Job Description

BUSINESS DEVELOPMENT ACCOUNT MANAGER

Location: Fresno (But can be posted across CA)

Compensation: $85K - $105K plus commission and car

Our client, one of the largest agricultural chemical manufacturing and distribution companies in the United States, needs a Business Development Account Manager in California for their Wastewater Chemicals division. The company has an established manufacturing plant in the Fresno, CA area that has significant bandwidth for growth and they would like to find the right person that can make the calls and knock on the doors to develop a solid sales channel of Water Treatment Defoamers, Emulsifiers and Surfactants.

OPPORTUNITY

The primary purpose of this position is to assume ownership of an assigned sales territory, or an assigned account portfolio, and manage it with a business plan that facilitates the achievement of the annual performance goals mutually agreed upon with the respective manager.

As Account Manager, primary responsibilities include:

• Manages and maintains a sales territory, focusing on business development and sales growth.
• Obtain new business by:
  • Using Salesforce as a sales development tool.
  • Structuring programs for customers and prospects that take advantage of company's manufacturing equipment and distribution strengths, as well as company's financial resources.
  • Engaging corporate resources to help create competitive advantage.
  • Performance Measures: New margins & volume at new accts. GM dollars of new business.
• Grow and protect the existing business by:
  • Constructing and executing a sound annual business plan with some assistance from sales management.
  • Building in-depth relationships with decision-makers at key accounts.
  • Developing Preferred Account Management Plans.
  • Meeting competitive threats.
  • Making personal visits to key accounts and entertaining the accounts’ decision-makers when deemed appropriate.
  • Utilizing detailed and comprehensive reviews of sales history data (12-month perspective) and reporting variances to the sales manager.
  • Resolving customer service issues and complaints to the customer’s satisfaction.
  • Performance Measures: Top 20 margin increases & decreases, new margins & volume at existing accounts, number of new resources added.
• Improve gross margins by:
  • Identifying competitive situations and negotiating a response that reflects company value-added proposition.
  • Using the Price Change Notification System as a tool for improvement.
  • Analyzing account/product gross margin data and implementing appropriate price adjustments.
  • Responding to “Low Margin Alerts” and “GM% Exception Report”.
  • Performance Measure: Change in GM/dollars
• Performance Measures: Changes in volume, margin, revenue, margin per unit, margin %, account retention, and new business.

REPORTING STRUCTURE

• This position reports to the Sales Manager- Wastewater Treatment.
• Works with Operations, Technical Center and Corporate Purchasing.

EXPERIENCE AND EDUCATIONAL CRITERIA

• College education and prior sales experience preferred. Technical or Engineering Degree Preferred
• 5+ years of sales experience or industry management.
• Ability to construct a business plan with Sales Manager assistance.
• Must have a valid driver’s license and have an acceptable motor vehicle driving record.
• Must possess computer skills and be proficient at Word, Excel, and PowerPoint and job specific software.
• Must have communication and interpersonal skills, along with the ability to read, write, and speak English.
• Ability to attend meetings. Ability to sit, work at a computer terminal, and/or talk on the telephone up to 4 hours at a time.
• Ability to travel to customers and stay overnight when necessary.

BENEFITS

• Benefits and perks include three retirement plans (401k, pension and profit sharing), medical/dental/vision/life insurance, paid time off, tuition reimbursement, adoption assistance, legal services insurance, scholarship awards for children of employees, summer picnic, community giving events, free family wellness coaching including nutritionist and fitness coach.