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Applied Control · 2 months ago

Territory Account Manager - Alaska

Anchorage, AK

Full-time

Onsite

Mid, Senior Level

$130K/yr - $150K/yr

Applied Control is a leading process technology provider located in Englewood, CO, specializing in innovative solutions for essential industries. The Territory Account Manager will establish and maintain strong customer relationships, develop account plans, and lead project pursuits to drive growth and customer loyalty.

ConsultingDigital SignageTechnical Support

Responsibilities

Serve as the leader in establishing mutually beneficial relationships with the customers of Applied Control by gaining full understanding of what is critical to the success of customers businesses and the needs they have where Applied Control can offer valuable solutions

Develop account plans accordingly and collaborate with other Applied Control and Emerson team members to consistently win business and deliver exceptional customer experiences driving growth and customer loyalty

Consistently builds lasting, powerful, meaningful customer relationships based on a desire to understand customer pains, business drivers, organization, and help solve their problems with engineered solutions

Develops and leverages sponsors within accounts; identifies detractors and develops/executes a conversion plan

Takes responsibility for overall customer satisfaction with all Applied Control business units

Provides consistent, exceptional customer service and delivers value through each customer touch (Phone, Email, In Person, Lunch and Learn, etc.)

Effectively develops and uses Account Development plans around assigned most valuable and most growable accounts (MVC and MVC), and for other territory accounts on as needed basis

Actively uses Account Development and Solution Selling concepts for all accounts/pursuits

Creates account plans that provide a clear understanding of overall knowledge of the account, key players, client initiatives bridged to Applied Control opportunities, and steps to move the account to trusted advisor status

Creates and communicates call reports for strategic/important client interactions, including action items lists for self and others

Creates/maintains all strategic projects and major turnarounds/outages in the opportunity funnel

Develops capture plans for all key/strategic and large opportunities, involves and collaborates with Business Unit and Emerson direct team, and serves as team leader where appropriate

Attends, actively participates, leads, and contributes to all team project meetings

Ensures projects are reviewed as a team (account managers, inside sales, Business Unit specialists, Emerson direct team) and updated as needed to optimize hit rate, maximize whitespace coverage, and drive new business

Looks for opportunities to expand client base to grow business segment

Lead the development of overall account sales strategy, driving results and profit margin

Leads teams comprised of inside and outside sales personnel, product specialists and other Emerson business units in project pursuits

Apply Solution Selling concepts to understand customer needs, help them solve their business issues, and elevate/secure the status of trusted advisor status on behalf of Applied Control

Learn and convey technical information regarding our products and services to internal and external customers

Help customers troubleshoot field installations

Able to use electronic tools to size and select products

Participate in industry organizations to enhance perception and expand customer awareness of Applied Control in the community of customers

Speak in front of large groups, deliver presentations and demonstrate products/solutions

Consistently maintain a high level of self-motivation and work with little direct supervision

Qualification

Solution SellingAccount DevelopmentTechnical Sales ExperienceIndustry KnowledgeCustomer Relationship ManagementPresentation SkillsSelf-MotivationTeam Leadership

Required

Bachelor's degree preferred

Relevant previous technical work or sales experience preferred

Knowledge of the key industries we serve including, but not limited to the following: Oil & Gas – upstream, midstream and transmission, Refining, Power generation, OEM/Fabricators, Engineering Contractors/EPC's, Food & Beverage, HVAC Contractors

Knowledge of the products, services, and solutions we supply including, but not limited to the following: Control valves, regulators, and pressure relief valves, Automated & manual isolation valves, Control Systems, Rotating equipment reliability products and consultative services, Oil & gas field automation including flow computers and RTU's, Repair services supporting each business segment/product offering