Account Manager - Municipal

  • Trojan Technologies
  • London, ON, Canada
  • Apr 30, 2021
Account Management

Job Description

Position Summary
The AM is responsible for meeting and exceeding sales targets by creating long term, value-added relationships with our customers and channel partners, communicating the progress of weekly/monthly/quarterly sales metrics and initiatives to internal and key external business partners, and preparing sales forecasts and tracking Key Performance Indicators (KPI). AM responds to customer inquiries and identifies new business opportunities through the entire life-cycle of our customers. The AM will work with cross-functional internal teams (e.g., Customer Service, Technical Assistance Center, Field Service), and with external channel partners to improve the overall customer experience.
 
Accountabilities
Sales Targets
  • Achieve sales targets through customer engagement, Value Selling, and funnel management
  • Manage the sales process from initial inquiry to purchase order (PO)
  • Proactively quote and Value Sell the benefits of Genuine parts and service
  • Close opportunities by participating in formal proposals, invitations to bid, and supply contracts
  • Promote and sell Service Level Agreements (SLA)
  • Ensures departmental KPI are up to date, and on target, each month and develops counter measures, as needed
    Customer Relationship Management
  • Maintain a close working relationship with customers, Channel Partners, and internal partners
  • Use Customer Relationship Management (CRM) (Salesforce.com) to store and manage customer information like contact info, accounts, leads, and sales opportunities
  • Gather Voice of Customer (VOC) and capitalize on this knowledge to identify sales opportunities
    Territory Management
  • Manage parts and service sales through direct and Channel Partner sales to end users of Trojan’s products
  • Management of Channel Partners to meet individual territory part sales targets via scorecard, funnel management, product knowledge, training, strategy development, and problem solving
  • Manage and support contractual obligations from original equipment specifications
  • Liaise internally, as needed, with the Technical Assistance Center (TAC), Field Service Technicians (FST), Project Managers (PM), Engineering, QA, Purchasing, and Traffic to facilitate and improve customer satisfaction
    General
  • Work cross functionally to promote, develop, and execute continuous improvement for AMPS processes utilizing Danaher Business System (DBS) tools
  • Coordinates resources and sets daily priorities to meet objectives
  • Applies standard procedures and guidelines to monitor, contain, report, and improve accurate delivery of AMPS with a keen focus on customer satisfaction
  • Assist in the development, maintenance and distribution of policies, procedures and work instructions
  • Assist in the generation of reports, time sensitive projects, and other administrative duties
  • Provides team members backup support when on vacation, or during other absences
Critical Competencies / Leadership Anchors:
  • Charts the Course - Understands global business needs, anticipate future trends, implement improvement opportunities
  • Drives Innovation and Growth - Must be able to apply Voice of Customer (VOC) to understand customer needs
  • Leads Through DBS - Takes actions and makes decisions that support the DBS culture
  • Builds People, Teams & Organizations - Brings energy, direction and purpose to the workplace every day
  • Models Humility, Transparency & Integrity - Behaves in a way that is aligned with the Danaher Standards of Conduct
  • Strong team player and ability to work collaboratively in a cross functional environment
  • Knows what is important (critical few) and creates organizational followership to deliver results and acts with a sense of urgency
  • Attention to detail and tactical execution
  • Demonstrated temperament and ability to manage expectations with customers and deal in challenging environments with a mature and professional approach
  • Ability to communicate effectively with multiple stakeholders in a global environment
  • Self-motivated and able to manage concurrent, conflicting priorities
  • Demonstrates the ability to manage unstructured, complex tasks
Qualifications: 
  • Exceptional customer service skills with minimum 5 years of customer facing experience in sales and negotiation
  • Technical diploma or degree
  • Aptitude for Value Selling and negotiation
  • Thrives in a fast-paced changing environment
  • Ability to organize and prioritize under pressure
  • Strong analytical skills to review technical and historical data
  • Ability to effectively problem-solve and multi-task
  • Able to make and follow through on difficult decisions
  • Excellent written and verbal communication skills
  • Ability to interact easily and professionally with internal, cross-functional partners, and channel partners
  • Create and give presentations to internal and external business partners, and customers
  • Ability to organize and prioritize under pressure in a very fast paced environment
  • Knowledge of ERP (Baan), CRM (SFDC)
  • Competency in Microsoft Office applications required
The above are not intended to be an all-inclusive list of the duties, responsibilities and requirements of the job described.  Rather, they are intended to describe the general nature of the job.

*If interested, please apply through our website: https://www.trojantechnologies.com/en/

Trojan Technologies provides support in its recruitment processes to applicants with disabilities, including accommodation that takes into account an applicant's accessibility needs. Candidates requiring accommodation during the recruitment process are asked to contact Human Resources at hr@trojantechnologies.com