The Account Manager role is responsible for enhancing existing customer relationships, developing opportunities, onboarding new projects, and pricing new projects. This position functions in tight coordination with our division General Manager, Sales Executives, and commercial operations team.
Essential Job Duties/Responsibilities
Account Management
- Develop strong customer relationships, operating as the key customer relationship manager for their division
- Grow share of wallet with existing customers; following up on quote requests, managing opportunities/sales process in Pioneer’s CRM
- Manage customer forecasts and upcoming order expectations, communicate effectively to internal stakeholders
- Coordinate with customer care, account management team(s) to drive customers satisfaction
- Develop and communicate at risk issues; hold internal team accountable for action
- Host business reviews with assigned strategic accounts
- Negotiate customer contracts, quality disputes, etc; balancing customer and Pioneer expectations
Commercial Onboarding
- Utilize the Pioneer Standard Onboarding Process to lead and manage the Technical and Project Planning Phases of the onboarding process. May also include responsibility for the Initiate Sales Phase for growth opportunities with existing customers.
- Serve as internal Project Manager for all divisional new product onboarding opportunities [including ones initiated by the other sales team members], holding internal key stakeholders accountable and managing communication with the customer
- Host customer on-site for pre-production, sampling, etc. prior to program launch
Pricing
- Help identify the profitability of products and segments to optimize organizational capabilities and growth of the overall customer portfolio.
- Engage with the pricing owner at the division to develop part-specific quotations
- Engage customers and prospects in pre-quote qualification to ensure the quotation meets customer requirements
- Bring together internal stakeholders for strategic price development
- Lead member of the job review team at the division
- Develop and maintain a deep understanding of the technical capabilities of the division
- Operate as the quote inbox quarterback, pulling in team members for quote request review, kicking out quotes that do not support the division’s growth objectives
- Other duties as assigned.
Deliverables/Expectations
- Secure division revenue targets for assigned division(s), via existing customer growth, new business onboarding, and price increase realization
- Manage existing customers' sales variances monthly, supporting the S&OP process
- Participate in business reviews [quarterly, semi-annually, annually] with key customers
- Support 24-hour response time to customer quote requests
- Complete job reviews timely, monitor quotes to actual profitability to support divisional profit targets
- New customer onboarding satisfaction
- Opportunity realization “take up” rate, measured as a ratio of invoiced new business sales compared to won opportunity value
Work Environment
- Position is located within an assigned operating division
- Requires collaboration with employees at all organizational levels.
- Able to travel by car with a valid Driver’s License.
Education/Qualifications
- Bachelor’s degree in Business, Sales, Marketing, Engineering, or Manufacturing preferred or equivalent experience..
- 3 – 5 years of experience in sales / project management / project leadership / engineering / operations.
- Proven computer skills including Microsoft Office Suite, CRM experience is a plus
- Proven skills in customer and internal communications.