MAJOR ACCOUNT MANAGER: CORP WITH +$80M REVENUES

SALES
MAJOR ACCOUNT MANAGER, MANUFACTURING CORPORATION – Washington State corporation with revenues of approximately $80M, is seeking a Major Account Manager to be accountable for the global success and sales performance of this major account. This strategic account team member will take charge and lead appropriate internal resources to drive specific projects through the company’s processes ensuring successful executive implementation. He/She will develop sales plans, must thoroughly understand customer decision making processes, budgeting, and capital approval cycle to effectively drive sales efforts of technology driven capital equipment. Candidates should have an undergraduate degree, 7 – 10 years experience in capital sales, and a history of success in working with high volume customers. Because the Major Account Manager will work independently, candidates should have a high degree of motivation and discipline and be able to use time effectively and efficiently. Candidates should have a willingness to travel extensively to manufacturing sites for the client. This position is salary plus incentives to 50%. Relocation is not required. Please send inquires, letters of interest, and resumes to: Jan Cooper, 411 108 Ave NE, Ste. 250, Bellevue, WA 98004
425-637-5656
Fax: 425-637-5657
[Click here for email]
Web CB195858
Source - Chicago Tribune
REQUIREMENTS
THE POSITION
The Major Account Manager will be accountable for the global success of the organization’s relationship and sales performance with a major account. The Major Account Manager will work directly with the account’s senior management to advance the relationship and gain knowledge to establish the appropriate strategic direction and facilitate communication and rapport with equivalent senior management staff.
The Major Account Manager will build and lead a multi-discipline, results oriented Major Account team with honest, open communication and disciplined focus on team success. The Manager will establish and regularly review progress with the account and with management, and constantly update the account’s strategic plan. The Major Account Manager will manage overall profitability for the account and work directly with the global organization’s field sales force to assure consistent implementation of the account strategy, provide guidance, and provide direct involvement in specific sales opportunities as appropriate and necessary to achieve account success and meet or exceed quota. The Manager will formulate and update regularly both the near and long term bookings forecast.POSITION RESPONSIBILITIESo In conjunction with the Director of Strategic Accounts, develop sales plans for the specific key account.
o Thoroughly understand customer decision process and customer budgeting and capital approval cycle to effectively direct sales efforts, presentations and competitive responses and to enhance forecast accuracies.
o Monitor all active projects and quotations. Provide periodic written reports to the Director of Strategic Accounts.
o Collect all project details (financial, technical, and competitive). Organize and communicate materials concisely to technical support personnel to generate necessary quotations and proposals.
o Follow-up on equipment deliveries to build customer satisfaction, identify possible repeat orders and referrals. When required, identify and resolve customer problems.EDUCATION AND EXPERIENCE
Attainment of a bachelor’s degree in business, marketing, or a technical field is required. Candidates should have a minimum five to seven years experience in food industry sales. Because this position requires a close working relationship with one client, candidates should possess strong presentation and communication skills and be able to develop good rapport and to consummate sales. The products that are manufactured contain sophisticated engineering content, thus candidates will need to develop strong product knowledge and understand the technical application capabilities and of competitive equipment.
Candidates will develop process knowledge to serve as the basis for defining appropriate applications and to build customer trust. Because the Major Account Manager will work independently, candidates should have a high degree of self-motivation and discipline and be able to use time effectively and efficiently. Candidates should have a willingness to travel extensively to manufacturing sites for the client.MANAGEMENT AND INTERPERSONAL SKILLS
Candidates for this position must be team focused, yet self-motivated and capable of operating independently in the field. He/She must be an entrepreneurial, positive, and results oriented individual with excellent communication skills. Candidates should possess enthusiasm for achieving personal and corporate goals. Organizational skills and follow-through are imperatives. The focus on this major account is critical, therefore the relationship is critical and the selected candidate must be able to establish credibility and continue a high level of customer service. Personal ethics and integrity must be beyond reproach.