The Account Manager will develop and maintain a sales territory consisting of a defined sales goal, which may be subject to change.
This position will be accountable for retaining existing accounts and growing business while maintaining strong and trusting partnerships with customers.
He / she will be a strategic partner in expanding Doka Canada’s presence within the designated territory and will be accountable for maximizing sales that broaden Doka Canada’s position in the market.
Reporting Structure :
This position reports as follows :
Directly to : Branch Manager Calgary
Indirectly to : Head of Sales, Canada & The Managing Director(s) of Canada
As Required : The Head of HR - Canada
Ability to travel to northern parts of AB to support and seek out business development;
Identify potential customers and make cold calls that result in meetings and convert prospects into actual sales;
Develop both new and existing accounts and expand business through face-to-face contact with the customers;
Maintains a customer / prospect database that contains the names, addresses and phone numbers of actual and prospective accounts as well as all of the names of the officers and key office and field personnel that represent these customer / prospects.
Regularly uses and maintains customer / prospect database (Victori);
Prepares additional sales reports, when requested (ie. Integrity Sales training);
Communicates clearly and collaborates with engineering, as required, to insure accurate proposals;
Prepares proposals and obtains appropriate managerial approval;
Drafts final proposals, insuring management approval and customer signatures are obtained;
Presents proposals while selling the features and benefits of our products to close sales;
Partners with engineering for jobs under contract and obtains approved drawings;
Conducts regularly scheduled jobsite service visits instructing the workers in the proper and safe utilization of equipment thereby shortening their learning curve.
Insures that the customer is satisfied with the equipment and the production he / she is obtaining and insures proper recording and coordination of shipments and returns;
Entertains customers as required and as appropriate, in compliance with published company entertainment and expense guidelines;
Accountable for all credit interactions with the customer including obtaining contractor approval of invoices, making adjustments through credit requests and insuring prompt payment, as well as preparing and distributing monthly account status reports.
Additionally, he / she settles accounts as soon as possible after the last major return of a project regarding lost material, damaged product, cleaning, freight and final returns;
Timely and accurately completes weekly sales reports and provides information as needed for backlog and sales projections.
Other Responsibilities / Peripheral Functions
Visits job sites as required.
Handles special projects as assigned including participating in company committees / teams.
Builds continually on product knowledge
Assists in ensuring safe working practices and a safe working environment.
Conducts day-to-day business related activities in compliance with all Sales, Engineering, and national policies, procedures and business practices
Travels as required (some overnight). Additionally, he / she may be called upon to make sales or service calls outside of the designated territory as needed.
Collaborates with the Sales Manager and Area Manager insuring company and branch sales initiatives are aligned and achieved.
Qualifications / Technical Proficiency
Preference will be given to those who reside in Edmonton, AB and surrounding area;
Bachelor Degree with a concentration in Business, Engineering or Construction preferred;
5-7 years’ sales / account management experience required. Previous experience within the concrete forming industry a plus;
Consistently handles confidential information with the highest level of integrity and delivers the highest standards of service to customers;
Strong interpersonal, communication, organization, follow-up and negotiation skills along with a strong numerical aptitude required;
Effectively manages multiple tasks and handles all responsibilities with a strong sense of urgency;
Takes initiative, manages time effectively, and manages and adjusts priorities based on business demands;
Knowledge of the construction industry and its marketplace;
Ability to read and interpret blueprints;
Excellent communication skills including an excellent command of English (speaking, reading, writing);
Qualitative abilities including strong analytical skills, technical proficiency and effective selling and problem solving skills;
Strong computer skills including proficiency using Microsoft Office applications, (Word, Excel and Power Point);
Willing and able to learn new computer systems, products, concepts and techniques as well as an eagerness to keep abreast of customer, industry and competitor developments;
Self-motivated, assertive, team player with a strong work ethic, able to work independently in a results-driven, fast-paced environment;
Understands how the branch sales, business development activities and account management of Doka Canada impact the corporation worldwide;
Problem Solving - This position requires the ability to support the branch office and serve as a liaison to the customers and national sales function resolving issues at times on short notice with minimal information.
Extensive daily interaction with colleagues, management and customers. Consistently delivers high standards of customer service and communicates effectively.
Must be able to create and give sales presentations to potential customers concerning his / her qualifications and experience level, the company’s history and experience and the features and benefits of the products we sell.
This position requires the ability to think strategically. Position requires the ability to work in a fast-paced environment and the ability to be organized and manage time to meet sales objectives and deadlines.
Working conditions vary from that of an office environment : dry, cool, well lighted, to outside conditions (equipment yard or job site), high noise level in certain areas, extreme outdoor temperatures