Key Account Manager

Regular Employee | Salary Exempt

Meet or exceed sales objectives of assigned accounts or territory by promoting the entire UTM suite of fleet solutions. Utilize consultative selling and professional sales techniques to continuously develop long-term customer relationships, increase profit margins, and capture new clients.

• Must be able to deliver profitable sales to the organization
• Proficient in executing consultative selling process and secures long term client commitments that can deliver long term / sustainable growth.
• Meet minimum performance goals (MPG) established by Sales Leadership:
• Delivers the UTM value proposition with the goal of signing new business. Sells entire UTM suite of solutions to new prospects and engages in expansion opportunities of current clients when appropriate.
• Increases company market share through cold calls as well as prospect follow-up from leads provided by corporate, referrals, mailing lists, etc. Develops new/additional business through relationship building and solutions delivery. Organically develops and maintains a database of prospects within an assigned responsibility.
• Qualifies prospect through consultative selling process – which includes effective Pre-Call Planning by information gathering, interviewing, or other activities. Makes a determination and recommendation if the prospect is a viable client for the company or not. Documents any sales related activity in CRM software.
• Assesses prospect need against available products and services. Develops and presents sales proposals including product selection, terms of sales, delivery dates, etc., following company required guidelines.
• Makes professional presentations and conducts sales meetings to fleet decision makers and other C-level personnel.
• Interfaces with Client Development Manager and other internal departments during on-boarding (pre-production in most cases) to effectively transition clients / accounts.
• Develops data relative to marketing trends, competitive products and pricing. Submits marketing intelligence to Sales Leadership.
• Completes required activity, pipeline reports, expense reports, CRM affiliated activity and any other reports at Management discretion within defined timeline.
• Submit sales forecast with prospect, quantity, and sales price for operations team to develop capacity planning, engineering resources, material planning, and assembly manpower needs.
• Conducts route rides to gather prospect input and identify needs to match with a UTM business solution. Also partner with segment engineer to communicate prospects needs.
• Identify marketing programs and sales aids that would increase sales. Communicate needs to marketing team with potential sales impact and required timing of requested resources.
• Responsible for achieving assigned goals.

• Experience in the commercial truck, truck body, fleet, upfit, or related industry
• Proven outside-sales and business-development experience
• Ability to manage and grow strategic fleet accounts
• Strong project-management, follow-up, and tracking skills
• Ability to work effectively with engineering and technically focused customers
• Strong analytical, communication, presentation, and negotiation skills
• Ability to develop new business while maintaining existing customer relationships
• Willingness to travel as required
• Maximizes Results By Systemically Managing An Account Plan
• Driven to Produce By Increasing Sale To Existing Accounts
• Maximizes Sales Results Through New Business Opportunities Within Existing Account
• Maximizes Results By Partnering As A Client Advocate
• Adapts Approach To Different Buying Influences
• Closes Through Logical, Incremental Steps
• Identifies Client Needs
• Gains Client…