Account Manager - Outside Sales
What you will be doing in the role of Account Manager:
Strategic Account Management
Own and grow a large, diverse portfolio of industrial and institutional accounts across Southern Ontario, balancing established customer relationships with business development and new account growth across multiple industries.
Develop and execute account plans for strategic customers, including the identification of white space opportunities
Build and maintain strong working relationships with engineering, maintenance, operations, reliability, and procurement stakeholders across assigned customer sites
Opportunity Creation and Funnel Ownership
Independently generate, qualify, and advance new business opportunities across the assigned territory to achieve annual financial targets
Establish appropriate sales call frequency and maintain a strong local field presence
Own funnel health and accuracy through disciplined CRM usage, including funnel position, funnel probability, forecasting, and diligent follow up on all active opportunities
Technical and Value Based Selling
Uncover customer pain points across operating sites and guide customers through their buying process by positioning differentiated, value-based solutions that address measurable business outcomes
Recommend fit for purpose solutions across valves, instrumentation, control systems, and services by balancing customer process requirements, operational risk, and lifecycle cost
Develop Quantified Business Results for major opportunities, including improvements in reliability, safety, cost of ownership, and operational efficiency
Support customer evaluations, trials, and technical discussions in collaboration with specialists, factory experts, and other internal technical resources
Competitive and Strategic Pursuits
Lead competitive bids and strategic pursuits in collaboration with the Sales Manager, Emerson, and other Impact Partners
Develop pursuit level sales strategies, identify commercial and technical risk within opportunities, and apply tactical approaches to mitigate risk and improve win probability
Work with customers to understand and navigate their internal decision-making processes to support successful outcomes
Engage Sales Management for review and alignment on strategic or high-risk opportunities
Internal Leadership and Coordination
Provide clear direction to inside sales and sales support teams regarding quotation strategy, scope, priorities, and overall customer context
Act as the primary point of coordination between customers, internal teams, and external partners
Promote a strong team-based approach to opportunity execution and customer support
Business Performance and Discipline
Meet or exceed annual bookings, sales, and gross profit targets
Maintain accurate customer, contact, opportunity, and competitive intelligence within CRM
Support collections, warranty resolution, and issue escalation as required to protect customer relationships and business outcomes
Knowledge and skills required for the role:
College Diploma or University Undergraduate Degree in Engineering, Science or Business
7+ years of combined experience in a sales-related role with proven account management success
2-5 years of experience with Account Planning and complete sales cycle execution (initial call, technology selection, negotiation, and final PO)
7+ years of combined experience in technical sales; understanding of process control equipment is beneficial but not essential
Strategic Account Development and account planning
Experience with Customer Relationship Management (CRM) software
Ability to develop and maintain customer relationships
Works effectively in a team environment
Ability to effectively communicate at all levels
Strong Sales and Business Acumen