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Account Manager, Sales

Location: 

Remote location, US

Requisition ID:  990

Job Summary/Overview

This Account Manager position will provide best in class service to our devoted customers by developing trusted relationships, taking an active role in business development and managing the territory’s channel partner network for sales growth.   This position will manage a US territory in the Carolinas region. 

 

Essential Duties and Responsibilities

  • Formulates business plans and strategies to grow overall sales revenue and market share. 
  • Engages in consultative selling with emphasis at large end-users accounts. 
  • Responsible for the successful implementation of commercial business programs, target marketing programs, promotions, training programs, and product launches. 
  • Duties are centered on distributor development in conjunction with customer contact at key strategic end-user accounts. 
  • Primary sales focus for powered and manual hoists, with rigging and engineered products savvy. 
  • Cover geographic sales territories, developing and maintaining relationships with Channel Partners and End Users. 
  • Analyze target account requirements and develop penetration plans to increase market share. 
  • Develop distributor relationships at all levels within the organization. 
  • Utilize distribution and CMCO resources to provide the necessary level of technical expertise to the customer. 
  • Resolve territory issues involving, marketing, pricing, product, warranties, and product modification (specials). 
  • Responsible for the measurement of distributor performance, and implementing distributor performance improvement programs, for new units and parts sales. 
  • Management of new product launches and promotional programs through the channel. 
  • Collect and report trends and strategies of competitors to Sales Management. 
  • Actively seeks out and participates in both formal and informal training opportunities. 
  • Takes an active role in coaching distribution personnel and evaluating their competency in the support of all CMCO brands, products, and services. 
  • Provide sales opportunity funnel and sale forecasting input. 
  • Assures that CMCO has a consistently high level of distributor capabilities to serve customers in the assigned geography. 
  • Demonstrates an understanding of distributor key business drivers. 
  • Delivers sales workshops as needed to demonstrate capabilities. 
  • Differentiates CMCO products and services from competition utilizing product and non-product factors. 
  • Other duties, tasks, and responsibilities as assigned by Sales Leadership. 

Knowledge, Skills, Competencies, and Abilities

  • Strong verbal and written communication skills. 
  • Self-starter with a positive attitude. 
  • Ability to learn and adapt in a fast-paced environment. 

Required Qualifications

  • Bachelor's degree (B. A.) preferred
  • 1+ years of field sales experience
  • In lieu of formal education, we will accept candidates with at least 5 years of field sales experience
  • Travel percentage (both driving and flying) > 50%
  • Remote in-home office
  • Required to reside within territory

About Columbus McKinnon:

Columbus McKinnon is a leading worldwide designer, manufacturer and marketer of intelligent motion solutions that move the world forward and improve lives by efficiently and ergonomically moving, lifting, positioning and securing materials.  Key products include hoists, crane components, precision conveyor systems, rigging tools, light rail workstations and digital power and motion control systems.  We are focused on commercial and industrial applications that require the safety and quality provided by our superior design and engineering know-how.  Columbus McKinnon is a publicly traded company that has been in business for almost 150 years – proud of our heritage, where we come from, and where we’re going. As Columbus McKinnon grows globally, so does our need for driven and inspired employees. Join our winning team!

Columbus McKinnon Corporation promotes a diverse and inclusive workforce and is an Equal Opportunity Employer that does not discriminate against employees or applicants for employment on the basis of race, color, national origin, ancestry, age, religion, sex, gender, gender identity, gender expression, sexual orientation, physical or mental disability, medical condition, genetic information, military or veteran status, marital status, or any other Federal or State legally-protected classes.  We also value the safety of all associates and work hard to maintain a Drug Free Workplace.

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