Sales Account Manager

Job Description

Job Description

Who We Are

ASI emphasizes quality in all aspects of construction; from design to underground to stone base to asphalt paving in the Southeast, Michigan. Our "core values" are what keep us strong. We use these values every day, not only in work but in life as well. We have a team of long term, highly trained members who will provide a plan and services to fit a customer's needs.

An Account Manager is a hybrid role that merges responsibilities for securing projects and managing their execution. This position requires a blend of strategic sales expertise and project management skills to ensure projects are both won and delivered successfully.

1. Sales and Business Development

• Lead Generation : Identify and pursue new business opportunities through networking, industry events, and market research.
• Client Relationships : Build and maintain relationships with clients, architects, engineers, and developers to secure repeat business.
• Proposal and Bid Preparation : Develop competitive bids, proposals, and presentations in collaboration with estimators and sales teams.
• Negotiations : Negotiate contracts and project terms to align with both client expectations and company profitability goals.
• Market Analysis : Monitor industry trends, competitor activities, and client needs to position the company effectively.

2. Project Planning and Execution

• Project Kickoff : Lead initial client meetings to ensure alignment on project scope, budget, and timeline.
• Resource Allocation : Plan and allocate resources, including labor, materials, and equipment, to meet project requirements.
• Schedule Development : Create and manage project schedules to ensure timely completion while addressing any potential delays.
• Budget Management : Oversee project budgets to ensure costs remain within agreed parameters, addressing variances proactively.
• Risk Management : Identify project risks and implement strategies to mitigate potential impacts on scope, schedule, or budget.

3. Client and Stakeholder Communication

• Single Point of Contact : Act as the primary liaison between the client and internal teams throughout the sales and project lifecycle.
• Status Updates : Provide regular progress reports to clients, addressing any concerns and ensuring expectations are met.
• Issue Resolution : Handle escalations, ensuring prompt resolution of client or project-related issues.

4. Team Leadership and Coordination

• Cross-Functional Collaboration : Work with estimators, designers, engineers, and field teams to align sales commitments with project capabilities.
• Team Supervision : Oversee project teams, including subcontractors and vendors, to ensure high-quality delivery.
• Performance Monitoring : Evaluate team performance and provide feedback to improve efficiency and outcomes.

5. Sales and Project Integration

• Project Handoff : Ensure smooth transitions from the sales phase to project execution, providing detailed handoff documentation.
• Value Engineering : Collaborate with clients and internal teams to identify cost-saving opportunities without compromising quality.
• Client Retention : Leverage successful project execution to secure repeat business and referrals.

6. Administrative and Reporting

• CRM Management : Maintain accurate records of sales activities, client interactions, and project milestones in CRM systems.
• Documentation : Ensure all project-related documents, including contracts, change orders, and close-out materials, are complete and organized.
• Performance Metrics : Track and report on sales performance, project progress, and profitability to senior management.

Key Skills and Competencies

• Construction Expertise : Strong understanding of construction processes, materials, and project management principles.
• Sales Acumen : Proficiency in identifying opportunities, negotiating contracts, and building client relationships.
• Project Management Skills : Expertise in planning, scheduling, budgeting, and risk management.
• Communication Skills : Excellent verbal and written communication to engage clients, teams, and stakeholders effectively.
• Leadership Abilities : Capacity to inspire and manage cross-functional teams.
• Problem-Solving : Ability to address challenges proactively in both sales and project phases.

Key Outcomes Expected from an Account Manager

• Successful acquisition of projects that align with company capabilities and profitability goals.
• Seamless transition from sales to project execution, minimizing delays and miscommunication.
• Delivery of projects on time, within budget, and to client satisfaction.
• Enhanced client relationships leading to repeat business and referrals.
• Efficient use of resources to maximize profitability and project quality.

The Account Manager role is ideal for companies looking to streamline operations and create a seamless client experience from project acquisition through to completion. The individual typically reports to the Director of Sales and VP of Customer Engagement