Account Manager - DCS Systems

Account Manager - Systems and Reliability Solutions Duties and Responsibilities

• Identify, establish, and maintain business relationships with management level decision makers and other personnel who have influence in the decision process.
• Maintain a thorough understanding of the customer’s business, including their products and processes, markets served, key customers, industry dynamics that affect the customer’s business and events that influence the customer’s profits.
• Maintain a thorough understanding of the customer’s business drivers and key objectives to support development of account strategies.
• Maintain a thorough knowledge and understanding of all Products and Services included in the assigned Company Business Unit portfolio.
• Identify and maintain accurate records of the customers’ organization and the politics that influence decision‑making. Identify decision makers and others in the organization that have influence on these decision makers.
• Develop and maintain an account strategy that maximizes the business relationship for the Company, including crafting the value proposition that sustains the business relationship.
• Promote the high‑level "umbrella" or positioning messages for the Company and the principals we represent to management level contacts in assigned accounts. These messages should directly influence the decision to purchase the Product and Service deliverables from the Company and the principals we represent.
• Provide regular status reports to Sales and Service Management of the progress on account objectives and other metrics established for assigned accounts.
• Secure new business for the Products and Services in the represented business unit.
• Support business unit and sales team initiatives and events as identified by the business unit manager.

• BS/BA degree required in a discipline that supports a technical knowledge of the business.
• Detailed knowledge of the sales process as applied at a management level with a history of success in using this process.
• Strong knowledge of the specific business and industry of the Company.

• 7+ Years direct technical sales and marketing experience to large key accounts; 3–5 years of successful technical sales within our industry or related markets.

• Strong written and oral communication skills, including presentation skills.
• Demonstrated ability to interface with and influence senior level executives – professionalism, rapport, and trust‑building skills.
• Strong prospecting/opportunity skills. Innovative in selling and servicing approach.
• Strong strategic thinker with solid technical skills.
• Solid interpersonal skills; specifically including engaged listening and acknowledging skills, as well as questioning and discovery skills.
• Team player; good conflict management and consensus building skills.
• Problem solver. Uses good judgment and approaches opportunities strategically.
• Strong drive and initiative – motivated. Displays win/win negotiating skills.
• Ability to manage customer expectations relative to deliverables and timelines. Strong customer service skills, including the ability to develop rapport and trust with customers.
• Strong business acumen. Recognizes complimentary solutions.
• Good information management skills, including personal computer skills.
• Exhibits strong self‑management skills including a high degree of professionalism and dependability.