Account Manager

Description

At Northern Tool + Equipment we get up every day to serve the tradespeople who keep our country running strong and the weekend warriors who want to work like them. It's our mission to make sure they have the right tools for the job, and an easy, hassle-free experience at our store so they can get in, get out and get on with the job at hand. Your top priority as an Account Manager is to build and grow long-term customer relationships within an assigned territory through consultative selling, effective territory management, CRM discipline and consistent follow-through. This role identifies customer needs, recommends relevant product and service solutions, supports retention, drives revenue growth and achieves established sales and customer satisfaction goals. It is accountable for consistent execution of assigned KPIs, proactive opportunity management, and effective CRM utilization to drive customer engagement, pipeline growth, and territory performance. Your positive, professional, roll-up-your-sleeves-to-help attitude contributes to our winning culture and makes sure we leave a lasting impression.

Location: Remote role. Candidates must be based in Minneapolis/St.Paul area to come into office on a as needed basis.

Key Responsibilities:

1. Territory and Pipeline Management: Manage assigned territory activity and work assigned leads to achieve sales, growth, productivity, customer engagement, and KPI goals. Prioritize customer outreach, maintain a regular territory coverage cycle, identify and qualify new opportunities, convert leads into revenue-producing accounts, manage opportunities through defined sales stages, and maintain an active pipeline to support forecasting, account growth, and increased market share.
2. Customer Relationship Management: Build trust-based customer relationships by conducting purposeful outreach, understanding customer business needs, providing timely follow-up and maintaining a high level of service and customer satisfaction.
3. Consultative Selling: Use discovery questions, active listening, product knowledge and business acumen to assess customer needs and recommend solutions that support the customer's operations, purchasing priorities and business objectives.
4. Sales Performance: Achieve assigned sales targets by identifying incremental revenue opportunities, promoting relevant products and programs, overcoming objections, negotiating effectively and confidently advancing opportunities through the sales process while protecting business value.
5. CRM and Data Discipline: Maintain accurate and timely customer records, account activity, follow-up actions, sales opportunities and relevant customer insights in CRM. Utilize CRM as the primary tool for managing customer engagement, opportunity progression, territory planning, pipeline health, forecasting and follow-up commitments to support sales growth and business continuity.
6. Product, Program and Market Knowledge: Promote the Company's products, services, reliability, marketing offers and promotional programs while effectively positioning solutions against customer needs and competitive alternatives.
7. Collaboration and Communication: Keep supervisor informed of key customer developments, potential issues, pipeline opportunities and related information. Coordinate effectively with stores, customer care, merchandising, operations and other internal partners as needed to resolve issues, provide consistent customer experience and support team goals.
8. Remote Work Effectiveness: Demonstrate accountability, responsiveness and strong organization while working in a remote environment. Effectively use phone, email, chat, CRM and business systems to communicate, collaborate and maintain productivity.
9. Continuous Improvement: Partner with supervisor to review sales activity, customer engagement, development opportunities and action plans that support individual performance, territory growth and professional development. Regularly review KPI performance, identify gaps, and implement action plans to improve sales effectiveness and territory results Perform related duties as assigned to support department and business objectives.

Key Success Measures

• Achievement of assigned KPI objectives including customer engagement, opportunity creation and pipeline progression
• Customer retention, satisfaction and quality of account relationships.
• Timely and accurate CRM utilization, data quality, opportunity management and follow-up compliance
• Quality of opportunity qualification, pipeline progression, forecasting accuracy and follow-through on customer commitments.
• Consistent productivity, territory coverage and collaboration with internal partners.
• Continued learning and understanding of Northern's product line and sales processes.

What you will bring to the table:

• High school diploma or equivalent experience. College degree or coursework preferred.
• 2+ year of sales (B2B preferred), account management, outbound customer outreach or relationship-building experience.
• Strong customer relationship, consultative selling, active listening and follow-through skills.
• Demonstrated ability to prospect, qualify opportunities, overcome objections and advance customer conversations through the sales process.
• Strong business acumen with the ability to understand customer needs, identify growth opportunities and recommend solutions that support revenue, margin and customer retention goals.
• Ability to manage a sales pipeline, prioritize territory activity and maintain accurate CRM records to support follow-up, forecasting and account growth.
• Ability to identify customer needs, recommend appropriate solutions and communicate effectively by phone, email and business systems.
• Solid proficiency with Microsoft Office and ability to learn and use internal business systems.
• Experience using Customer Relationship Management (CRM) software to manage account activity, customer records, follow-up actions and sales opportunities.
• Strong attention to detail, planning, organization, problem-solving and decision-making skills.
• Ability to work independently, manage time effectively, meet deadlines and maintain productivity in a remote work environment.
• Demonstrates Northern Tool + Equipment's 12 Core Competencies.

About Us

Northern Tool + Equipment is a family business with roots stretching back three generations to Minnesota's Iron Range, where our blue-collar work ethic and commitment to serving the people who do the tough jobs was born. Our mission is to be the best in the world at serving the professional tradespeople and those who want to work like them. With over 130 retail stores across 24 states, top national brands and global manufacturing operations designed to create our own specialized tools and equipment, we are busting our knuckles to deliver the products, prices and advice our customers need to succeed. We're looking for people who share our blue-collar work ethic. If you're the kind of person who likes to put your nose to the grindstone to help your customers and company succeed, we'd love to talk to you about becoming a member of our team.

Northern Tool + Equipment is proud to be recognized by Forbes as a Top Midsize Employer in 2023. We are committed to creating a workplace where your contributions are valued, and your professional growth is encouraged. When you join our team, you'll enjoy a comprehensive and competitive compensation package that includes:

• Competitive Pay: Earn $18.50 to $24.30 hourly, with your exact compensation personalized based on your skills, experience, and location. We believe in rewarding top talent with pay that reflects your value.
• Incentives : Be rewarded with eligible incentive programs. The OTE for this role is $90,000.
• Flexible Work Schedule: Achieve the work-life balance you deserve with our full-time schedule, Monday - Friday, complemented by a mostly remote work schedule.
• Comprehensive Benefits Package: Your health and well-being are our priority. We offer a variety of health plans, so you can choose what best fits your needs. Employees working 30+ hours per week enjoy a robust benefits package, including medical, dental, vision, and a 401(k) plan with an enhanced company match to support your financial future.
• Generous Employee Discount: Love our products? So do we! Enjoy a significant discount on the quality tools and equipment we offer, helping you save on the items you love to use.
• Paid Holidays: Take time to relax and recharge with 7 paid federal holidays, because we know how important it is to have time for yourself and your loved ones.

When you join Northern Tool + Equipment, you're not just starting a job-you're joining a community that supports your success. Come be a part of a team where your skills, dedication, and passion are recognized and celebrated. Your future starts here!