Account Manager

We are currently searching for a field-based OEM Account Manager to manage and profitably grow a defined, established territory. Ideal candidates will be regionally located in the Western United States territory.

Superior Diesel, Inc. (SDI) is an authorized, independent, value-added, distributor of John Deere industrial and marine diesel engines, Rehlko industrial diesel engines, Yanmar industrial diesel engines, and Zenith industrial spark ignited engines. We utilize a solution-based selling approach to provide value-added engine and power-train packages to the OEM off highway market. We are currently searching for a field-based OEM Account Manager to manage and profitably grow a defined, established territory.

Ideal candidates will be regionally located in the territory. Travel to accounts within territory and Superior Diesel sites is expected to be up to 70% of the time.

• Develop a working knowledge of current and emerging industry applications for SDI engine product lines. Find opportunities with both new and existing customers that lend themselves to SDI engine product strengths. Identify technical and commercial problems where SDI engine products and services provide a solution and add value to the customer.
• Quantify, and prioritize opportunities. Formulate plans (including timeline) to convert opportunities into profitable sales.
• Obtain the required resources within the SDI organization required to capture the opportunity.
• Identify pertinent influencing contacts within the account.
• Determine procurement sequence from specification to order placement.
• Initiate and gain approval for SDI engine products in customer equipment applications.
• Follow up on proposals
• Negotiate and close orders

• Prepare and submit significant quotations to customers basing prices on current policy. Manage and maintain price lists at key accounts.
• Obtain competitive pricing/product information related to the account in general or specific projects. Monitor competitive activity and recommend actions as necessary to maintain share growth at individual accounts and throughout the whole region.
• Research and recommend strategies for pricing levels, discount structures, rebates, and extended warranty practices. Analyze customer feedback and formulate appropriate responses.
• Monitor account profitability and initiate, recommend or participate in efforts to improve margins while maintaining share.

• Identify and satisfy customer requirements, especially major accounts. Regularly check and report on level of customer satisfaction.
• Be the customer advocate within the SDI organization.
• Initiate and develop close working relationships with OEM customers as well as their dealer network and end users, where appropriate. Present, explain and promote SDI engine products and services.
• Involve other SDI departments as necessary to participate in projects and customer satisfaction improvements.
• Analyze and recommend appropriate warranty administration policies
• Conduct business with the highest levels of integrity. Follow up on every commitment without fail.

• Work on project teams as assigned.
• Recommend and implement actions for continuous process improvement.
• Assist with training and development of others within the organization
• Participate in forecasting, and account/market strategy planning. Provide recommendations for performance objectives within the territory.

• Present customer, competitor and market issues/opportunities for weekly reporting.
• Enter and update customer contact, opportunity, and activity information within CRM database on a regular basis.
• Regularly monitor customer business levels versus plan. Report changes in current outlook to the organization.
• Document and share product/application knowledge with sales team.

The ideal candidate will have a proven track record of generating profitable sales growth by providing value added engineered products to OEM customers.

• Associate or Bachelors Degree in Engineering, Business, or Marketing is preferred.
• Candidates possessing relevant OEM account management experience with the appropriate product and market background will be considered.

• Account management experience, selling engineered products to original equipment manufacturers is…