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Account Manager

PCE Pacific, Inc.

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$28.85-72.12 /h
PAY RATE
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Englewood, CO
LOCATION
First Shift
SHIFT

Job Description

As posted by the hiring company

Job Overview:

Job Details

Level:    Experienced
Job Location:    Englewood Office - Englewood, CO
Position Type:    Full Time
Education Level:    BS in Engineering preferred
Salary Range:    $60,000.00 - $150,000.00
Travel Percentage:    75% or more
Job Shift:    Day 980 schedule

Job Description

Purpose:  Serve as the leader in establishing mutually beneficial relationships with the customers of Applied Control by gaining full understanding of what is critical to the success of customers businesses and the needs they have where Applied Control can offer valuable solutions.  Develop account plans accordingly and collaborate with other Applied Control and Emerson team members to consistently win business and deliver exceptional customer experiences driving growth and customer loyalty.  

Success Factors:

  1. Customer Intimacy/Sales Effectiveness:  Consistently builds lasting, powerful, meaningful customer relationships based on a desire to understand customer pains, business drivers, organization, and help solve their problems with engineered solutions.  Develops and leverages sponsors within accounts; identifies detractors and develops/executes a conversion plan.  Takes responsibility for overall customer satisfaction with all Applied Control business units.  Provides consistent, exceptional customer service and delivers value through each customer touch (Phone, Email, In Person, Lunch and Learn, etc.)
  2. Sales Planning/Execution:  Effectively develops and uses Account Development plans around assigned most valuable and most growable accounts (MVC and MVC), and for other territory accounts on as needed basis.  Actively uses Account Development and Solution Selling concepts for all accounts/pursuits.  Develop account plans, in collaboration with Business Unit specialists, that are "evergreen", routinely updated, and relevant.  Creates account plans that provide a clear understanding of overall knowledge of the account, key players, client initiatives bridged to Applied Control opportunities, and steps to move the account to trusted advisor status.  Creates and communicates call reports for strategic/important client interactions, including action items lists for self and others.
  3. Project Pursuit: Creates/maintains all strategic projects and major turnarounds/outages in the opportunity funnel.  Develops capture plans for all key/strategic and large opportunities, involves and collaborates with Business Unit and Emerson direct team, and serves as team leader where appropriate.  Attends, actively participates, leads, and contributes to all team project meetings.  Ensures projects are reviewed as a team (account managers, inside sales, Business Unit specialists, Emerson direct team) and updated as needed to optimize hit rate, maximize whitespace coverage, and drive new business.

Responsibilities:

  • Lead the development of overall account sales strategy, driving results and profit margin
  • Leads teams comprised of inside and outside sales personnel, product specialists and other Emerson business units in project pursuits
  • Apply Solution Selling concepts to understand customer needs, help them solve their business issues, and elevate/secure the status of trusted advisor status on behalf of Applied Control
  • Learn and convey technical information regarding our products and services to internal and external customers
  • Help customers troubleshoot field installations
  • Able to use electronic tools to size and select products
  • Participate in industry organizations to enhance perception and expand customer awareness of Applied Control in the community of customers
  • Speak in front of large groups, deliver presentations and demonstrate products/solutions
  • Consistently maintain a high level of self-motivation and work with little direct supervision

                                                                                                                              

Skills/Qualifications


  • B.S. in Engineering preferred
  • Relevant previous technical work or sales experience preferred.
  • Knowledge of the most if not all of the key industries we serve including, but not limited to the following:
    • Oil & Gas – upstream, midstream and transmission
    • Refining
    • Power generation
    • OEM/Fabricators
    • Engineering Contractors/EPC’s
    • Food & Beverage
    • HVAC Contractors
  • Knowledge of most if not all of the products, services, and solutions we supply including, but not limited to the following:
    • Control valves, regulators and pressure relief valves
    • Automated & manual isolation valves
    • Control Systems
    • Rotating equipment reliability products and consultative services
    • Oil & gas field automation including flow computers and RTU’s
    • Repair services supporting each business segment/product offering

Working Conditions:

Overnight travel is required in the territory and for factory training.  Travel may include driving up to 5 hours per day. Position requires regular carrying of a laptop computer, and occasionally carrying demonstration equipment/products. Occasional plant visits including the use of Personal Protective Equipment.

Compensation:

  • Base Wage Range:  $60,000.00 - $120,000.00 annual salary.  Prior work or industry experience as well as job-related education and unique skills will be taken into consideration when setting the wage rate.
  • Other Variable Compensation:  Eligible for additional incentive compensation including an annual profit share award and performance-based compensation.

Benefits:

Health, Dental, Vision, Aflac accident and hospital, and Long-Term Disability and Life insurance; Flexible Spending Accounts, Health Savings Account, 401(k) plan with employer match, Paid Holidays, Generous Paid Time Off (PTO), and a 9-80 Work schedule.