The Account Manager performs advanced, analytical, and non-manual work supporting Universal Steel America’s business operations and global customer base. This position combines high-level sales administration, pricing authority, customer consultation and support, lead generation, and strategic planning and decision-making. The role exercises independent judgment in managing international relationships, approving pricing, resolving escalated issues, and influencing operational decisions.
Key Responsibilities
A. Pricing, Quotation, and Contract Authority
- Negotiate pricing structures with clients, exercising discretion to adjust margins based on real-time market conditions and inventory costs.
- Evaluates and authorizes special pricing, freight terms, and discount requests.
- Reviews, negotiates, and approves customer sales contracts and long-term supply agreements.
- Evaluates customer credit risk and recommends approval, modification, or denial.
B. Lead Generation and Market Expansion
- Identifies and qualifies potential leads through online research, industry platforms, outbound campaigns, and networking.
- Generates domestic and international business opportunities consistent with company strategy.
C. Customer & Distributor Relationship Management
- Builds and maintains strong relationships with international and domestic customers and distributors.
- Provides personalized solutions tailored to customer needs and market conditions.
- Participates in after-hour meetings, business lunches, off-site engagements, and customer events.
- Creates, coordinates and/or supports customer-facing events for other sales representatives.
D. Independent Decision-Making & Escalation Management
- Independently handles escalated customer issues involving pricing disputes, delivery delays, quality concerns, or contractual issues.
- Determines appropriate resolutions while balancing financial impact, operational constraints, and customer relationships.
- Exercises authority to adjust or modify orders and logistics plans to prevent financial or contractual risk.
E. Sales Process Management
- Manages the full sales cycle from initial contact through closing, ensuring seamless and professional customer experience.
- Ensures all pricing, terms, and communications meet company standards and strategic objectives.
F. International Communication & Cross-Department Collaboration
- Communicates effectively with international clients, distributors, and internal teams (marketing, logistics, operations, and technical support).
- Coordinates with logistics and operations to resolve supply chain or fulfillment challenges.
- Collaborates with marketing to support territory-specific campaigns and regional strategies.
G. Strategic Business Operations & Analysis
- Conducts market research and monitors global steel trends, competitor behavior, and pricing fluctuations to create data-driven recommendations requiring independent judgment on pricing, sourcing, and operational priorities
- Contributes to budgeting, forecasting, and sales growth planning.
- Analyzes customer demand and inventory usage to make stocking and purchasing recommendations and/or decisions.
- Develops or improves process workflows and internal SOPs related to pricing, customer onboarding, and sales operations.
H. Sales Reporting and Forecasting
- Tracks daily sales activities, pipeline status, and revenue performance.
- Prepares reports on trends, forecasting, margin performance, and strategic opportunities.
I. Technical & Industry Expertise
- Maintains an understanding of steel grades, specifications, applications, and industry requirements.
- Provides technical guidance to customers and distributors.
J. Cultural and International Competence
- Demonstrates cross-cultural sensitivity and professionalism in all international communications.
- Ensures that cultural norms, language differences, and international business customs are respected.
K. Travel
- Travels for client meetings, trade shows, site visits, and regional sales support.
L. Other Responsibilities
- Performs other duties to support sales operations, customer satisfaction, or strategic initiatives.
Qualifications
- 5+ years’ experience in inside sales, international sales, or industrial distribution with an established customer base portfolio. Steel sales experience a plus.
- Strong analytical skills and ability to make independent decisions.
- Experience with pricing, negotiations, or contract review preferred.
- Excellent communication skills with the ability to interact professionally across cultures.
- Proficiency with CRM systems, ERP software, and data analysis tools.
- Ability to travel domestically and internationally.
Core Competencies
- Sales & Negotiation Skills – Balances customer needs with company pricing and margin strategy.
- Customer Relationship Management – Builds and maintains long-term relationships with clients.
- Communication & Interpersonal Skills – Communicates clearly and professionally with internal and external stakeholders.
- Strategic Thinking & Judgment – Applies critical thinking in lead qualification, account prioritization, and pricing decisions.
- Product & Technical Knowledge – Understands steel products and effectively communicates technical details.
- CRM & Data Management Skills – Tracks leads, opportunities, and sales data accurately to support forecasting.
- Problem Solving – Identifies and resolves challenges in the sales cycle effectively.
- Time Management & Prioritization – Manages multiple accounts, deadlines, and priorities efficiently.
Pay: From $70,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Employee discount
- Flexible schedule
- Flexible spending account
- Health insurance
- Life insurance
- Paid time off
- Retirement plan
- Tuition reimbursement
- Vision insurance
Work Location: In person
