Account Manager - Utility

Account Manager - UtilityBe part of a growing, successful company in an exciting and challenging field. Border States is 100% employee-owned, which means you're empowered to make decisions, find solutions and receive rewards for your hard work. This position will be located in Salt Lake City, UT. Could be another location depending on who is hired and where they live. We have 5 locations in Utah.Job SummaryThe Account Manager will manage assigned customer account relationships and focuses on opportunity prospects and accounts. Promotes Border States' products, services and capabilities to maximize customer sales potential. Regularly calls on assigned accounts, develops new accounts, inputs cost savings documentation, coordinates sales strategies with preferred vendors, actively manages and directs company sales and support resources, and provides input to the pricing and purchasing departments on competitive issues related to price, margin strategy product evaluations, inventory requirements and other related sales, marketing and service functions.ResponsibilitiesEssential FunctionsMeets or exceeds the sales goals which are established.Penetrates and grows current and prospect medium opportunity accounts by identifying new capabilities and cross-sell opportunities.Meets and exceeds daily outreach expectations through a consistent process in a structured account planning environment.Identifies targeted opportunities that align to current strategies and new / increased capabilities.Prospects, validates, and converts new opportunity prospects by identifying and targeting appropriate influencers and positioning company appropriately vs. competition.Understands customer business objectives & translates into a company differentiated advantage.Keeps current with company offerings, value advantage, & competitive landscape.Ensures quality customer support, through expediting, pricing, follow-up, returns, and other services, as required.Provides customers with timely follow-up on technical inquiries and requests; this may be needed after business hours as well.Inputs TCCM cost savings documentation that is relevant to the assigned customer base.Directs the use of marketing tools, technical specialists, and company capabilities/services in support of a broad spectrum of products and services to facilitate a coordinated sales strategy for each assigned customer.Coordinates sales strategies with preferred vendors to maximize customer sales potential.Actively manages and directs company sales and support resources to maximize the sales and profit potential in support of all products, markets and specialist team opportunities for Border States.Participates in and advises sales management on the implementation and success of marketing plans and strategies.Provides input to other sales and marketing staff on customer needs and concerns regarding pricing, products, customer service and support, competition, procedures and market / customer potential.Provides strategic input to the pricing and purchasing departments on competitive issues related to price / margin strategy, product evaluations, inventory requirements, and other related sales, marketing and service functions.Non-essential FunctionsAdvises Customer Financial Services staff on changes in customer credit worthiness.Advises Customer Financial Services of any changes in customer management or ownership.Penetrates and grows the rest of market opportunity as needed.May develop quotations for customers within the company profit objectives and guidelines.Leads and attends sales and product meetings and technical training programs, as required.Attends and assists with sales meetings, trade shows and training programs, as needed.Coordinates with the Customer Financial Services staff to resolve customer billing issues resulting from errors in pricing, shipping, delivery or other credit areas, as needed.Entertains clients as needed.Qualifications4 years business, sales, marketing or trade degree or the equivalent in related work experience. 2 years of prior distribution, customer service, marketing, quotation or sales experience preferred. Experience with contract negotiation. Experience with presenting in front of a large group. Ability to read, write and speak in English required. Prefer strong working knowledge of PC for Windows, Microsoft Office (Excel, Word, Access, and PowerPoint), Internet, Email and SAP software.Skills and AbilitiesConsistently provides responsive, quality service to meet and exceed customer expectations. Technical competence in understanding piping systems (PVF) or electrical systems as required. Excellent interpersonal, written, and verbal communication skills. Ability to effectively plan and organize. Excellent customer service skills include being competent, accurate, responsive, and engaged.Physical RequirementsFrequency at which you would carry/lift in a typical day: Occasionally 0 – 33% Frequently 34 – 66% Continuously: 67 – 100%Lift from Waist: < than 10 lbs. - Not at all 10 to 25 lbs. - Not at all 26 to 50 lbs. - Not at all 51 to 75 lbs. - Not at all 75 to 100 lbs. - Not at all 100+ lbs. - Not at allLift from Floor: < than 10 lbs. - Frequently 10 to 25 lbs. - Frequently 26 to 50 lbs. - Frequently 51 to 75 lbs. - Not at all 75 to 100 lbs. - Not at all 100+ lbs. - Not at allCarried for Distance: < than 10 lbs. - Not at all 10 to 25 lbs. - Not at all 26 to 50 lbs. - Not at all 51 to 75 lbs. - Not at all 75 to 100 lbs. - Not at all 100+ lbs. - Not at allPhysical Activity Frequency at which you would do the following in a typical day:Sitting (a continuous period of being seated) - ContinuouslyStanding (for sustained periods of time) - FrequentlyWalking (moving about on foot to accomplish tasks) - FrequentlyBending/stooping (downward and forward) - FrequentlyCrawling (moving about on hands and knees or hands and feet) - Not at allClimbing/Walking Stairs (ascending or descending) - FrequentlyReaching (extending arms in any direction) - FrequentlyCrouching/squatting (bending the body downward and forward by bending leg and spine) - OccasionallyKneeling (bending legs at knee to come to rest on knee(s)) - OccasionallyBalancing (maintaining body equilibrium to prevent falling) - OccasionallyRepetitive motion (substantial movement (motions) or the wrists, hands, and/or fingers) - ContinuouslyPivoting (movement in any direction with one foot, keeping the other in contact with the floor) - OccasionallyPushing/Pulling (using upper extremities to press against or draw or tug) - OccasionallyGrasping (Applying pressure to an object with the fingers and palm) - ContinuouslyFingering (picking, pinching, typing; working with primarily fingers and not whole hand) - ContinuouslyTalking (expressing or exchanging ideas by means of the spoken word) - ContinuouslyDriving (the control and operation of a motor vehicle) - FrequentlyDesk work (work usually performed at a desk) - FrequentlyUse of a computer - ContinuouslyUse of a telephone - ContinuouslyHearing (Perceiving the nature of sounds at normal speaking levels) - ContinuouslyExposure (to adverse weather & temperature conditions) - OccasionallyTravel (travel needed to perform job duties) - FrequentlyAdditional InformationThis job description is a summary of the job duties and responsibilities and is not intended to cover all possible job duties and is subject to change at the employer's discretion. Employees must be able to perform the essential job duties and satisfy job requirements either with or without a reasonable accommodation.Our HistoryBorder States is a leader in the electrical supply distribution industry with approximately 130 locations in 31 states. Our employee-owners are second to none in delivering top-notch customer service and in demonstrating extra-ordinary people skills. We are one of the largest independent electrical distributors in the United States providing products and services to the construction, industrial and utility industries.