Account Manager

Job Description

Job Description

Position Summary/Reporting Relationships:

The Account Manager is the primary customer contact and the internal owner of assigned OEM accounts. The Account Manager leads scoping conversations, owns the customer relationship, practices value-based selling, and coordinates Estimator(s), Sales Engineer(s)/SMEs, Production, Purchasing and Customer Support Representative to convert opportunities into profitable, preproduction-ready work. The role includes presenting proposals, negotiating commercial terms, validating final quote packages, and providing final commercial sign-off within company pricing and approval parameters. The AM drives existing account growth by proactively identifying opportunities for expansion, forecasting future revenue and customer satisfaction. In addition to ensuring smooth, documented handoffs to estimating and production. The AM owns the sales results and financials, vs. the process or methods. They represent the customer internally and balance the customer and the company’s needs.

At Dalsin, the Account Manager serves as the relationship owner and commercial approver, partnering closely with Estimators to ensure costing packages are complete and pre-production ready and with Sales Engineers / SMEs to secure technical validation. Setting pricing and margins on quotes. Successful AMs combine value-based selling with excellent communication and delegation: they scope precisely, manage forecasts, coordinate cross-functional workstreams, and deliver timely, well-documented handoffs that reduce rework and accelerate time-to-production.

 

Reporting relationships: Reports to the VP of Sales and Marketing; interacts routinely with Technical Sales Specialist, Engineering, Estimating, CSR, Order Entry, and Production, Purchasing, Quality.

Essential Duties and Responsibilities : 

The Account Manager must be able to perform the following essential functions, with or without reasonable accommodations.

Relationship and account ownership

• Serve as the main point of contact and relationship owner for assigned accounts; build trust and deliver consistent professional experience.
• Plan and execute individualized account strategies and hold strategic business reviews for key customers.
• Proactively growing accounts and looking for new opportunities to cross sell and expand.
• Plan onsite visits as determined in their sales strategy and agreed upon with VP of Sales and Marketing.

Scoping and coordination

• Lead scoping calls to capture customer requirements, success criteria, constraints, schedule and key risks; document scope and next steps.
• Identify scope elements requiring Estimator, SME or Production input and manage the hand-off plan.
• Coordinate cross-functional resources to ensure quotes are accurate, manufacturable and delivered on schedule.

Value-based validation and closing

• Review and validate final commercial quote packages prepared by Estimator(s); provide final commercial sign-off within pricing/approval parameters.
• Present proposals, lead commercial negotiations, and secure customer acceptances grounded in customer value and ROI.

Sales growth, forecasting, and reporting

• Maintain healthy pipeline to deliver on sales goals.
• Provide monthly forecasting and performance reporting, and execute on tactical account plans to grow revenue and margin.
• Identify upselling and cross-selling opportunities; surface ideas for new services and products that expand account penetration.

Handoffs and post-sale

• Hand-off routine order entry, simple reorders and transactional follow-up to Customer Support Representative and Order Entry while remaining accountable for customer satisfaction.
• Hand-off to engineering for production with key touch points in the NPI process.

Key Relationships:

• Internal - Estimators, Sales Engineers / SMEs, Customer Support Representative, Production/Shop Management, Purchasing, Quality, VP of Sales and Marketing.
• External - Customer technical, purchasing, and executive contacts, suppliers and strategic partners.

Measurements and indicators of success (KPIs): 

• Customer satisfaction and retention — CSAT / NPS and account renewal rate.
• Account revenue and margin growth vs. sales plan — Actual revenue and realized margin compared to account plan/target. 
• Margin compliance — % of quotes meeting minimum margin guidelines
• Forecast accuracy and pipeline health — Variance between forecasted and actual shipped revenue and CRM (excel file) completeness.
• Product diversification — # of product families sold or % of account revenue from new product families.
• Quote-to-order conversion — Quote-to-order close rate.
• Cross-functional satisfaction with scoping and handoffs — Estimator, Technical Sales Specialist, Production, CSR, and Order Entry feedback and handoff completeness.

 

Minimum Qualifications and Experience:

• Education:
  • Bachelor’s degree in Engineering, Business or related field preferred. Other combinations of equivalent experience and training considered.
• Experience:
  • 5+ years of progressive account management / sales responsibility with OEM customers
  • Consultative sales experience in metal fabrication or engineered products strongly preferred
• Systems:
  • Familiarity with ERP/MRP and CRM systems (Epicor preferred)
  • Strong Excel and Microsoft Office skills

Competencies:

• Relationship Management — builds trusted, long-term customer partnerships; stays proactive and responsive.
• Value-based selling — leverages Dalsin’s differentiators to hold value. Evaluates margin, contract terms, delivery commitments and trade-offs; frames proposals to illustrate customer value and ROI.
• Problem Solving and Decision Making — understands what the customer needs and how to bring the appropriate team together to build the solution. Recommends practical options and drives cross-functional decisions in a timely manner.
• Influence and Objection Handling — preserve relationships while resolving pricing, schedule or technical objections through data, options and collaboration.
• Account Growth and Opportunity Development — proactively identify new opportunities and execute focused account plans to expand and cross-sell within assigned customers.
• Emotional Intelligence (EQ) — manages conflict, reads interpersonal dynamics and builds strong internal and external relationships.

Skills:

• Systems and Data Proficiency — accuracy and timely updating of ERP/CRM tools and Excel for analysis and reporting.
• Project Coordination — plans and sequences scoping, estimating and production handoffs; tracks milestones and enforces action-oriented follow-up.
• Technical Literacy — reads prints/BOMs at a conceptual level, recognizes manufacturability signals and routes technical items to SMEs.
• Negotiation — protect margin while closing business by structuring terms, concessions and delivery commitments. Creates a win-win solution within Dalsin’s guidelines.
• Financial Acumen — understand financial levers, run basic margin sensitivity/scenario analyses and recommend margin-protecting options.

Travel Requirements and Work Environment:

• Office-based at company headquarters with regular shop/production walkthroughs. 
• Travel expectations (<25%), to customer or supplier sites as needed.
• Must be able to perform computer-based work and spend time on the shop floor when requested.
• Reasonable accommodations available.

Monday-Thursday 7:30am-4:30pm, Friday 7:30am-2:00pm