Account Relationship Manager - Knoxville/Chattanooga, TN

Stellar’s Commitment:

At Stellar, we believe every employee plays an important role in our success. Contributions extend beyond defined responsibilities, and we value team members who are willing to step in, support one another, and take initiative when needed.

We are committed to working collaboratively and expect each employee to contribute wherever and whenever their skills and efforts can help move the organization forward and ensure our collective success.

Position Summary:

The Account Relationship Manager II (ARM II) is a fully proficient sales professional responsible for independently managing and growing customer relationships while driving profitable sales growth within an assigned territory.

The ARM II develops and executes territory strategies, expands existing customer relationships, develops new business opportunities, and applies consultative selling techniques to create measurable customer value. This role develops a strong understanding of customer operations and business objectives and translates those needs into opportunities for Stellar's products, services, inventory management programs, and value-added solutions.

The ARM II operates with limited day-to-day direction and is accountable for effectively prioritizing territory opportunities, developing and maintaining a healthy sales pipeline, strengthening customer relationships, and delivering established sales and business expectations.

Success in this role requires demonstrated sales performance, sound business judgment, effective territory management, strong customer relationships, and the ability to independently coordinate internal and supplier resources to deliver comprehensive customer solutions.

Essential Duties and Responsibilities:

Account Management & Customer Relationships

• Independently manage a portfolio of customer relationships while maintaining strong customer retention, satisfaction, and profitable growth.
• Build and maintain relationships with multiple stakeholders within assigned customer organizations.
• Develop a strong understanding of customer operations, challenges, purchasing behaviors, business objectives, and growth opportunities.
• Serve as a trusted advisor by proactively identifying customer needs and coordinating appropriate solutions.
• Independently manage customer communication, follow-through, and routine account challenges while appropriately escalating significant business issues.
• Support and expand customer inventory management programs, including Vendor Managed Inventory (VMI), and other customer-specific programs and services.
• Identify opportunities to deepen customer relationships and strengthen Stellar's position within assigned accounts.

Sales Growth & Territory Development

• Independently develop and execute territory growth strategies aligned with established sales, profitability, and strategic business objectives.
• Consistently identify and pursue opportunities for new business, customer expansion, category growth, and increased wallet share.
• Develop and maintain an active, qualified pipeline through disciplined prospecting, networking, referrals, research, cold calling, and other business development activities utilizing ProtonAI.
• Independently qualify opportunities and move prospective customers through the sales process.
• Develop new customer relationships and convert qualified opportunities into profitable business.
• Evaluate territory opportunities and prioritize time and resources based on customer potential, strategic importance, and anticipated business impact.
• Demonstrate accountability for established territory sales, profitability, retention, pipeline, and other applicable performance expectations.
• Monitor competitive activity, market conditions, and customer developments that may affect territory strategy.

Consultative Selling & Value Creation

• Effectively apply Stellar's Value Proposition and consultative selling methodology to diagnose customer challenges and recommend practical business solutions.
• Identify opportunities to increase wallet share through expanded product utilization, supplier partnerships, inventory management programs, and other value-added solutions.
• Develop solutions that improve customer productivity, reduce costs, strengthen operational performance, or otherwise create measurable value.
• Consistently identify, document, and communicate customer cost savings (DCS), operational improvements, and other measurable business outcomes.
• Effectively communicate Stellar's value proposition and business recommendations to customer decision-makers.
• Coordinate Stellar Specialists, supplier representatives, Customer Experience, Operations, and other internal resources to deliver comprehensive customer solutions.
• Balance customer needs with Stellar's profitability and long-term business objectives when developing solutions and recommendations.

Territory Management & Business Acumen

• Develop and maintain an effective territory plan based on customer potential, business opportunities, sales objectives, and available resources.
• Analyze account and territory performance to identify trends, risks, and growth opportunities.
• Demonstrate understanding of the relationship between sales growth, customer value, profitability, and long-term account development.
• Make sound decisions regarding territory priorities and allocation of time and resources.
• Anticipate customer needs and proactively engage appropriate internal or supplier resources.
• Provide relevant customer, competitor, and market intelligence to Sales leadership and other stakeholders.

Collaboration & Organizational Contribution

• Partner effectively with Customer Experience, Operations, Specialists, supplier representatives, and other internal stakeholders to support customer and territory objectives.
• Maintain accurate and timely customer records, pipeline activity, sales opportunities, and other required information within ProtonAI.
• Demonstrate strong ownership and follow-through on customer and internal commitments.
• Share knowledge, effective sales practices, customer insights, and market information with peers.
• Provide informal guidance, field support, or assistance to less-experienced sales team members when appropriate.
• Participate in continuous improvement, sales effectiveness, training, and professional development initiatives.
• Continue developing capabilities required for increasingly complex customer, territory, and organizational responsibilities.

Professional Standards

• Demonstrate professionalism, integrity, accountability, and ethical business practices.
• Represent Stellar positively in all customer and supplier interactions.
• Exercise sound judgment and demonstrate accountability for territory decisions and results.
• Support continuous improvement initiatives and contribute to team success.
• Demonstrate behaviors consistent with Stellar's core values.

Other duties, responsibilities, and activities may be assigned or modified at any time to meet business needs.

Hours/Schedule:

• Full-time, exempt position.
• Schedule may vary based on customer needs and territory requirements.
• Frequent travel throughout the assigned territory is required, including occasional overnight travel for customer meetings, training, and sales events.