• Outside Account Manager

    Job Locations US-MA-Holyoke | US-NY-Altamont
    Job ID
    2018-1108
    Type
    Regular Full-Time
    Category
    Sales
  • Primary Functions

    The Outside Account Manager has overall responsibility for the development and continued growth of mutually beneficial customer relationships and the coordination of Horizon and vendor’s technical and training resources and solutions with the objective of superior customer service and profitable product, services and solution sales.   

     

    Outside Account Manager is responsible and accountable to establish and implement sales and marketing plans, coordinate and implement the outside sales and marketing efforts for Horizon products and services with a focus of new business development within the assigned geographic territory.  The objective of this position includes the identification and development of new business opportunities and relationships and increased new business sales.

     

    The Outside Account Manager  is responsible for the effective development and execution of sales plans, forecasts and tracking systems, operating budgets, marketing programs, and specific initiatives that advance Horizon’s and the customers strategies and maximize profitability of product and services sales.  This role will pro-actively converge customer-Horizon opportunities within their assigned market.

     

    Analyze and identify market and customer opportunities and needs; design and sell solutions that maximize Horizon’s product offerings, services and technical support services.  Act as Horizon’s primary customer representative and liaison to initiate and develop mutually beneficial, long-term relationships with customers and potential customers.

     

    Develop and manage customer relationships directly, as well as indirectly, through technical, inside sales and support staff, with products and services specifications and selection, pricing and product availability.  Manage contract negotiations and renewal, quotation process and financial/payment arrangements consistent with Horizon standards.

     

    This position includes initiating and managing the customer relationship, Horizon and vendor resources and the sales process for the sale of all Horizon product lines and any combination of products, technical solutions as well as the services and education.

     

    Major Duties & Responsibilities

    The Outside Account Manager is responsible for the day-to-day customer relationship that maximizes the implementation of Horizon's products, services and solutions and Horizon’s profit opportunity within an assigned geography and account focus.


    Establish and implement proactive sales strategies, business development plans and marketing programs/goals, both short and long range, that provide profit growth and expansion of electrical products and/or services within the assigned customer.

     

    Maximize Horizon’s sales effectiveness, penetration and service levels.

     

    Act as Horizon’s primary customer representative and liaison to initiate, develop and nurture mutually beneficial, long-term relationships within the assigned marketplace.

    Monitor competitive trends and activity within the geography and make recommendations for competitively superior programs, services, products and pricing.

     

    Analyze and identify customer and market needs.  Design and sell solutions that maximize Horizon product offerings, services and technical support services.

     

    Pro-actively pursue new business development opportunities and ensure that Horizon and Horizon vendors are well positioned to be the distributor and vendors of choice within the marketplace.

     

    Establish and implement sales and marketing plans with the result of increased market share in related products and services.

    Identify customer support needs and coordinate the implementation of sales and technical support and training solutions and efforts for Horizon’s products and service with the objective of increased sales, gross and net profit.

     

    Develop and manage customer relationships directly, as well as indirectly, through inside staff and other Horizon and vendor resources.

     

    Assist in the analysis of market and customer needs, development of plans to identify customer solutions and priorities.

     

    Manage quotations, pricing, delivery and billing/payment consistent with Horizon standards.

     

    Qualifications

    Account Management experience and previous successful Technical Sales and/or Account Management experience required; previous experience in Electrical and/or Automation Product Sales strongly preferred.  Direct experience in solution sales and technical solution development, project management and engineering and implementation within distribution desired.

     

    Knowledge and ability to utilize a broad range of selling techniques and the ability to negotiate and close product, solution and consulting sales required.  Previous experience consulting, negotiating and selling to all levels, including the executive levels preferred.  Technical knowledge of a broad range of Horizon's Products, Services and Product Applications are required.

    Incumbents must have and maintain knowledge relating to Horizon products and product applications/solutions; product availability, channels to market, competitive products and competitors.

     

    Strong collaboration, communication and problem solving skills required.

     

    Bachelor’s degree or equivalent combination of education and experience in Engineering, Marketing, Business Administration/Mgmt.

     

    Broad understanding of business processes, systems and structures preferred.

     

    Incumbent must have and maintain a valid driver’s license.

     

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