Manager - Sales

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Job Summary

Responsible for managing the development and implementation of account management programs, policies and procedures from a functional or technical perspective, including target customers, pricing, services and related areas for the team; provides advanced professional assistance to management staff in account management related matters; has overall responsibility of revenue for assigned laboratory.

Essential Functions

• Manages staff including hiring, training, development and engagement of self and team members, evaluating performance, providing compensation recommendations, and performance management.
• Generates new business, increases wallet share, implements price increases and manages the application of surcharges to grow revenue for laboratory/service offering.
• Manages implementation and oversight of account management programs to achieve desired sales and operational results, aligns leadership and resources required, and ensure effective administration.
• Provides input and advice regarding developing and aligning strategies and programs to manage the account management programs, policies and procedures for the team.
• Manages and participates in operational, service, and account management reviews; assists with ensuring account management compliance with federal, state, local, and institutional standards, regulations and policies regarding fair practices to management staff in the handling of area related issues.
• Provides observations and recommendations to leadership for improvement of the organization's policies, procedures and practices on account management matters.
• Manages expectations of leaders, managers, staff and operations, facilitates communication on customer needs and business requirements, and establishes performance metrics.
• Resolves escalated, technical or sensitive account management problems or conflicts; works with internal groups or external agencies as needed and oversees the successful resolution.
• Manages the group or area budget including allocating resources and approving expenditures under control.
• Oversees or participates in special projects by identifying company, department, customer or service issues and priorities; communicates and coordinates and evaluates results.
• Maintains currency of account management regulations, industry trends, current practices, new developments, applicable laws, and related legislation.
• Contributes to the efficiency and effectiveness of the department's service to its customers by offering suggestions and directing or participating as an active member of a work team.
• Promotes and supports the overall mission of Pace Analytical by demonstrating courteous and cooperative behavior when interacting with customers and staff; acts in a manner that promotes a harmonious and effective workplace environment.

Qualifications

Education and Experience: Bachelor's degree in business administration, chemistry, operations, or a closely related field; AND five (5) years of progressive sales experience, including two (2) years of managerial experience; OR an equivalent combination of education, training and experience.

Required Certificates, Licenses, and Registrations: Continued employment is contingent upon all required licenses and certificates being maintained in active status without suspension or revocation.

• Valid Driver's License.

Required Knowledge and Skills

Required Knowledge:

• Comprehensive principles, practices and techniques of account management and operational areas.
• Understanding of the development and implementation of account management programs, policies and procedures.
• Principles and practices of developing teams, motivating employees and managing in a team environment.
• Basic principles and practices of budget development and administration.
• Applicable account management laws, codes and regulations.
• Computer applications and systems related to the work.
• Understanding and dealing with a variety of individuals from various socio-economic, ethnic and cultural backgrounds, occasionally where relations may be confrontational or strained.
• Principles and techniques of providing effective oral presentations.
• Principles and practices of program planning, development and evaluation.
• Correct business English, including spelling, grammar and punctuation.

Required Skills:

• Performing comprehensive professional-level account management duties in a variety of assigned areas.
• Overseeing and administering comprehensive and varied account management functions.
• Supervising and evaluating employees and providing related recommendations.
• Training others in policies and procedures related to the work.
• Applying more standard business and project management methodologies with a focus on implementing plans to achieve goals.
• Developing effective work teams and motivating individuals to meet goals and objectives and provide customer services in the most cost effective and efficient manner.
• Interpreting, applying and explaining applicable laws, codes and regulations.
• Providing consulting services to supervisors and staff.
• Preparing functional reports, correspondence and other written materials.

• Using initiative and independent judgment within established organizational and department guidelines.
• Using tact, discretion and prudence in working with those contacted in the course of the work.
• Performing effective oral presentations to large and small groups across functional peers and the department.
• Contributing effectively to the accomplishment of team or work unit goals, objectives and activities.
• Establishing and maintaining effective working relationships with a variety of individuals contacted in the course of the work.

Working Environment

Work is performed in an office setting. Work is subject to travel.

Find Your Place at Pace - We need you - your curiosity, your talents, and your drive - to help us advance this important work.

Benefits

When you join Pace, you commit to work that makes a positive impact on our communities and our world. We commit to supporting you with benefits and perks that make a positive impact on your life. Full-time roles are eligible for our comprehensive benefits program which includes competitive salaries, medical, dental vision, 401K retirement savings plan (100% vested immediately in the employer match), life, disability and voluntary benefits, paid time off for holiday, sick and vacation days, HSA, wellness program, flexible spending accounts, tuition reimbursement, Employee Assistance program, parental leave, optional legal coverage and ID theft.

Equal Opportunity Employer

Pace provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, creed, color, religion, genetics, protected veteran status, national origin, sex, age, disability, marital status, sexual orientation, gender identity or expression, citizenship, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.