| As a National Construction Account Manager, you would report to the Director, Construction Sales and would partner with local sales and technical support personnel, in pursuit of targeted construction sales opportunities with key national construction accounts. You would be responsible for large project sales to primary decision makers in assigned national contractor, consultant, or owner construction accounts while utilizing the Installed Systems Sales process to develop successful long-term client relationships. You would also develop and execute national account management plans for assigned accounts and assist in the development of the national installation sales strategy.
Your principal accountabilities will include:
• Sell our clients products and services to key and target national construction accounts (contractors, consultants, construction managers, architects, owners) while achieving optimal profit levels. Manage the on-going sales process within the accounts in a leadership fashion, develop relationships at all levels in the account, respond to and anticipate account needs and ensure customer satisfaction
• Effectively present, communicate and influence large bids. Negotiate value, address resistance when demonstrated, and close sale. Differentiate our client as a systems integration supplier
• Set ambitious objectives to seek out, target and initiate contact with major prospective customers. Develop network of contacts. Qualify and assess targeted accounts
• Build influential partnering relationships with the assigned national accounts. Fully understand customer's goals, objectives and business needs. Target information and our clients’ solutions based on customer's requirements.
• Develop and maintain accurate account profiles that include a historical summary, description of the business, organizational chart and identification of the key players' tendencies and current relationships with our organization.
• Build and foster team relationships within the area offices to ensure customer satisfaction. Solicit support and communicate effectively with the local sales team. Set standards of performance for account management behaviors.
• Meet business secured, market share and account development goals
• Record the account plan and strategy in SMIS. Plans include strategies and support to secure the greatest percentage of the accounts business. Understand and communicate the account business goals that govern the relationships with each client in the areas of procurement policies, vendor loyalty, relationship with other competitors and purchasing patterns and
• Negotiate and administer purchase agreements or contractual terms and conditions covering material, labor, software, special discounts and open book pricing.
The Quantitative and Qualitative sales production standards include expected annual account secured volume of $10 Million and secured margins of 2% greater than national average.
|