About The Kendall Group
The Kendall Group is comprised of eight divisions with 75+ locations in ten states. Combined, we serve the Electrical, Automation, Pipe, Valve, and Fitting products, Steam, Lighting, Industrial Controls, and Instrumentation Industries. The Kendall Group is a 100% employee-owned company. Kendall offers a great opportunity for a rewarding career.
Why The Kendall Group?
Our employee ownership model is the core of who we are. You will not only own part of the company, but you will own your future. At Kendall, you'll have opportunities to learn and grow while being coached and mentored along the way. We're that company where people stay! We're proud to say more than 60% of our associates have more than 5 years of tenure, and more than 40% have greater than 10 years. At Kendall, you will be valued and supported, your ideas will be heard, your voice will matter, and you'll work alongside incredible people who care about your success.
Role Summary: Reporting to the Sales Manager, the Account Manager is a key member of the Galloup sales team. The person in this role is responsible for outside customer sales and sales satisfaction through direct contact, phone, or other electronic communications. Sales functions include territory management, customer interaction activities, identifying decision makers, making sales calls, uncovering needs, closing sales, and maintaining vendor relationships. Candidate will be placed in an established account base and will be responsible for achieving sales and margin objectives.
Exciting work you will do:
The essential duties and responsibilities of an Account Manager will consist of, but are not limited to, the following:
- Contact customers and develop and clearly articulate Galloup’s value proposition for products and services
- Oversee sales activities and develop relationships with customers
- Responsible for managing accounts, ensuring clients are satisfied and generating new sales opportunities
- 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 Galloup in presentations, briefings, and trade events
- Promote customer training (lunch and learns, etc.)
- Make special or emergency deliveries if needed
- Responsible for annual budgeting and forecasting process
- Work with the team on Project set up, and participate in pricing discussions
- 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 Galloup’s 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 to achieve account goals
- Interact with Galloup management, vendors, inside sales, 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 Galloup resources to develop proposals
- Pursue desirable business that aligns with company goals
- Maximize gross margin and achieve Galloup’s 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
- Always represent the company 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 Galloup 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 you possess:
- Service Excellence
- Results, Action Oriented
- Accountability and Responsibility
- Teamwork and collaboration
- Priority Setting
- Planning and organizing
- Negotiating
- Presentation Skills
- Time Management
What you’ll need:
- Work Experience: 1 year of previous sales experience
- Education: High School diploma or GED equivalent
- Analytics/Computer Skills: Proficient with Microsoft Office products (e.g. Word, Excel, etc.) and the ability to learn new software; Business acumen, including problem solving skills, critical thinking, and analytical abilities
- Organization Skills: 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
- Cross-functional skills: 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
- Communication Skills: Strong interpersonal communications, analytical and problem solving, organizational and written/verbal communication skills; strong influencing skills
- Physical, Mental and Visual Skills: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disability to perform the essential functions. 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
- Driver’s License: Must possess and maintain a valid driver's license
Qualifications we prefer but don’t require:
- Work Experience: 3 years of Pipe/Valve/Fittings Distribution; 5 years of Sales experience calling on Industrial/Commercial Industry or Mechanical Contractors
- Education: Bachelor’s degree
The Kendall Group is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, age, physical or mental disability, citizenship, military status, protected veteran status, genetic information, or any other characteristic protected under applicable federal, state, or local law.