ACCOUNT MANAGER - REP

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

Required Certifications and Abilities:

o Valid driver’s license – 75% of the Sales Account Manager’s time will be spent on the road driving to customer accounts and other required meetings

Key responsibilities and accountabilities:

• Account Management
  • Maintain existing account list and house account list o Add and develop new accounts in all business segments, including:
    • Residential dealer development Refrigeration account development § Commercial dealer development o Ensure positive customer relationships o 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 o Schedule sales calls in a timely and efficient manner
  • Utilize Outlook Calendar to schedule sales calls and meeting schedule o 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 o 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 o 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 Updated March 2014

• ABCO Adventure Trip
• Branch counter days
• Maintain adequate levels of current program literature and support materials

• Information Management o 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

o 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 o 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 o Utilize all available resources to create informative and compelling customer presentations

o Communicate competitive information to appropriate sales and product management personnel on in a timely manner

Professional Development o Continually increase knowledge of each business segment:

• HVAC (both commercial and residential)
• Refrigeration
• Commodities
• Parts and Pieces o Participate in training and seminars as required o Attend ABCO University classes that take place in your territory or market