Earnest Machine is wholesale distributor of industrial metal fasteners. Our employees are dedicated professionals who thrive in a dynamic culture built on mutual respect, teamwork, and a commitment to delivering the best customer experience possible.
Job Summary:
We are looking for a results driven Sales Account Manager (SAM) to manage multiple customers while maintaining consistent and service-focused relationships. This role will drive year-over-year growth, all while providing the best possible customer experience. SAM will provide the best service and products possible to new and existing customers while driving top-line sales and profitability for the company.
The Sales Account Manager will work in conjunction with the Earnest Sales & Marketing teams, Purchasing, and Distribution (& Production) departments. The Sales Account Manager will report directly to the VP of Sales and will be eligible to participate in the Sales Incentive Plan annually.
Key Responsibilities
Account Planning
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Serve as the primary point of contact for assigned accounts, building strong trust-based relationships with key stakeholders
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Conduct account planning, including analysis of historical spend, forecasting, and development of growth strategies by region and branch, with a documented action plan developed in collaboration with Sales Management
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Manage and monitor key account scorecards and satisfaction metrics to improve Earnest's supplier ranking
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Lead discussions on KPI/scorecard reviews with customers and report findings to Sales Management to determine appropriate resolution paths for any issues identified
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Monitor customer satisfaction and conduct post-order follow-ups, especially for large or high-touch orders
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Maintain accurate CRM item records for assigned accounts, including updates, modifications, and new entries
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Analyze account trends in collaboration with Sales Management to support overall growth initiatives
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Drive communication and data infrastructure improvement processes, including cross-references and system enhancements, by partnering with appropriate internal resources such as Marketing, Engineering, and Sales Management
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Manage pricing strategies, including price breaks and margin expectations, aligned with account goals in collaboration with Sales Management's pricing direction
Internal Collaboration
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Drive collaboration and organizational alignment by partnering with internal teams, including Strategic Sales Support, Purchasing, Quality, Distribution Centers, and Sales Management, to ensure consistent and timely customer satisfaction
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Utilize Standard Operating Procedures to ensure compliance and consistency in all activities.
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Maintain a deep understanding of the full Earnest product portfolio and effectively communicate value propositions to assigned customers
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Collaborate with the Quality Department to ensure appropriate RMA and MTR completion, escalating issues to Sales Management as needed
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Ensure accurate and timely delivery that meets customer specifications through collaboration with Distribution Centers and proactive communication with customers
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Support the resolution of pricing, delivery, and order fulfillment issues by escalating concerns to the appropriate internal teams, including Quality, Purchasing, Distribution Centers, or Sales Management, as needed
Opportunity Identification
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Perform outbound calls and respond to inbound calls and emails to identify, qualify, and pursue new sales opportunities
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Qualify inbound quotes and complete quote identification (standard, newly sourced products, or blanket orders) for all assigned accounts
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Upsell and cross-sell within the current book of business based on customer needs and market opportunities
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Own sales execution and pipeline development activities to support future growth opportunities
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Prospect new accounts and/or branches to build a robust sales pipeline for future growth
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Conduct in-person visits to local customer sites, as appropriate, in conjunction with account planning efforts to present identified sales opportunities in collaboration with Sales Management
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Submit quotes within the CRM system for all assigned accounts
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Conduct quote follow-up activities, as appropriate, to assess customer interest and support negotiations
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Collaborate with Purchasing on newly sourced product quotes to understand Earnest's sourcing capabilities, lead times, and pricing strategies in partnership with Sales Management
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Negotiate and close sales with a focus on maximizing revenue and margin for assigned accounts
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Submit and book orders within the CRM system for all assigned accounts
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Conduct order follow-ups with customers to ensure expectations are met
Preferred Qualifications
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Experience working within the fastener manufacturing, industrial distribution, or related supply chain industry
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Understanding of value-added and secondary service operations in a manufacturing or distribution environment
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Experience utilizing Microsoft Dynamics 365 or similar ERP/CRM systems
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Strong knowledge of fasteners, fastening systems, and related industry applications
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Previous experience in account management, customer service, inside sales, or outside sales roles
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Proven ability to build and maintain long-term customer relationships and identify opportunities for account growth
Required Skills & Abilities
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Associate’s or Bachelor’s degree from an accredited college or university, or equivalent combination of education and experience
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Strong analytical skills with the ability to evaluate sales data, identify trends, and develop actionable business insights
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Ability to prepare and present reports related to sales performance, customer activity, forecasts, and market conditions
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Demonstrated ability to make business decisions independently and manage priorities effectively
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Solid understanding of pricing, margins, profitability, and basic financial concepts
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Excellent communication, interpersonal, and relationship-building skills
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Strong organizational skills with the ability to manage multiple customer accounts, projects, and deadlines simultaneously
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Ability to thrive in a fast-paced, evolving environment while adapting to changing business needs and priorities
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Proficiency in Microsoft Office Suite, including Excel, Outlook, and Teams
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Customer-focused mindset with a commitment to delivering exceptional service and support
Earnest Machine is an Equal Opportunity Employer that offers a full benefits package including healthcare, dental, vision, life and disability insurance as well as 401k program.
