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Account Executive
2 months ago
CB Canada is seeking a highly motivated and results-driven Account Manager to join our team. As an Account Manager, you will be responsible for managing a portfolio of large size customers, developing sales plans, and utilizing sales management systems to drive profitable sales growth.
Key Responsibilities- Account Management: Manage an account portfolio of approximately 45-60 large size customers, including National Accounts and contract customers.
- Sales Planning: Develop sales plans that effectively market Grainger's value proposition to customers in their account territories to drive profitable sales growth.
- Customer Relationship Building: Utilize Sales Management System (SMS) to understand customer needs and present cost-effective solutions which will increase customer spend loyalty and retention.
- Revenue Growth: Maximize revenue for designated account package by growing sales within existing accounts, expanding customer contacts, identifying and developing new opportunities at a level consistent with or exceeding company expectations.
- Market Knowledge: Demonstrate knowledge of market data and access to resources to quickly respond to new developments in the customer's business.
- Communication: Communicate in an organized, clear and concise manner to effectively express ideas, plans, actions, and projects to support customer needs.
- Strategic Planning: Establish customer and market priorities to execute a strategic course of action to accomplish sales goals.
- Account Penetration: Develop and implement account penetration strategies to include regular business reviews for key customers to maximize sales.
- Adherence to Guidelines: Adhere to company sales and pricing guidelines.
- Resource Utilization: Fully leverage all resources and technical support available.
- Productivity Analysis: Document, analyze, and understand impact of customer-focused activities to increase productivity and sales within assigned market.
- Self-Motivation: Self-motivated, possessing a high energy level and a desire to achieve goals beyond what is required.
- Business Acumen: Business acumen around sales forecasting, opportunity management, and customer planning.
- Technological Capabilities: Technological capabilities and understanding to communicate in today's business environment.
- Communication Skills: Ability to listen, gain trust, and bring to closure an action, project, resolution, or sales with customers.
- Financial Knowledge: Ability to clearly articulate business drivers, understand key financial and total cost of ownership concepts with all levels of the organization.
- Sales Process: Ability to utilize sales process to uncover customer objections/concerns, and determine appropriate solutions.
- Goal-Oriented: Ability to maintain a plan of action until desired results are achieved.
- Process Discipline: Strong process discipline, ability to align planning objectives with a pipeline development process to grow and develop market revenue.
- MRO Knowledge: Knowledge of Maintenance Repair & Operations (MRO) products and their applications a plus.
- Driver's License: Possession of a valid driver's license and a reliable vehicle.
- Education: A post-secondary education is preferred.
- Experience: 3+ years of direct sales experience.
