven track record of consistently achieving and exceeding sales goals
- Industry experience and mechanical aptitude (loading dock equipment, overhead and specialty doors) or related is helpful but not a requirement
- Strong entrepreneurial drive and work ethic
- Excellent negotiation skills
- Ability to perform duties with a sense of urgency, exceeding client expectations.
- CRM experience to accurately capture data and activities
- Outstanding hunter mentality and drive to find and close new business opportunities
- Strong written and verbal communication skills
- Detail-oriented with a high level of accuracy
- Exceptional problem-solving skills
- Works well under pressure and meets deadlines
- High level of proficiency with Microsoft software
REQUIREMENTS
- This position requires having a flexible schedule to work outside of normal office hours as needed based on the seasonality of the business and the needs of the client to ensure excellent client experience
- This position requires a valid driver's license and maintain a clean driving record to accommodate a moderate level of driving to client meetings
- Home based or general office environment in which this position includes periods of telephone and computer work that may require sitting for periods of time
- Occasionally lift, carry, push, pull or otherwise move objects (1-40 lbs.)
COMPENSATION
- Market competitive salary, moving to draw + commission
- Benefits include: Medical, Vision, Dental, 401K with company match, profit sharing and a flexible schedule
