Job Title – Account Manager
Job Requisition # – 608
Job Type – Full Time
Location – Southfield, Mich.
Salary Range – $54,000 – $82,000 , plus incentives
Position Summary
This experienced sales position is responsible for understanding the holistic view of the customer (contract, variable and new business), generating new business and managing and/or expanding buyer relationships in connection with direct sales to end-users. Develops Polk presence and brand within assigned customer(s) and market and ensures customer satisfaction throughout the sales process.
Primary Responsibilities
Account Planning
• Develops integrated and comprehensive account plans & strategies across products and accounts.
• Oversees and directs activities related to assigned accounts including activity related to contract, variable and new business.
• Actively contributes to the establishment of budgets and responsible for providing forecast revenue on a quarterly and fiscal year basis.
• Works with Key Account Managers and/or sales management team to identify new business.
• Evaluates the broader context of decisions and anticipates the impact on other departments/customers.
• Recommends pricing and negotiation strategies, as well as modifications to the product/service line, for the sale of products to management.
• Provides input on new product development projects (voice of the customer)
• Keeps current with product, industry, and competitive knowledge. • Supports new product development by providing feedback to Product Managers regarding customer needs, market dynamics, and competitive assessments.
Consultative Selling
• Possess ability to align Polk products and services to customer applications.
• Focuses on identifying and closing new business opportunities with new and existing customers.
• Promotes and sells complex solutions with new and existing customers.
• Identify new and up-sell opportunities.
• Requires a significant amount of face-to-face customer interaction.
• Utilizes advanced product knowledge and understanding of the business to display intelligent risk-taking and pursue more complex, integrated solutions.
• Prepares and communicates pricing, proposals, negotiates the terms and conditions of the sale, and closes the final sale.
• Prepares “Lessons Learned” analysis on all business gained and lost.
• Anticipates customer issues before they arise and resolves customer problems as needed.
• Understands and utilizes strategic selling.
• Achieves/exceeds assigned sales targets on a consistent basis.
Client Relationship Management
• Develops strong working relationships with client by listening to and understanding client needs and keeping them informed of latest Polk developments.
• Encourages longer-term contractual relationships where possible to secure revenue streams.
• Records all information into CRM management tool and maintains history of transactions and notes for complete customer profile.
• Focuses on becoming an integrated extension of the customer.
• Manages client expectations and cross-departmental interfaces.
• Takes overall responsibility for delivery of products and services to clients.
• Ensures all day-to-day client queries and issues are resolved to the client’s satisfaction within the minimum period of time, working with other departments within Polk where necessary.
• Supports issues CAR/PAR process with documentation and description of issues and coordinates process with internal teams.
Business Management
• Records all information into CRM management tool and maintains history of transactions and notes for complete customer profile.
• Maximizes profitability by managing costs and price as well as revenue.
• Implements the Polk Systematic Sales Process (PSSP) as part of their daily routine.
• Owns and manages opportunities through R&A submission and approval process.
• Responsible for new business financial performance from scope development through R&A to delivery.
• Ensures that all activities are undertaken and controlled in accordance with the Quality Management System (QMS).
• Maintain Key Performance Indicators (KPIs) to measure performance and demonstrate continual improvement.
Secondary Responsibilities
• Performs other duties as requested by management. Relationships/Contacts
• Works closely with sales and production teams, management, customers, other cross-functional teams and vendors.
Leadership/Supervisory Responsibilities
This position does not supervise anyone.
Minimum Qualifications (AFTERMARKET EXPERIENCE IS A MUST)
• Bachelor’s degree in sales, marketing, or business field with at least seven years business-to-business direct consultative selling experience or equivalent combination of education and experience. MBA or recognized equivalent preferred.
• Business to business experience essential • At least five years automotive industry knowledge or related field.
• Demonstrated ability to develop client relationships.
• Excellent negotiation, communication, customer service and presentation skills.
• Ability to anticipate and handle difficult customer situations.
• Experience using a database or software application.
• Intermediate knowledge of Microsoft Office, including Word, Excel and PowerPoint.
• Experience using the Internet.
• Proven track record to achieve sales targets, conquest new business, sell broad-based solutions and is proficient at solutions selling techniques.
• Proven ability to take on leadership initiatives and be a change agent.
• Cultural awareness essential.
• Experience within a matrix organization preferred.
Other Requirements
• Frequent travel to customer sites and/or trade shows.
• Multiple language skills (e.g. German, French, Spanish, Italian) may be required.
Working Conditions
Normal office environment.
TO INQUIRE ABOUT THIS OPENING
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The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not intended to be an exhaustive list of all responsibilities, duties, qualifications, or working conditions. R. L. Polk & Co. is an equal opportunity employer. Applicants will be considered without regard to race, citizenship, creed, color, sex, religion, age, national origin, marital status, physical or mental disabilities, sexual orientation or veteran status. Further, R. L. Polk & Co. provides reasonable accommodation upon request, in accordance with State and Federal laws.
