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About the Role
Account Manager for Sales is responsible for generating new business and maintaining existing business for a set of top assigned aggregate, asphalt, and/or ready mix accounts in multiple markets and plant locations, or geographic areas. Position is responsible for generating 20 percent of revenues (3 year average) for the VP/GM area. Account Manager will have extensive industry Sales experience and proven competency in barging and aggregate operations. Needs to have prior experience servicing mega projects and ability to formulate, adapt and execute a successful sales strategy.
Responsibilities
- Grow share of wallet for assigned large accounts through account planning and solution-selling.
- Serve as the primary point of contact for each assigned large account, which may span multiple sales districts.
- Prepare and execute account plans for each customer, including specific and measurable goals such as volume targets.
- Organize and facilitate planning conversations with assigned accounts (at least quarterly) to create opportunities to win a greater share of their large projects.
- Support pricing strategy decisions and negotiations for assigned fixed-plant customers.
- Spearhead company effort to win contracts for megaprojects when assigned accounts are involved.
- Build mutually beneficial relationships with key stakeholders at each account, including all estimators.
- Gather and report market intelligence to sales teammates, keeping the Sales team well informed.
- Leverage Vulcan tools and resources needed to understand market activity, make informed decisions, lead customers through customer sales lifecycle, and continually facilitate ease of doing business.
- Promote a safe and supportive working environment for all Vulcan customers, coworkers, and competitors.
- Strong time management skills, with the ability to plan and organize work, balance multiple demands, and consistently follow up and follow through.
Requirements
- Must be a highly skilled relationship manager, with the ability to build deep mutually beneficial relationships with a diverse group of stakeholders.
- Demonstrates strategic planning skills, with the ability set actionable goals for each account and achieve those goals.
- Can effectively execute sales plays for all customer segments.
- Possesses negotiating, influencing, and persuasive selling skills.
- Manages conflict effectively; able to resolve issues with large customers without damaging overall relationship.
- Results-oriented, persistent, motivated, and energetic.
- Knowledge and understanding of sales and marketing best practices.
- Flexible and adaptable, with the ability to work successfully in a fast-paced environment as an individual and as part of a team.
- Interacts with all others with the highest degree of integrity, personally inspiring trust of teammates and customers.
- Organized point-of-contact for customers, able to manage a complex set of daily tasks across customers in accordance with overall sales goals.
- Proficient computer and tablet user, comfortable with Microsoft Office and mobile technology like iPads.
- Able to sit for long periods
- Able to work in a deadline-oriented environment that requires complex, technical information and decision making
- Able to present complex information in a clear and concise manner
- Able to apply analytical concepts to complex business problems
- Able to travel locally, on a regular basis, with periodic overnight travel
- Holds and maintain valid driver's license and satisfactory driving record
Skills
- Negotiation Skills
- Communication
- Builds Networks
- Customer Focus
- Drive for Results
- Planning and Scheduling
- Collaboration
- Barging
- Aggregate operations
- Microsoft Office
- Mobile technology
Location
- Multiple markets and plant locations
- Geographic areas
Work Type
- Full-time
Experience Level
- Five plus years of Sales experience preferred
Education Level
- Bachelor’s degree from an accredited four year university preferred
Salary/Compensations
- $111,000 - $125,000 annual salary
About the Company
- Vulcan Materials Company
Equal Opportunity
- Vulcan Materials Company is an equal opportunity employer.