Senior Account Manager

MAJOR OBJECTIVES:

The Senior Account Manager is responsible for managing and growing a portfolio of key customer accounts while developing new business opportunities that contribute to the overall sales and profitability goals of Goodmark Nurseries. This position serves as a senior-level sales professional and subject matter expert who provides leadership, guidance, and mentorship to Account Managers while supporting sales initiatives, customer retention strategies, and department objectives. The Senior Account Manager is expected to develop long-term customer relationships, identify new market opportunities, assist with strategic sales planning, and maintain a high level of customer satisfaction. This position acts as a liaison between customers, production, operations, and sales leadership to ensure exceptional service and profitable growth.

ESSENTIAL FUNCTIONS:

Sales and Business Development

• Meet or exceed established monthly and annual sales and profitability goals.
• Develop and execute strategic account plans for assigned customers.
• Retain, strengthen, and expand relationships with existing clients.
• Identify and pursue new business opportunities and revenue streams.
• Conduct customer visits, presentations, tours, and relationship-building activities.
• Prepare quotes, bids, and proposals for customers and projects.
• Follow up on bids, orders, and opportunities to maximize conversion rates.
• Promote seasonal offerings, special promotions, and substitute products when appropriate.
• Monitor pricing, discounts, margins, and profitability within assigned accounts.
• Work closely with customers to ensure timely order fulfillment and satisfaction.

Key Account Management

• Serve as the primary point of contact for key and strategic accounts.
• Develop long-term partnerships with customers through proactive communication and service.
• Anticipate customer needs and identify opportunities for growth.
• Assist with resolving customer complaints and service concerns in a timely and professional manner.
• Coordinate with production, inventory, and operations teams to meet customer expectations.

Leadership and Mentorship

• Mentor and support Account Managers through coaching, training, and sharing best practices.
• Assist with onboarding and development of new sales team members.
• Provide recommendations to the Sales Manager regarding sales processes, customer trends, and market opportunities.
• Lead by example in customer service, professionalism, and sales performance.
• Assist with trade shows, sales meetings, and departmental initiatives.

Strategic Planning

• Assist Sales Manager in developing sales goals, forecasts, and budget recommendations.
• Analyze sales trends and customer buying patterns.
• Help identify opportunities to improve sales processes, customer retention, and operational efficiencies.
• Participate in strategic planning discussions and department improvement initiatives.

Administrative Responsibilities

• Maintain accurate customer records, sales activities, and communication logs.
• Complete all required paperwork and system documentation accurately and timely.
• Follow all company policies, procedures, and standard operating procedures.
• Assist with account receivable and collection efforts when needed.
• Participate in weekly sales meetings and company events.

Industry Representation

• Represent Goodmark Nurseries at trade shows, industry events, and networking functions.
• Develop industry relationships that enhance sales opportunities and market awareness.
• Maintain Goodmark's professional reputation with customers, vendors, and industry partners.

Other Duties

• Perform other duties and responsibilities as assigned by management.

KNOWLEDGE, SKILLS, & ABILITIES:

• Horticultural knowledge is preferred.
• The ability to efficiently coordinate and complete numerous activities simultaneously.
• The ability to identify problems and work in conjunction with others to implement effective solutions.
• Excellent verbal and written communication skills.
• Focus on and believe in providing excellent customer care.
• Strong CRM experience
• Knowledge of nursery products, horticulture, and plant material
• Problem solving and conflict-resolution skills.
• Ability to mento and develop other sales professionals.

PREREQUISITES:

• 3-5 years previous sales experience.
• Bachelor Degree in horticulture or related field with some design exposure strongly preferred.
• The capacity to conduct tours as well as visual inspections of the nursery.
• Prior leadership, mentoring, or coaching experience s
• Proven track record of achieving sales growth and profitability goals.
• Valid driver's license and the ability to travel to customer and industry events as needed.