Job Description
Job Title: Territory Account Manager - OEM
Department: Sales & Marketing
Reports To: Managing Director
SUMMARY
The Territory Account Manager - OEM (RSM) position is responsible for promoting control products (HVAC/R & Refrigeration) to new and existing accounts (OEMs, Distributors, Engineers, Contractors.). This is a technical sales position, with the ideal candidate having a high degree of technical knowledge in the refrigeration, HVAC/R, and/or commercial supermarket industries.
ESSENTIAL DUTIES AND RESPONSIBILITIES
- refrigeration controls products to commercial OEMs, Retailers, Distributors, Engineers, and Contractors.
- to communicate with all levels within an organization including- C-level, Engineering, Purchasing, Service, etc.
- specifications, sequence of operations, and other customer provided documentation to develop and prepare proposals and quotations.
- business according to stated strategic profile
- and maintains a healthy new business funnel continuously. Uses specific methodology and discipline for contacting and engaging prospects in the region with a high response rate.
- customer meeting plans prior to meetings to ensure s/he provides value at every meeting and has a predefined target for a successful outcome
- national and regional strategy in the assigned territory.
- technical and/or commercial product training to customers.
- sales/technical support to local customers.
- visit reports and project updates as directed by Managing Director.
- in analysis of present and potential markets for new or existing products or services
- input for planning marketing strategies or objectives
- market feedback to product development function.
- a key participant in market presence, including, but not limited to trade shows, and presents her/himself as professional and knowledgeable representative of in all professional situations
- duties may be assigned as needed
QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each ESSENTIAL DUTY satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
EDUCATION – 4 year university degree or equivalent experience. Preferred (but not required) degrees are – or are similar to – engineering, marketing, or business administration. Basic commercial refrigeration, IoT and/or electronics education (or greater) are strongly preferred.
LANGUAGE SKILLS - Excellent verbal, written and presentation communication skill.
REASONING SKILLS - High degree of business aptitude. Is able to align the actions of self and surrounding teams with corporate strategy.
EXPERIENCE – 3 or more years of professional sales experience selling solutions to an OEM, or into food-retail or food-service corporate environments is required. Proven track record of setting and achieving goals with customers is required. Experience selling refrigeration control solutions is preferred. Experience working inside an OEM organization is preferred.
COMPETENCIES – PowerPoint, Excel, Word, and any CRM tool as well as demonstrated self-motivation resulting in a high degree of performance without constant supervision.
LANGUAGE SKILLS - The candidate must be fluent in English.
MATHEMATICAL SKILLS – Sufficient to calculate return on investment periods and other monetized value.
PHYSICAL DEMANDS - 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 disabilities to perform the essential functions. 20% average overnight travel and some trade show attendance is necessary.
WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Work environments include, but are not limited to, regional or national office, car, airline flights, OEM offices, labs and manufacturing facilities and home office. Potential infrequent visits to retail or food service end-user environments, including construction sites.