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Company Description

Fairbanks Scales is one of the nation’s oldest industrial manufacturing companies, known for delivering top-quality weighing products and services since 1830. With more than 500 employees, the company serves customers through Customer Service Centers and authorized distributors in 49 states and over 25 countries. Fairbanks offers a full range of weighing solutions, from precision bench scales to heavy-capacity truck and railroad track scales, and remains at the forefront of weighing technology and systems engineering. As an industry leader, Fairbanks is recognized worldwide for accuracy, reliability, and durability, supported by a strong network of sales and service professionals.

Summary

Execute sales growth plan and meet account specific objectives within the Distribution sales channel. Serve as the primary contact for Company's Distributors to address and triage all customer service needs.

Essential Job Duties

• Serves as the primary point of contact for assigned accounts, including sales and service personnel.
• Targets and works to develop potential customers to build the distribution customer base.
• Promotes and sells the Fairbanks product set through consultive sales and marketing processes by developing marketing and sales campaigns including product updates, announcements, events, pricing, or products promotions, etc.
• Evaluates customer opportunities, communicates critical information, assesses appropriate solutions, and attains sales performance goals.
• Negotiates pricing and creates proposals for sales opportunities; present proposals and quotes to fulfill customer needs.
• Conducts follow up calls after distributor interaction to confirm that stated objectives have been met.
• Define all custom solutions requests from the distribution network, ensures timely response to define customer needs, identify and coordinate with appropriate internal departments and personnel to meet the customer's need.
• Works with customers and freight partners to formulate and execute on product shipments and deliveries.
• Engages customer warranty and quality issues as they arise, interprets the Fairbanks Warranty and Mission Statements to determine next steps and implements or recommends a solution.
• Maintains daily call volumes to meet established metrics.
• Coordinates and tracks Distributor engagement activities that are assigned to other departments and personnel within Fairbanks Scales to ensure compliance with the account strategy.
• Delivers training as needed to the distribution network employees over the phone, via video conference or in-person.
• Tracks and measures the execution of the established engagement plans with the assigned distributors and make recommendations to improve their sales performance.
• Other duties as assigned.
• Complete any required Company training as assigned.
• Follow and uphold all company policies.

Required Qualifications – Required qualifications to effectively perform the job. An equivalent combination of education, training, and experience will be considered. (Additional requirements may be designated by position.)

• Bachelor's degree in Sales, Marketing or Business or equivalent experience required.
• Minimum of two (2) years B2B account management, customer service and/or sales experience in an office setting is required.

Knowledge, Skills, and Abilities – May be representative, but not all-inclusive, of the knowledge, skills, and abilities commonly associated with this position.

• Proficient in Microsoft Office products – specifically Excel, Word, Outlook, and PowerPoint.
• Possess or ability to learn the Fairbanks Scales business and web based systems.
• Possess or ability to learn the basic knowledge of federal regulations and other regulatory agencies affecting responsible products.
• Possess or able to learn the basic knowledge of the truck, track, and floor scale market and competitors' comparable products.
• Critical thinker with exceptional attention to detail.
• Excellent planning and problem-solving skills.
• Excellent communication skills, both verbally and in writing.
• Excellent customer service skills.
• Ability to effectively negotiate and understand concepts of pricing and profitability.
• Ability to effectively organize and prioritize work as well as concentrate on multiple tasks simultaneously.
• Ability to develop and maintain positive and productive business relationships.

Work Environment – Environmental or atmospheric conditions commonly associated with the performance of the functions of this job.

• General office conditions. Exposed to moderate noise levels.
• The typical schedule is weekdays 8:00 am – 5:00 pm but up to 20% travel may be required and minimal weekend availability may be required.
• Must be able to don PPE including hearing protection, safety boots, or glasses where required for on-site manufacturing or construction areas.

Physical Abilities - Activities that are commonly associated with the performance of the functions of this job. The physical demands described below are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• Required to use close vision and be able to focus.
• Regularly required to talk and hear; frequently required to sit, stand and bend at the knee and waist, and walk.
• Must be able to have repetitive wrist, hand, and/or finger movement to type and work on a computer.
• Must have finger dexterity and hand-eye coordination to work on a computer, telephone, and related office equipment.
• Regular in office attendance is a necessary and essential function.