POSITION SUMMARY:
Vallen’s Field Account Manager (FAM) is a staff management position with direct responsibility for all sales performance and activities within an assigned customer portfolio. They manage the work of Field Account Specialists who are responsible for selling the organization’s products and/or services. They establish sales goals and track performance against expectations. They access portfolio performance, and opportunity to forecast and manage sales and gross margin growth objectives. They formulate portfolio sales strategies and provide guidance to those they manage to implement the desired strategy. Field Account Managers provide contract guidance and are actively engaged in developing new portfolio growth and margin opportunities as well as customer retention strategies.
ESSENTIAL JOB DUTIES AND RESPONSIBILITIES: _ _
- Manage the sales growth and daily sales activity for the customers and assigned Account Specialists within an assigned customer portfolio.
- Manage associates who sell the organization’s products and/or services. Staff management responsibilities include but are not limited to interviewing, selecting, hiring, coaching, counseling, and disciplining associates while enforcing company policies, procedures, and productivity standards.
- Oversee, develop, and provide guidance regarding sales growth plans; collaborate with Marketing and/or Product Strategy to develop and implement specific strategic sales initiatives and marketing campaigns.
- Forecast, develop, monitor, and revise sales business plans and budgets to penetrate assigned customer accounts and meet financial goals and objectives.
- Ensure that all customer contractual liabilities are met for assigned customer accounts.
- Ensure that all Field Account Specialists are meeting customer cost savings goals and objectives.
- Ensure that all Field Account Specialists are conducting regular Quarterly Business review within assigned accounts.
- Manage expenses to budget as required.
- Assess market competitiveness and provide strategic pricing direction to meet financial objectives within the assigned customer portfolio; make recommendations for new business and margin growth opportunities.
- Oversee and/or manage compliance with contractual agreements and oversee contract renewals within assigned market; act as a point of escalation to resolve customer contractual issues.
- Provide guidance to those who initiate the company’s sales process; provide or participate in the development of sales training as required.
- Produce and monitor various forms of portfolio-level sales reports from which decisions are made.
- Assist with successful sales planning and contribute to the budget planning process.
- Performs other duties as assigned.
JOB QUALIFICATIONS:
High school or equivalent; Bachelor’s degree in a related business, sales or marketing field preferred. 5+ years relevant work experience or an equivalent combination of education and experience. Relevant experience should include:
- Successful full life-cycle sales experience.
- Direct P&L responsibility or the demonstration of financial stewardship and budget administration.
- Staff management within an organization’s sales function; distribution industry preferred.
- Demonstration of industry, company product and/or service offerings.
- Ability to read and interpret various documents, including but not limited to contracts or other forms of customer agreements, safety and operational manuals, product specifications, etc.
- Solid knowledge of business financials and how to deliver profitable business.
- Working knowledge of MS-Office products.
- Working knowledge of company applications preferred.
- Must be willing and able to travel 50+% of the time.
DESCRIBE THE PRIMARY DIFFERENCE BETWEEN THE OLD AND NEW WORK ROLE BELOW.
- The former Market Manager was responsible for the P/L performance of an assigned market, including the sales and margin performance of the customers in the associated P/L. In the new role, the Field Account Manager (FAM) is responsible for the sales and margin performance for the customers assigned to the FAM and his/her associated Field Account Specialists.
- The FAM is not responsible for growing new account customers but instead growing market share and margin inside of the assigned accounts.
- The FAM is responsible for the performance of the Field Account Specialists that report to him/her.
ABOUT VALLEN
Vallen is an industry leader in delivering flexible supply chain solutions and services along with a comprehensive range of maintenance, repair, operating, production, safety and electrical products to meet the growing supply needs of customers in facilities across North America and around the world. Vallen is headquartered in Belmont, NC and is a subsidiary of Sonepar USA, part of the global Sonepar family.
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WHAT ARE THE BENEFITS?
401K Plan, Health Insurance (medical, dental, and vision), Paid Vacation, Paid Sick, Paid Personal, Paid Holidays, Flexible Spending Accounts (Health and Dependent Care), Employee Assistance Program, Tuition Reimbursement, Employee Discounts and Career Path Opportunities.
EOE M/F/DISABILITY/VETERAN
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Required Skills
Required Experience