ACCOUNT MANAGER

Job Description

Job Description

Position Summary

The Crate Fireworks Account Manager is responsible for generating new business, developing and managing prospective and existing customer accounts, converting qualified opportunities into sales, and coordinating the customer relationship from initial contact through completion of the sale and fulfillment process.

The Account Manager serves as a primary point of contact for assigned customers and maintains an active sales pipeline, develops long-term customer relationships, and provides consistent support throughout the Crate sales and fulfillment process. The role also coordinates customer payments, shipping and delivery, insurance documentation, and appropriately licensed or qualified shooters when required, in partnership with the appropriate internal departments and management.

Lead Generation & Business Development

• Generate new leads and prospective customers for Crate Fireworks.

• Conduct outbound telephone, email, and other approved sales outreach.

• Research and identify prospective customers within assigned markets and territories, including appropriate owners, managers, purchasing contacts, and other decision-makers.

• Develop and maintain prospect lists and an active sales pipeline.

• Follow up promptly with leads generated through the Crate website, marketing campaigns, referrals, trade shows, and other sources.

• Identify new markets, customer opportunities, and referral opportunities from existing customers and industry relationships.

• Maintain consistent, professional communication and follow-up with prospective customers.

Sales & Account Development

• Introduce prospective customers to Crate products and services and conduct or coordinate product demonstrations and sales presentations.

• Determine customer needs and recommend appropriate Crate solutions within established company guidelines.

• Prepare and communicate pricing, proposals, quotes, and other sales information.

• Answer customer questions regarding products, services, pricing, scheduling, and the sales process.

• Negotiate sales within established company pricing, margin, contract, and approval guidelines.

• Obtain required customer approvals, agreements, and documentation.

• Close sales and coordinate the transition from sale to fulfillment.

• Develop repeat business, maintain ongoing relationships with assigned accounts, and identify account-growth opportunities.

Customer & Order Coordination

• Confirm customer order requirements, scope, timing, location, and other fulfillment details.

• Coordinate required customer documentation and maintain communication regarding order status, shipment, delivery, and event requirements.

• Coordinate internally with Crate personnel and approved outside vendors as required.

• Identify potential issues early, communicate them to management, and assist with resolution.

• Ensure accurate and timely information is provided to all parties involved in fulfilling the customer order.

Payment Coordination

• Communicate payment requirements and deadlines and provide customers with approved payment instructions.

• Coordinate deposits, progress payments, and final payments as applicable.

• Monitor payment status on assigned accounts and follow up on outstanding amounts.

• Coordinate with accounting and management regarding payment issues.

• Confirm required payments have been received before shipment, delivery, or performance when applicable.

• Maintain accurate payment-related notes and documentation in company systems.

The Account Manager assists with payment collection but may not independently modify payment terms, extend credit, waive payment requirements, issue credits or refunds, or otherwise alter approved financial terms without appropriate management authorization.

Shipping & Delivery Coordination

• Coordinate customer shipping and delivery requirements and confirm destinations, contacts, timing, and other delivery information.

• Coordinate with Crate operations, logistics personnel, carriers, and approved vendors as necessary.

• Communicate expected shipment and delivery information to customers and monitor status.

• Promptly communicate significant changes or delays and assist in resolving shipping or delivery issues.

• Ensure required customer and shipment documentation is complete before release.

Insurance & Documentation Coordination

• Communicate company-identified insurance requirements applicable to customer orders, events, or locations.

• Coordinate requests for certificates of insurance and other required documentation.

• Work with management, insurance providers, customers, venues, and other parties as necessary.

• Confirm required insurance documentation has been received before an event or performance when applicable.

• Escalate unusual insurance requirements, coverage questions, or exceptions to management.

The Account Manager coordinates insurance documentation but does not independently interpret coverage, determine legal sufficiency, bind coverage, or provide insurance or legal advice to customers.

Licensed Shooter & Event Coordination

When a customer order, event, location, product, or company requirement calls for a licensed or otherwise qualified shooter, the Account Manager will coordinate with management and approved resources to identify and schedule an appropriate individual.

• Gather event details necessary to evaluate shooter requirements, including location, date, time, scope, and product or service requirements.

• Coordinate with management or the designated compliance resource to confirm applicable shooter licensing or qualification requirements.

• Identify available company-approved shooters who meet the requirements confirmed by management or the designated compliance resource.

• Coordinate shooter availability with the customer and event schedule.

• Communicate approved pricing and shooter-related costs as directed by management.

• Obtain and maintain required shooter documentation and coordinate communication among the customer, shooter, venue, operations team, and management.

The Account Manager is not authorized to make independent legal determinations regarding licensing, permitting, regulatory compliance, or shooter qualifications. Questions or exceptions must be escalated to management or the designated compliance resource.

CRM, Records & Internal Communication

• Maintain accurate and timely customer, prospect, opportunity, quote, order, activity, and follow-up information in the company-designated CRM and other systems.

• Document material customer commitments, pricing approvals, payment status, fulfillment requirements, and open issues.

• Provide management with requested pipeline, forecast, sales activity, and account-status reporting.

• Protect confidential customer and company information and follow company record-retention and information-security requirements.

Performance Expectations

• Maintain an active and accurate sales pipeline and meet established activity, sales, revenue, margin, collection, and account-development expectations.

• Respond to customer and internal requests in a timely and professional manner.

• Follow established pricing, approval, contracting, payment, safety, and compliance procedures.

• Build productive working relationships across sales, operations, logistics, accounting, marketing, and management.

• Represent Crate Fireworks professionally in all customer, vendor, venue, and industry interactions.

Qualifications

• Prior experience in sales, account management, business development, customer service, or a related role preferred.

• Strong verbal and written communication, follow-up, organization, negotiation, and relationship-management skills.

• Ability to manage multiple customer accounts, deadlines, and fulfillment details simultaneously.

• Comfort using CRM, email, spreadsheets, and other business systems.

• Ability to exercise sound judgment, recognize matters requiring escalation, and work within established approval authority.

• Valid driver's license and ability to travel as required by the position.

Working Conditions & Travel

This position may require travel to customer locations, trade shows, demonstrations, events, and company facilities. Work outside normal business hours, including occasional evenings or weekends, may be required based on customer and event needs. Any physical requirements specific to demonstrations, events, or site visits should be performed in accordance with company safety requirements and applicable restrictions.

Compensation & Commission Administration

The recommended base salary for this position is $60,000-$65,000 annually. The position is also eligible for a commission of 5% of Collected Net Sales, subject to the terms of the company's written commission plan. The commission plan should separately define commission eligibility; the meaning of Collected Net Sales; when a commission is earned and paid; treatment of taxes, freight, discounts, credits, refunds, cancellations, returns, bad debt, chargebacks, shared accounts, house accounts, and post-termination collections; and any required approvals or exceptions. In the event of a conflict, the written commission plan governs commission administration.

Management Rights / Other Duties

This job description summarizes the primary duties and expectations of the position and is not intended to be an exhaustive list of all responsibilities. Duties, accounts, territories, goals, and assignments may be modified based on business needs. The employee may be assigned other duties that are reasonably related to the position.

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