- Effectively manages the relationship and business strategies for large, complex assigned accounts (cross-regional, global, etc.) to grow our share of the customer's wallet and achieve sales goals. Strengthens existing customer relationships and builds additional relationships within accounts.
- Develops, manages, and expands business relationships with assigned accounts, for example by understanding and using their industry terminology and understanding their business model and buying process.
- Identifies current and emerging customer needs. Develops and executes account strategies to grow share with existing accounts and supports new business opportunities.
- Grows Atmus' share of the customer's business. Negotiates and implements contracts with accounts as authorized, for example by managing customer questions and managing escalations for accounts receivable and/or payment terms.
- Champions the voice of the customer within the business. Measures customer satisfaction and loyalty. Creates and/or implements projects intended to improve customer relationships, customer value, and grow the business with assigned accounts.
- Develops and executes account sales plans in support of business strategy. Develops growth or new business opportunities jointly with accounts and supports initiatives to increase customer value.
- Significant level of relevant work experience required, including previous customer and/or product experience required.
- Technical/commercial contract negotiation preferred.
- Project Management experience is a plus.
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Account Manager - Indianapolis, United States - Atmus Filtration Technologies, Inc.
Description
Job DescriptionIn this role, you will make an impact in the following ways:
To be successful in this role you will need the following:
Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of the customer needs, behaviors, and/or their buying journey. Synthesizes complex information from internal and external resources to deliver tailored solutions for the internal or external customer.
Project Management - Establishes and maintains the "Balanced Triangle" of Scope, Schedule and Resources for a temporary effort (a "project").
Account Planning - Identifies objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.
Adapts to target audience - Explains complex topics (significant technical data, subject matter expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training vendors, etc.) can understand, retain, and use the information
Developing Account Strategy - Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.
Integrates Customer Perspective - Incorporates an understanding of the customers' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue.
Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.
Sales Pipeline Management - Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities; accordingly, as applicable coaches' sellers in order to achieve sales objectives.
Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
Articulating Value Proposition - Interprets internal and external customer needs based on relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs to differentiate against competition.
Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.
Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
Customer focus - Building strong customer relationships and delivering customer-centric solutions.
Ensures accountability - Holding self and others accountable to meet commitments.
Qualifications
Experience
College, university, or equivalent degree in Marketing, Sales, Technical or a related subject or an acceptable combination of education and experience required.
Base salary range: $100,000 to $150,000/Yearly
Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate's qualifications and experience, where appropriate.
About Us
We are deliberately working towards a brighter future. Our daily actions consider what is important to our people, our customers and our planet. We are focused on performance, durability and sustainability to serve the world better.
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