Account Manager

About The Kendall Group

The Kendall Group is comprised of eight divisions with 75+ locations in ten states, serving the Electrical, Automation, Pipe, Valve, and Fitting products, Steam, Lighting, Industrial Controls, and Instrumentation Industries. The Kendall Group is a 100% employee-owned company.

Role Summary

Reporting to the Sales Manager, the Account Manager is a key member of the Sales team. This role is responsible for outside customer sales and sales satisfaction through direct contact, phone, or other electronic communications.

Key Responsibilities

• Contact customers and develop and clearly articulate Kendall value proposition for products and services
• Keep CRM system up to date with account, contact and opportunity pipeline information
• Attend sales meetings and other company meetings as requested; may attend industry shows and conventions
• Professionally represent Kendall in presentations, briefings and trade events
• Entertain customers; maintain good will
• Promote customer training (lunch and learns, etc.)
• Make special or emergency deliveries if needed
• Contribute to annual budgeting and forecasting process
• Forward information on competitors’ activities, and possible sales leads
• Plan strategy, goals and objectives for each account
• Regularly meet or exceed sales targets
• Perform business reviews to align Kendall capabilities with client goals and present this to executive levels in the client organization
• Make calls independently or with internal resources including technical and management in an effort to achieve account goals
• Interact with Kendall management and technical team to develop customer strategies, coordinate follow-up effort, maximize profits, close orders and ensure efficient and effective project delivery
• Manage the proposal delivery process, including follow-up, and work with Kendall resources to develop proposals
• Pursue desirable business that aligns with company goals
• Maximize gross margin and achieve Kendall profit goals from assigned accounts
• Participate in project management meetings with a goal to ensure customer satisfaction and identify other revenue generating opportunities
• Regularly review all pertinent sales reports
• Provide value-added service by helping customers find more efficient solutions
• Represent the company at all times in a public relations capacity
• Submit call, expense and other reports as required
• Work with Project Team to present change orders on given projects
• Act as a liaison between various Kendall resources to ensure timely resolution of all account issues, including but not limited to, project delays, warranty and repair issues
• Assist in collecting from delinquent accounts; may obtain credit information from new customers
• Perform other duties as assigned

Competencies

• Service Excellence
• Results, Action Oriented
• Accountability and Responsibility
• Teamwork and collaboration
• Priority Setting
• Planning and organizing
• Negotiating
• Presentation Skills
• Time Management

Requirements & Tech Stack

• Microsoft Office products (Word, Excel, etc.)
• Ability to learn new software

Qualifications

• Previous sales experience
• High School diploma or GED equivalent
• Business acumen, including problem solving skills, critical thinking, and analytical abilities
• Highly organized and detail-oriented
• High abstract reasoning skills – solutions oriented
• Ability to multi-task and shift priorities as needed
• Ability to work in fast-paced, continuously evolving, and at times ambiguous environment
• Ability to work well cross-functionally
• Provides excellent internal and external customer service
• Experience working in a sales department
• Self-motivated to learn new technologies and accomplish tasks when due
• Effective presentation skills in both small and large group settings
• Honest, ethical
• Strong interpersonal communications, analytical and problem solving, organizational and written/verbal communication skills
• Strong influencing skills
• While performing the duties of this job, the employee is regularly required to sit, talk and hear. The employee must be able to stand, walk, climb stairs, and operate a vehicle.
• Physical Environment: Normal office environment; warehouse, fabrication environment and exposure to moving equipment

Preferred Qualifications

• 3 years of Electrical Distribution
• 5 years of Sales experience calling on Commercial Electrical Industry or Electrical Contractors
• Bachelor’s degree