Account Manager

Job Description

Job Description

POSITION PURPOSE:

Develops and maintains relationships with existing ethanol plants and other ICM customers. Through these relationships, the account manager creates sales opportunities of ICM products and services by identifying and qualifying potential opportunities. Initializes, develops, and partners with ICM departments and other ICM partners as needed to close sales and enhance customer communication and overall customer experience. Display and support ICM core values of Innovation, Ownership, Humility, Collaboration, and Stewardship.

ESSENTIAL FUNCTIONS AND BASIC DUTIES:

• Manage defined sales accounts and drive growth of ICM products and services.
• Build strong relationships with strategic contacts at customer facilities – plant level and corporate level as appropriate.
• Develop customer relationships that enable understanding and anticipation of customer needs.
• Effectively communicate customer voice to internal stakeholders.
• Obtain and maintain working knowledge of ICM’s culture and internal processes such as:
  • Teamwork approach to Sales and Project Development
  • Front End Loading (FEL) Process
  • Estimating and scheduling process
  • Basic Project Management execution process
  • Basic Aftermarket Services processes
  • Understanding of sales cycle from generating leads to contract signing

• Comprehend basic operations of an ethanol production facility and factors impacting business decisions.
• Understand financial and operational benefits of ICM products and services and be able to present and lead early sales discussions.
• Work with ICM Project Development, Business Analysis, Project Management, and other personnel as needed to help create or modify budgets, economic models, Indicative Price Quotations, or other items to evaluate and communicate benefits, pricing, scope, and schedule information to customers.
• Display a good working knowledge of ICM products and services while recommending best practices using a consultative sales approach.
• Interact with customers and ICM departments on a technical level for problem solving purposes.
• Develop account strategies and recommendations to build enthusiasm for ICM products and services.
• Participate in development of short and long term sales forecasts and plans to achieve them.
• Prepare and provide updates and review of strategies for priority customer accounts.
• Understand industry challenges and stay up to date with market information, including technical and financial market requirements and economic and political activities.
• Efficiently document activity and manage assigned accounts.
• Maintain prompt and accurate sales pipeline forecasting.
• Increase and maintain knowledge of plant operations through participation in strategic customer start-ups, reoccurring training offered by ICM, and interaction with ICM subject matter experts from Technology Commercialization and Technology Development to understand and articulate the opportunity ICM products and services, including new technologies, can provide to customer’s operation and business.
• Provide competitive product, commercial, and market feedback to the company.
• Support execution of projects with project management staff and contribute to the overall team effort of ICM.

Knowledge & Experience:

• 3 years minimum of consultative technical selling experience preferred
• Technical process, chemical, manufacturing, research knowledge preferred
• 6 months Ethanol plant or other processing plant operations knowledge preferred
• 6 months Project Management or other construction management knowledge preferred
• Must be a self-starter with ability to work well with others

Education/Certification:

• Bachelor degree in Engineering, Business, or Marketing preferred or equivalent technical and business experience

Ability to travel to plants and industry events as needed, averaging about 50%.

Must possess valid driver’s license with no restrictions.