Regional Account Manager-Columbus, OH

Regional Account Manager

Reports To: Sr. Director of Sales

Summary: Responsible for nurturing key client relationships within an assigned group of strategic accounts and implementing business development strategies to maximize our share/position within these accounts.

Essential Duties and Responsibilities: Core duties and responsibilities include the following:

• Maintain sales relationship, identify opportunities for incremental business, initiate and suggest modification to service to meet customer needs, ensure service standards are met, resolve issues, ensure contract changes and rates are accurate.
• Meet and exceed assigned annual revenue growth goals as assigned.
• Communicate with and coordinate with Operations and other support teams to accomplish the work required to generate business.
• Maintain activity in Customer Relationship Management (CRM) and develop an actionable sales pipeline for growth.
• Prepare and present powerful, persuasive sales presentations that effectively demonstrate the value proposition of the Company's solutions.
• Promote and leverage the Company Value Proposition and Commercial Strategy to support profitable growth that meets or exceeds established sales goals.
• Work effectively with Operations, Customer Support, and other decision makers, to develop and implement successful onboarding and customer alignment.
• Prepare requests for pricing, proposals and effectuate sales contracts.
• Professionally establish and maintain current customer and potential customer relationships.
• Prepare paperwork to activate and maintain contract services.
• Identify customer problems and provide customer solutions.
• Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals.
• Communicate new product and service opportunities, special developments, information, or feedback gathered through field activity to appropriate company staff.
• Participate in marketing events such as seminars, trade shows, and sales blitz events as required.
• Prepare and give business reviews and presentations to the Commercial Team and Senior Leadership as needed.
• Follow-up for collection of payment as required.
• Other duties as assigned.
• 50% travel (air + car) including overnight stays in certain markets.

Skills/Competencies:

• Goal Oriented - Has written business goals, has written strategic plan, identifies compelling goals and is committed to them, knows what must be done and why, has a developed action plan and follow the action plan, has determined possible obstacles, and has a plan to deal with the obstacles, has check points and frequent debriefs, and continuously monitors performance in sales wins.
• Self-Directed - Is passionate about learning and growing. Takes responsibility for own success, doesn't externalize, accepts challenges, does not take "no" as failure, but as an opportunity to succeed.
• Strong Communications Skills - Creates and sustains ongoing forums that encourage two-way communication opportunities; demonstrates and promotes positive prospect, client, and work relationships; proactively addresses and manages conflict and disputes; works to achieve transparency and collaboration.
• Presentation Skills - Strong group presentation skills including PowerPoint and written proposals. Writes clearly and informatively; Presents numerical data effectively; Able to read and interpret written information.
• Character - Demonstrates unquestionable integrity in every aspect of work and dealing with others; Consistently models desired behaviors and values established by the company; Respects diversity of perspective in discussions and demonstrates an inclusive style; Demonstrates concerns for job safety for self and others.
• Sales Acumen Has proven Sales experience with high profile targets within various markets. Understands fully and is comfortable discussing/analyzing the market economics and competitive landscape. Asks thoughtful questions, displays effective listening, demonstrates product value; Is tenacious, maintains continuous contact with prospects and clients to establish need(s); Demonstrates effectiveness in linking product features/benefits to prospect or client needs.
• Collaboration - Effectively builds and maintains partnerships with clients, prospects, and internal stakeholders at all levels across the company. Contributes to team and company success. Maintains flexibility and reacts to change appropriately. Communicates and shares information with candor that builds trust and enhances relationships.
• Administrative Management - Continuously manages administrative functions to ensure quality and timeliness, manages accurate and timely sales activity and performance reports, analyses report data to project trends and build forecasts, maintains accurate and complete prospect and client database.

Experience: Core experience include the following:

• Minimum of 5-7 years commercial experience, preferably with a logistics, distribution, and/or operations background & strong understanding of Supply Chain Solutions.
• Floor Covering experience is a plus
• Demonstrated understanding and application of complex sales techniques and track record creating, negotiating, and closing large scale deals.
• Proven ability to develop long term strategic relationships with C-Level decisionmakers
• CRM experience preferred. i.e. Salesforce.com, MS Dynamics, etc.

Education: B.A., Business, Marketing, Operations, Supply Chain or related field or equivalent work experience.