Industrial Account Manager - Northern CA

Industrial Account Manager-Sacramento
 

The Job:

The Industrial Account Manager will be positioned within the Commercial & Industrial Sales Team and is responsible for calling on Matrix Distribution within the various channels of the Industrial/MRO space.  This includes, but is not limited to, General Line Supply, Cutting Tool, Welding Supply, Saw Shop, and National Distribution. This role will manage a sales territory and grow market share through product testing, product application demonstrations and training seminars in the designated territory.  Residential preference for this role is in Sacramento, Bay Area or Fresno. This role is responsible for covering the Northern California territory (including but not limited to Fresno to the Oregon border) as well as Western Nevada (Reno, NV market).  

• Manage, grow and develop a sales territory with a matrix of distribution customers designated to support and represent the total breadth of Stanley Black & Decker industrial solution brands: DeWalt, Stanley, Lenox, Proto, Irwin.
• Demonstrate the value of Stanley Black & Decker’s total product portfolio and services by identifying target opportunities, running product trials and providing the customer with a cost savings analysis report to show the difference between cost and price.
• Identify high potential sales opportunities and conduct thorough needs analysis.
• Identify end-user application to provide most cost-effective product recommendation that will improve customer's economic efficiency as it pertains to their sawing operation.
• Develop territory plans and set priorities based on opportunity and management direction.
• Create custom marketing plans utilizing internal resources to drive field sales activity.
• Update, analyze and revise account plans quarterly.
• Develop and influence relationships at all levels of distributors and key end-user personnel.
• Support strategic and National Account sales efforts locally.
• Monitor and resolve problems with distribution/delivery of products.
• Support customers with ongoing sales service in sales analysis, inventory control, promotions.
• Promote new products/product lines.
• Manage administrative aspects and timely reporting for all territory management areas, including Expense Management (travel and samples), paperwork, forecasts, gap plans, upside opportunities, and other requests from leadership. 
• Schedule product testing and application demonstrations.
• Keep distributors motivated and informed about product and keeping sales personnel focused on technical services as important value-added service when selling.
• Create and present a value-based method of communication with distribution and end users.
• Solve end-user problems through troubleshooting, minor repairs, alignment and calibration of equipment, as well as product performance and trials in order to achieve optimum product performance.
• Keep current on industry by reading trade literature, attending trade shows and seminars.
• Keep current on new materials, machines, and sawing technology.
• Perform other duties as assigned.

• This position involves approximately 20% travel within territory.
• Limited additional travel (outside of territory) may be required for training, customer support, and company-wide meetings.

The Person:

• Bachelors/associate degree in a related field, or 5-7 years of equivalent trade experience in a shop environment
• 2-5 Years of direct sales experience in industrial sales is strongly preferred.
• Proficiency in Microsoft Word, Excel, and PowerPoint is required.
• Technical and mechanical ability to work with tools and machines.
• Proficiency with Salesforce.com or other CRM is preferred.
• Demonstrated time management skills, ability to set priorities is required.
• Must have excellent telephone, written correspondence, and presentation skills.
• Knowledge of hydraulic, electric, pneumatic and mechanical systems is preferable.
• Must be able to develop and present programs to both customers and sales organization. 
• Excellent interpersonal skills and motivation
• Fluent in Spanish is a plus.

The Details:

• Competitive salary 
• Medical, dental, life, vision, wellness program, disability, 401(k), Employee Stock Purchase Plan, paid time off and tuition reimbursement. 
• Discounts on Stanley Black & Decker tools and other partner programs. 

And More:  

• Grow: Be part of our global company with 20+ brands to grow and develop your skills along multiple career paths.  
• Learn: Have access to a wealth of learning resources, including our Lean Academy, Coursera® and online university.  
• Belong: Experience an aw