Area Account Manager

Reports To: VP of Sales

General Overview:

General Overview: The Area Account Manager is responsible for the sales service and technical application of all Benetech products in their assigned territory through direct, distributor and channel partner efforts.

Sales Priorities:

• Acquiring new Benetech customers and selling them CONVEYOR COMPONENTS, chemical, and/or large project sales for Benetech’s other TDM product lines.
• Focus on selling Benetech products to other heavy material handling industries outside of coal to include Steel, Cement, Aggregate and Sand, Pulp and Sawmills, and Ports and Terminals.
• Manage Benetech’s existing accounts with an emphasis on leveraging relationships to open up “share of wallet” opportunities to sell existing customers new products from the Plant Products and Services Division (CONVEYOR COMPONENTS), the Total Dust Management (TDM) portfolio of products, and Chemical Dust suppression.
• Driving awareness and sales of Benetech Plant Professional’s services.

Primary Duties and Responsibilities:

• Qualifies and generates project proposals for new business opportunities.
• Develops contacts within different functional areas of new and existing accounts.
• Builds relationships with plant personnel to ensure Benetech is always “top of mind”.
• Utilizes sales and industry knowledge to sell all of Benetech’s products and services with an emphasis on Benetech’s TDM and CONVEYOR COMPONENTS portfolio in assigned territory to new and existing customers/prospects.
• Creatively pursue opportunities in industries that are not historically large Benetech customers.
• Schedules and conducts sales calls with existing customer base and new customer opportunities.
• Provides technical application solutions and manages these efforts to the end users.
• Manages relationship with existing customer accounts to maintain and grow business.
• Maintains sales funnel that will allow Account Manager to consistently close business.
• Provides Supervisor a weekly report outlining activities and updating pipeline opportunities each week.
• Utilizes Benetech’s CRM package, SalesForce.com to report, track, and chronicle all aspect of selling activity from lead generation through to the closure of the sale and all related follow up. Any of your opportunities of $10,000 or more require you to add a “next step” in the process until opportunity is closed.
• Maintains and increases product and industry knowledge.
• Uses studies produced by the Plant Professionals team to guide selling efforts within each plant.
• Grows “share of wallet” business within existing accounts, while keeping pipeline filled with prospects and opportunities.
• Build strong relationships with key customer decision makers within the plant, specifically material handling operations.
• Leverages Benetech’s “wealth” of industry knowledge by using company’s history of successful projects to close new business opportunities.
• Provides accurate and timely reporting.
• Follows up on voice mails and emails within 1 business day.
• Obtains and learns all plant schematics in assigned territory.
• Acts as intermediary between Benetech and customer for coordinating customer service issues.
• Reviews and analyzes sales reporting information and provides market data including on status of customer’s profitability and competitive activity in the marketplace.
• Creatively pursue opportunities in industries that are not historically large Benetech customers.
• Performs other duties and responsibilities as deemed necessary by management.

Sales Requirements:

• two new leads per week
• five new Opportunities per week
• Visit five plants per week
• Perform 5-7 appointments per week
• Make 20 prospecting phone calls per week
• Make 50 or more calls per week to active accounts or prospects
• Submit six qualified Quotes per month
• 20 new customers per year

Physical/Environmental Requirements:

• The position requires general mobility throughout the facility and customer work sites.
• Prolonged periods of sitting, standing/walking
• Ability to travel extensively in your territory on a weekly basis – 80% travel
• Ability to climb ladders and stairs
• Ability to operate/use:
• General Office Equipment
• Personal Computer
• Ability to drive a motor vehicle

Educational/Experience Requirements:

• The position requires College Degree or equivalent long-term industry experience.
• Minimum 3 years of experience in technical or industrial sales
• Excellent interpersonal, communication, analytical, and sales skills are required.
• Self-motivated and disciplined with the ability to work effectively with little or no supervision
• Overall solid business knowledge and organizational skills with the ability to juggle multiple tasks
• Proficiency in Windows Interface and Microsoft Applications, including Word, Excel, and PowerPoint
• Proficiency in using Customer Relationship Management (CRM) tools, like SalesForce.com
• Able to demonstrate a history of stability, accomplishment, and success
• Experience selling to large industrial accounts and managing sales distribution channels