Outside Account Manager

Job Description

Job Description

Job Summary: Develop and nurture strategic relationships with high value/high potential dealers. Cultivate and strengthen the sales team through a growth-oriented and relationship-based management strategy. Develop and mentor others on the Commercial team. Collaborate internally and externally to maximize revenue and EBITDA with existing and new dealers.

Essential Functions:

• Directly Responsible for larger and / or higher potential accounts (dollar value varies by region) including, but not limited to, overall account management, achieving quarterly and annual targets, new product launches, execution of the Dealer Advantage Program execution, Dealer Portal utilization, and all activities internally to ensure growth in volume and revenue. Communicate with Operations to coordinate changes with production escalating concerns to appropriate leadership.
• Work closely with Inside Account Manager responsible for all order entry, quoting, and other internal support across engineering, operations, and accounting functions for assigned dealers.
• Identify opportunities to expand share of market with new dealers and share of wallet with current dealers through additional brand offerings.
• Partner with dealers to create sales forecast and support program annually with quarterly and / or monthly objectives.
• Drive profitable growth with existing dealers with a heavy focus on developing strategic relationships and selling multiple brands with market leading dealers.
• Manage and strengthen existing partnerships by planning and organizing daily work schedules to call on existing dealers. Complete regular correspondence and regular in-person visits to existing and prospective dealers.
• Employ a consultative approach with dealers regarding product usage, product feature demonstration, pricing, availability, and overall growth strategies.
• Develop deep knowledge of all brand offerings.
• Deliver value proposition training on products and Dealer Portal to dealers to ensure they understand our products and tools to effectively promote and sell to end users.
• Evaluate territory to ensure alignment with the right partners in the area. (Evaluate, Coach up, Replace)
• Work with marketing team and recommend necessary content and collateral to train dealers’ team members to sell, operate and maintain new equipment, effectively communicate our value proposition and provide updates on any new selling features.
• Actively participate in trade shows and conventions. Be the Novae representative for deals when attending trade shows and other events.
• Monitor market conditions, industry innovations, and competitors’ products, prices, and sales for trends and changes that will affect Novae brands and / or our own dealer network. Develop and implement responses to observations and achieve objectives.
• Mentor and teach sales skills to Inside Account Managers and Sales Administrators, acting as a resource to the team.
• Communicate any part sales or warranty issues / items that the dealer may have communicated to you to the appropriate parts sales and warranty management teams.
• Train dealers’ team members to sell, operate and maintain new equipment, effectively communicate our value proposition, and provide updates on any new selling features.
• Continually look for ways to improve the overall performance of yourself.
• Collaborate with leadership to negotiate details of dealer-specific agreements and sales incentives.
• Manage projects for dealers internally across engineering, operations, and accounting functions.
• Travel frequently; about 50% of the time.
• Assist in other areas and perform other duties, as needed. (This is not intended to be a comprehensive list of activities, duties, or responsibilities required for this job.)

Qualifications and Requirements:

• Bachelor’s degree in business, engineering, or related field required or possess equivalent demonstrated knowledge, skills, and experience.
• 5+ years’ experience of Industrial selling.
• Highly motivated self-starter with an inclination to consistently apply critical and analytical thinking skills.
• Strong leadership skills to evaluate ongoing sales team performance and provide training and coaching when necessary.
• Excellent verbal, non-verbal, and written communication skills.
• Strong customer service skills with proven experience in conflict resolution.
• Financial skills and business acumen to understand sales profitability and opportunities.
• Proven experience in negotiating outcomes that align with organizational strategies.
• Experience conducting and sharing market research and intelligence.
• Strong computer skills with a working knowledge of Microsoft Office, Visual, Dealer Portal, Aimbase, Zoho and other related software.
• Must be able to pass a Department of Transportation physical in order to drive Sales truck when pulling trailers to demonstrate products to dealers.