Sales Account Manager

Sales Account Manager

Fenner Dunlop is seeking a dynamic Sales Account Manager to join our corporate sales team. In this role, you will be instrumental in driving sales growth and expanding our market presence across Southern California, Arizona, and Utah. As a Sales Account Manager, you will manage a diverse portfolio of client accounts, identify new business opportunities, and ensure exceptional customer satisfaction. Your primary goal will be to build and maintain strong client relationships, understand their unique needs, and provide tailored solutions that exceed expectations. Success in this role requires a proactive approach to sales strategy, customer engagement, and collaboration with internal teams to coordinate efforts and achieve sales targets. If you are passionate about sales, customer relationships, and delivering results, we invite you to join our team and make a meaningful impact.

Fenner Dunlop, a Michelin Group company, designs and manufactures the widest range of bulk material handling conveyor belts in the world. We strive to be the premier provider of the safest and most reliable conveyor belting and services to a variety of heavy industrial markets such as coal mining, hard rock mining, sand, gravel, wood handling, power generation, pulp and paper. Fenner Dunlop provides North American made belting, manufactured at our facilities located throughout the United States and Canada. For over 150 years, Fenner Dunlop has researched, designed, developed, manufactured, and tested its conveyor belting products, supporting nearly any type of conveyor application, and providing the right solutions to protect conveyor system investments in the harshest conveying environments.

What You'll Do

Customer Relations and Engagement

• Cultivate and nurture positive relationships with both new and existing customers and distributors to foster loyalty and increase revenue generation.
• Initiate proactive communication channels to stay connected with customers, understand their evolving needs, and anticipate future requirements.
• Ensure consistent customer satisfaction by continuously evaluating and addressing their needs, preferences, and feedback.
• Proactively identify potential issues or challenges and resolve them promptly to maintain high levels of customer satisfaction and retention.
• Facilitate all aspects of customer interactions, including negotiating contracts, providing sales quotations, and establishing pricing agreements.
• Manage national accounts negotiations, both for new contracts and existing agreements, to optimize terms and conditions for mutual benefit.
• Conduct regular visits to customer sites to provide personalized consultation and expertise on products and services.
• Utilize on-site visits as opportunities to deepen relationships, gather feedback, and identify additional business opportunities.

Sales Management and Strategy

• Serve as the primary point of contact between the sales team and upper management, providing regular updates on sales performance, market trends, and strategic initiatives.
• Utilize market research and sales data analysis to determine realistic sales budgets, aligning with company objectives and growth targets.
• Forecast sales projections based on customer potential and market opportunities to establish attainable goals and revenue targets.
• Engage in diverse networking opportunities, including participation in local trade associations and industry events, to enhance company visibility and forge new business relationships.
• Foster strong relationships with sales professionals, manufacturing teams, operations staff, and management to facilitate collaboration and synergy across departments.
• Identify and leverage sales and service opportunities within the organization to achieve strategic business objectives and maximize revenue potential.
• Develop comprehensive and dynamic business plans tailored to designated sales territories, incorporating market analysis, competitive positioning, and sales strategies.
• Continuously refine business plans based on evolving market dynamics, customer feedback, and sales performance metrics to ensure alignment with company goals.
• Work diligently to achieve annual sales budgets and targets set by upper management, employing strategic sales tactics, effective team management, and proactive problem-solving to drive results.
• Monitor progress against sales objectives and implement corrective measures as needed to mitigate risks and capitalize on opportunities for revenue growth.

Interdepartmental Collaboration

• Foster regular and open communication channels with departments such as marketing, technical, inside sales, and others to ensure alignment of goals and objectives.
• Coordinate and conduct regular manufacturing plant tours to understand business needs, identify potential sales opportunities, and further showcase differentiation and vertical integration in the market.

Effective Communication

• Exhibits exceptional proficiency in both written and verbal communication, demonstrating the ability to convey ideas, information, and messages effectively and persuasively.
• Engages in articulate and compelling verbal exchanges during meetings, presentations, and negotiations.
• Builds rapport and establishes trust with clients, colleagues, and stakeholders through effective communication.

Time Management and Organization

• Maintain meticulous attention to detail in all aspects of work, including documentation, data analysis, and task execution.
• Identify opportunities to streamline processes and workflows to optimize efficiency and resource utilization.
• Maintain consistent execution and follow-through on tasks and initiatives from initiation to completion.
• Communicate progress updates and potential obstacles transparently to stakeholders to manage expectations effectively.

Sales Reporting and Documentation

• Consistently compile detailed weekly, monthly, and semi-annual reports documenting sales activities, including sales volume, revenue generated, and pipeline progression.
• Utilize data analysis tools to extract meaningful insights from sales reports, identifying trends, opportunities, and areas for improvement.
• Ensure meticulous completion of all Customer Relationship Management (CRM) reports, encompassing call plans, call reports, journal entries, and daily activities.
• Maintain accurate and up-to-date records of customer interactions, sales transactions, and follow-up activities within the CRM system.

Leadership and Support

• Offer effective leadership and guidance to fellow account managers, fostering a collaborative and supportive team environment.

Safety Compliance

• Prioritize safety at all times, both internally and externally, ensuring compliance with safety protocols and fostering a strong safety culture throughout the workforce.

Additional Responsibilities

• Travel 30-50% to company, customer, supplier, and conference locations located throughout North America, including overnight travel.
• Professional behavior is expected during working hours, when traveling for business, while on company/customer sites and at any/all times when representing the company.
• Must possess valid driver's license and passport.
• Perform any other task deemed necessary by management.

What You'll Need

• Bachelor's Degree in Business, Sales, Marketing or a related field
• 5-10 years experience within Manufacturing, Industrial, OEM, Distribution and/or related business
• Demonstrates a proactive approach to sales with exceptional communication and presentation skills.
• Ability to effectively convey ideas, negotiate terms, and address client needs with clarity and persuasiveness.
• Exhibits a strong aptitude for problem-solving, quickly identifying issues and implementing effective solutions to overcome challenges.
• Adaptable and resourceful in navigating complex sales scenarios and resolving client concerns.
• Proven track record of establishing strategic partnerships and alliances to expand client bases and enhance revenue streams.
• Skilled in building and maintaining long-term relationships with clients, vendors, and industry stakeholders.
• Results-oriented with a focus on driving revenue growth and maximizing opportunities for success.
• Ability to cultivate strong internal and cross-functional relationships, leveraging teamwork to deliver exceptional customer service and support.
• Proficient in negotiation techniques and strategic planning activities to secure favorable terms and agreements with clients and partners.
• Skilled in conducting thorough research, analyzing market trends, and developing comprehensive plans to drive sales and business growth.

What We Offer

At Fenner Dunlop, a Michelin Group company, we care about work/life balance as well as the health and financial wellbeing of our employees and their families. So, whether you're considering family planning, trying to decide how to best care for your family, or want to make a difference through volunteerism, you're sure to find Fenner Dunlop's competitive and comprehensive employee-focused benefits package helpful.

• Medical, Dental, Vision, and Life Insurance
• Medical Travel Reimbursement for critical healthcare travel
• Company Paid Life Insurance
• Volunteer, Caregiver, and Bereavement Leave
• Education Reimbursement
• Family Planning