Service Account Manager

DEPARTMENT:                     Services

 

FLSA STATUS:                     EXEMPT

 

REPORTS TO:                      Director of Service Sales

 

 

POSITION SUMMARY:

Fives Intralogistics Corp. is seeking an experienced and self-motivated Aftermarket Sales professional to join our team to play an instrumental role in serving our customers and supporting the Services business as part of our company growth strategy. This exciting opportunity involves shaping an exceptional customer experience through the development of new business opportunities and solutions to support customers while providing exemplary customer service. The Service Account Manager will employ sales techniques and use extensive product and systems knowledge to sell Fives Intralogistics’ aftermarket programs and capabilities, secure expansion of the customer base and increase business from existing customers. This position is a customer-facing role that works closely in harmony with internal and external colleagues across departments and divisions as well as business partners to coordinate aftermarket sales and marketing activity.

 

The Service Account Manager will conduct all customer related activities required to sell aftermarket parts, product retrofits/enhancements, maintenance support services, and technical services while building new processes and maintaining/upgrading current processes to ensure the success of offerings sold.  This position will also facilitate the activities associated with supporting customers while promoting the Fives Intralogistics parts and services business via consultative selling of aftermarket offerings to new and existing clients, prospecting and cultivating critical services relationships through the entire sales cycle, and achieving sales performance objectives.

 

CHARACTER QUALIFICATIONS:

1. Integrity – Is open, honest and committed to giving the straight story every time – even when not good.
2. Ownership – Takes full, personal, individual, responsibility for their actions and work.
3. Innovation – Creates a culture of relentless improvement of products and processes to make every day better.
4. Service – Serves our clients, families, communities, and most of all, our people who are empowered to and safe in making decisions and taking actions that dare to make us better.

 

ESSENTIAL DUTIES & RESPONSIBILITIES:

The Service Account Manager manages all inbound and outbound customer contacts related to sales opportunities for the entire Aftermarket Services portfolio and is responsible for the following:

1. Sales Performance- meet or exceed new business and profit goals. Track and improve order booking revenue, profit, and extraction rate in each service business segment.
2. Business Development- contact current and new customers and identify markets to qualify new sales opportunities, develop new accounts, and promote the Fives’ portfolio of aftermarket offerings.
3. Customer Service- respond as quickly as possible, think long term when dealing with customers, personalize client relationships and strive for high-quality service in order to facilitate lasting relationships, repeat business, and referrals.
4. Sales Planning- build sales growth plans, strategic account plans, detailed opportunity win strategies, annual sales budgets, and account review presentations for quarterly business reviews.
5. Client Relationship Management- manage the client relationship building strategy and activities with strategic/key accounts in partnership with Account Executives. Support and consult with Account Executives in maintaining ongoing and direct contact with client executives to act as a sounding board for small issues, build trust and credibility with clients, and grow client business base.
6. Negotiation- leverage client relationships to close deals, avoid conflict, and reach mutually beneficial outcomes while meeting profit goals.
7. Sales Materials & Presentations- develop and provide proposals, presentati