National Account Manager – Heavy Duty Truck & Trailer
Wednesday, August 11th, 2010Mitchell 1, a leading provider of automotive information products, is currently seeking a National Account Manager for our Heavy Duty Truck & Trailer product. This person would work out of their home with an expectation of significant travel. It is expected this person would be located somewhere in the eastern half of the United States. Following is the job description:
GENERAL FUNCTIONS:
Prospects, acquires and maintains account relationships throughout the commercial vehicle market. Utilizes strategic selling skills to maximize revenue and achieve targeted growth objectives. Helps to identify other potential products and solutions for new and existing accounts. Market segments will include: Major OEM’s, Top 100 Commercial Fleets, National Truck Stop chains, Tier 1 & 2 Suppliers, and Vo‑Techs.
PRIMARY RESPONSIBILITIES:
- Develop relationships, identify revenue opportunities and craft winning strategies for obtaining high margin profitable contracts with OEM’s and other commercial vehicle organizations.
- Coordinate marketing collateral with Product Management and Marketing Communications.
- Report activities and present opportunities based on Key Account trends and industry directions.
- Coordinate solutions to problems that arise with applications and content.
- Expand the revenue base, meet revenue targets, and expand products into new markets.
- Increase sales and improve relationships with existing customers.
- Help forecast revenue and give feedback as to efforts required to prevent shortfalls.
- Respond to and correct issues that prevent success.
- Develop account plans, report activities, solicit assistance, report needs, recommend new procedures and/or policies or changes, and obtain appropriate approvals.
- Obtain understanding of product cost, production schedule lead time, and impact on forecasts.
- Maintain control of expense budget and assist in development of business plans.
- Understand product development process and the role of product management and the FAM.
- Maintain a dialogue with other sales personal regarding tactics and strategies that work.
- Exchange customer and market data that may impact other FAM planning.
- Assist management and participate in other duties as required.
MINIMUM REQUIREMENTS:
Education: Requires a four year college degree or equivalent. Degree in business administration or marketing preferred.
Experience:
· Minimum of 5 years of demonstrated sales success in an executive level sales or business discipline.
· Must have knowledge of commonly-used concepts, practices, and procedures within the commercial vehicle industry.
· Requires the ability to manage multiple accounts and various projects concurrently.
· Highest degree of character, honesty, personal responsibility and accountability.
· Computer literate in a wide range of information systems and business applications such as MS Word, Excel, Powerpoint, Project, Visio, and account management software.
· Strong communication skills, ability to teach and explain ideas and concepts to customers with varying levels of technical knowledge.
· Must have superlative presentation, account management, relationship, communications, and organizational skills, including planning, coordinating and setting priorities.
WORKING CONDITIONS / PHYSICAL REQUIREMENTS:
· Ability and willingness to perform overnight and weekend travel as needed. No limitations on flying. Up to 50% travel.
· Requires home office accommodations.
· Travel schedules and customer locations may dictate operating schedules significantly different from normal office hours.
· Minimum direct supervision due to physical logistics between operating location and home office.
· Must have valid driver’s license.