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Account Manager Job Summary:

Serve as a primary contact between CLARK and the customer. Face to face communication with the customer is essential to the role of an Account Manager. Develop and maintain strong relationships by helping customers meet their needs while growing sales and gross profit. Provide a consultative approach to business by understanding the industry, identifying problems and providing the best solutions possible while meeting sales goals, promoting and supporting CLARK’s programs and adhering to professional standards established by CLARK.

Essential Functions:

• Develop and grow your sales territory to be ___ dollars by ___
• Make a minimum of 5 face-to-face customer visits per day
• Provide a calendar of planned calls for each day to manager at least 1 week in advance (see example)
• May schedule 1 home office day per month as approved by Regional Sales Manager
• Understand the various product needs of different types of customers
• Identify opportunities in which CLARK and the customer can both benefit and increase sales and gross profits while growing market share
• Offer "System Solutions " for customer needs
• Provide training on new or selected products CLARK has to offer
• Exchange (use "Leverage ") extra help and attention for a bigger share of a customer’s business, with the ultimate goal for CLARK to become the customer’s "first call"
• Identify and explain differences between CLARK’s offer to a customer versus a competitor’s offer. Change to "Understand and be able to explain CLARK’s Value Proposition"
• Prepare monthly sales scoreboard (see example) to review with manager
• Meet with manager monthly to review results of the previous months 10–15 goals and commission results and to set new goals for the following month
• Manager and company will check your progress with customers and weekly schedules time to time with any information available to them. Any deviations of schedules will be reviewed with manager in advance.
• Report to management:
1. Service shortcomings–report and problem solve to address their concerns
2. Fill rate concerns–report specific part numbers and quantities needed and for which customers
3. Significant changes in customers’ buying habits or financial concerns
4. Competition trends in an ethical manner
• Establish and maintain a strong line of communication with local managers, branch team, and credit department. May be involved in the collection of funds for merchandise sold.
• Process customer returns in a timely manner complying with the CLARK Security Products return policy.
• Obtain request for vacation in advance and submit time off to manager and payroll.
• Participate in:
1. Appropriate industry–related educational seminars/classes and be informed in industry developments and strategies
2. Local locksmith association meetings
3. Industry tradeshows, as approved by the marketing department
4. CLARK sponsored events (i.e. inventory, CLARK–sponsored tradeshow in your area)
• Perform other specific duties and projects as assigned by management

Minimum Qualifications:

• 2 – 5 years sales experience
• High School Graduate
• Access to a reliable motor vehicle for travel to customer facilities
• Professional appearance
  

  Skills/Abilities/Knowledge:

  • Proficient in the various automated ordering choices CLARK has to offer with the ability to install software and trouble shoot minor problems
  • Proficient in Microsoft Word and Excel.
  • Ability to identify the customer base and appropriate selling methods (i.e. differences between industrial, dealer, contract hardware, etc.)
  • Effective verbal and written skills
  • Ability to explain benefits, values and features of services offered by CLARK
  • Ability to ask questions using open and closed probes and listen to uncover customers’ needs for additional services.
  • Ability to describe and demonstrate non–tangible products/services (i.e. CLARK’s "Big 6")
  • Ability and willingness to negotiate price/discount contracts of various manufacturing lines represented by CLARK
  • Ability to close and ask for the order
  • Ability to sell products, explain differences and offer substitutions
  • Willingness to travel, including overnight and weekends as needed
  • Valid driver’s license and proof of auto insurance
  
  

  Physical Requirements:

  • Repetitive hand movements for use of computer and writing
  • Extensive driving to visit customers
  • Ability to lift/carry/reach materials
  • Climbing (ascending/descending stairs)
  • Ability to bend/stoop to pick up materials
  • Ability to perform basic mathematics and analysis
  
  
  

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