Distribution Account Manager - Mazzella Companies

The Distribution Account Manager will strategically leverage all our products to provide single source, creative solutions to Industrial Distributors. The Distribution Account Manager will develop strategies and plans to increase customer loyalty to Indusco, by actively seeking to expand the relationship and penetrate at all business levels; teaching our customers to think differently about opportunities and risks within their business.  

• Sell our full range of lifting business products within an assigned territory – leveraging a consultative teaching approach through field visits, telephone sales and digital contacts to new/existing customers
• Probe to uncover the customer’s needs/pain points through all levels of the organization and seek opportunities to fulfill the need with solutions that exceed customers’ expectations
• Recommend product enhancements, to increase sales and capitalize on margin potential while instilling confidence and comfort in the customer experience
• Follow the Six Step Sales Process to move opportunities through the plan, qualify, align, propose, close, and expand stages
• Utilize the Company’s Customer Relationship Management (CRM) system to maintain complete call records, gather business intelligence, and obtain valid customer/competitor account information which supports increased product sales growth
• Tailor and present professional proposals that provide solutions to the customer which aids in securing new business and expanding existing business
• Partner with Inside Sales to achieve a higher customer retention rate; by generating an increased level of customer service and satisfaction
• Identify customer issues and partner with management to address threats or opportunities for improvement
• Maintain knowledge of our competitive landscape and industry standards (ASME, ISO, OSHA, etc.)
• Follow all Safety Guidelines
• Other duties as assigned

Successful Behaviors                                                                                     

• Business Developer
• Consultative Seller
• Continuous Improver
• Effective Communicator
• Has Integrity
• Has Mechanical Aptitude
• Planner/Organizer
• Relationship Builder
• Results Driver

Education

A high school diploma or GED is required; an undergraduate degree from an accredited college or university in a related discipline. In the absence of a degree, directly related job experience serving in an industrial sales role, where a number of years and proven knowledge may offset the degree requirement.

Experience & Skills:

Required

• Results-oriented sales professional (hunter mentality) who is detail oriented, self-motivated, and disciplined
• A proven track record of building and maintaining effective customer relationships to meet, or exceed, established goals for product sales
• Demonstrated experience in effective territory management
• Solid written and verbal communication skills
• Strong analytical, conceptual, and planning skills
• Proven strong organizational abilities
• Strong math skills
• Techical aptitude - overall PC literacy (Windows, Microsoft Office…)
• Detail oriented, self-motivated, and disciplined with the ability to multi-task
• Valid driver’s license in good standing that meets company requirements
• Must be able to lift or pull a minimum of 50 pounds
• Must successfully complete a criminal background check, drug screen and E-verify

 Preferred

1. At least 5 years of prior industrial sales experience with proven experience meeting/exceeding sales goals
2. Experience in overhead lifting/rigging products
3. Prior experience utilizing a Customer Relationship Management system
4. Demonstrated mechanical aptitude