Title: Sales Account Manager -
Reports to: Senior Vice President of Sales Management
Based in: Lakewood, NJ - Territory is Ocean County, Monmouth County, Atlantic County, Burlington County, NJ
Compensation:
- Salary: $60,000 to $80,000 plus bonus
- Position includes:
- Company car
- Gas card
- EZ Pass
- Expense account
- Comprehensive Benefits Package includes:
- Medical insurance
- Dental insurance
- Vision Insurance
- Life Insurance
- Disability insurance
- AFLAC Plans for Cancer, Accident, and Hospitalization Coverage
- 401 K with Company Match
- Education Assistance
About ABCO: Established in 1949, ABCO HVACR Supply + Solutions is the largest full line distributor of HVAC and Refrigeration systems and supplies in the Northeast United States.
Whether it’s getting a vital part delivered in an emergency, to providing the service and know-how to create innovative solutions, ABCO is determined to help our customers thrive. We provide solutions and services to contractors, engineers, architects and developers with 17 fast-access locations, ranging from Baltimore/Washington DC to Boston.
Our mission is to exceed customers’ highest expectations. With ABCO, customers are supported with a deep inventory and extensive delivery capabilities, and smarter strategies to help ensure their success and profitability.
For more info, visit our website at www.abcohvacr.com.
Job purpose: To market and sell the full ABCO product offering through account management and development, the implementation of strategic sales plans, and the utilization of all available resources and skill sets
Requirements:
- Experience: at least 5 years experience in HVAC industry; Local Experience Preferred
- Education: high school diploma; Associates Degree or Technical/Vocational School a plus
- Skills and traits
- HVAC/R knowledge a MUST
- Team leader/builder
- Excellent communicator
- Flexible/ adjusts easily
- Polished and professional
- Assertive
- Knowledge of geographic territory
- Mechanically inclined
- Working knowledge of the Microsoft Suite; CRM knowledge a plus
- Travel: Willing to travel within all areas of territory (company car provided)
Key responsibilities and accountabilities:
- Account Management
- Maintain existing account list and house account list
- Add and develop new accounts in all business segments, including:
- Residential dealer development
- Refrigeration account development
- Commercial dealer development
- Ensure positive customer relationships
- Act professionally and ethically
- Manage financial stability of customer accounts
- Track Accounts Receivables for customers
- Review customer payment practices and identify ways to improve
- Time Management
- Prioritize and coordinate multiple simultaneous time sensitive projects and tasks
- Schedule sales calls in a timely and efficient manner
- Utilize Outlook Calendar to schedule sales calls and meeting schedule
- Utilize Phocas Software to identify customers nearby to one another to aid efficiency in scheduling
- Utilize all modes of communication to aid in efficiency (ex. phone calls, emails, texts)
- Marketing
- Products
- Have a comprehensive knowledge of and be able to communicate ABCO’s diverse product offerings and their applications
- Communicate new product offerings and product updates to customers
- Maintain sufficient levels of current product literature and support materials
- Vendor Programs
- Understand and be able to intelligently communicate the benefits of vendor offered programs
- Maintain up-to-date knowledge of programs and their implementation
- Relay information requests and strategic marketing requests to appropriate departments
- Maintain sufficient levels of current vendor literature and support materials
- ABCO Programs
- Understand and be able to intelligently communicate the benefits of programs offered by ABCO, including:
- ABCO University
- ABCO EXPO Trade Show
- ABCO Adventure Trip
- Branch counter days
- Maintain adequate levels of current program literature and support materials
- Information Management
- Quotations and Orders
- Prepare quotes in a professional manner, according to ABCO guidelines
- Provide customers with quotes in a timely manner
- Provide follow up assistance and information regarding quotes
- Communicate competitive situations with sales leadership team
- Coordinate with appropriate ABCO Teams to develop accurate quotes, including:
- Applications Engineers
- Product Managers
- Branch Managers
- Customer Service Representatives
- Sales Management
- Facilitate orders by communicating pertinent information to the appropriate personnel, including those in the departments above
- Reporting
- Reporting of information to appropriate personnel
- Submit Activity and Initiative Update on a bi-weekly basis
- Submit lost sale reporting via email
- Submit weekly expense reports
- Submit Account List Cleanup at least once per month
- Provide all other reports as requested
- Communication
- Maintain an open flow of communication, both verbally and written, among the following:
- Customers
- Sales Management
- Branch Management
- Applications Engineers
- Product Management
- Credit & Collections
- Other Sales Account Managers
- Other departments
- Utilize all available resources to create informative and compelling customer presentations
- Communicate competitive information to appropriate sales and product management personnel on in a timely manner
- Professional Development
- Continually increase knowledge of each business segment:
- HVAC (both commercial and residential)
- Refrigeration
- Commodities
- Parts and Pieces
- Participate in training and seminars as required
- Attend ABCO University classes that take place in your territory or market