Account Manager

Overview:

This position is designed to develop new opportunities and to strengthen existing relationships with the key retailers and OEMs in the designated territory. We want to have an in depth knowledge of all the contacts within these key customers/prospects in order to be well positioned to introduce new products and continue to find new opportunities for our existing products.

 

Key Results:

1. Achievement of individual and company sales targets.

2. McCue is a valued partner in our customers’ efforts to compete in the marketplace.

3. A high level of confidence exists with major customers. They are well cared for and issues are addressed with minimal effort on their part.

4. Strong, personal relationships exist with all major retailers and OEMs.

5. Solid relationships and regular and open communicate exists with all McCue team members.

6. Sales objectives are met through effective use of sales tools.

7. Sales reporting systems are effectively utilized to monitor customer activity and set forecasts accordingly.

 

Key Activities:

§ Use sales tools effectively to achieve sales objectives.

§ Travel in region and visit key accounts and prospects on a regular basis.

§ Develop strong, personal relationships with the top retailers and OEMs in the region.

§ Make presentations to key contacts relating to new products and/or programs.

§ Make sure customers understand McCue capabilities (products, lead-times, pricing…)

§ Communicate to our customers and support the concept that McCue Corporation is the “go to” company for developing solutions to problems that hinder the shopping experience and extend the life of their stores.

§ Use sales reporting systems to monitor customer activity and set forecasts accordingly.

§ Regularly gather competitive data and share information with the global sales team.

§ Regularly communicate activity through: daily schedules, Assets and Friday Meeting Notes.

§ Communicate regularly and openly with all McCue team members and work closely with the Salem support team to insure smooth implementation of customers’ needs & expectations.

§ Fully and actively participate in all sales meetings and retreats.

§ Participate and include customers in customer activities to help foster good personal relationships.

 

Core Competencies:

§ Four-year degree

§ 4-7 years outside sales experience, preferably in the retail industry

§ Previous experience working with all levels of management

§ Solid computer skills

§ Strong leadership skills

§ Strong communications skills

§ Solid negotiation skills with the proven ability to close the sale

§ Project management, planning and organizational skills

§ Budget minded

§ Ability to hit sales targets

§ Ability to close

§ Ability to make a minimum of 5 different sales calls each week

§ Ability to manage 30 accounts or less

 

§ Customer focused

§ Team player

§ Highly motivated, self starter

§ Can manage time effectively

§ Opportunistic

§ Positive, optimistic, outgoing and energetic

§ Keen sense of urgency

§ Willingness and ability to travel regularly (60-75% of time)

§ Knowledge of and ability to utilize sales tools

§ Resourceful

§ Takes initiative

§ Disciplined with administrative tasks and scheduling