Account Manager

ABOUT THE ROLE

This position is responsible for growing Peloton Commercial’s direct sales to assigned customers in geographical markets (Michigan, Ohio, and Indiana). Value-oriented selling skills, strategic territory planning, effective and
consistent CRM usage, cross-functional collaboration, influencing, integrity and professionalism are essential competencies in daily performance of this role. The position works closely with Marketing as well as various other Peloton Commercial departments. 

YOUR DAILY IMPACT AT PELOTON

• Analyzes territory for deep understanding of best opportunities for profitable growth
• Clearly identifies and targets opportunities with new customers as well existing accounts
• Develops and maintains a clear and actionable business plan outlining activities, time allocation and consistent process to achieve revenue and profitability goals
• Completes detailed customer profiles and account plans where appropriate
• Collaborates with Marketing team on lead-generation programs
• Maintains high level of sales activity by consistently calling on all customers in assigned territory
• Develops and maintains strong relationships with top decision-makers in key accounts
• Uses Salesforce.com on daily basis to maintain accurate data on all customer contacts, activities, leads, opportunities, quotes, correspondence, and contracts
• Provides accurate sales forecasts using sales pipeline data in Salesforce.com
• Follows up on all sales leads and customer inquiries in a timely, professional, and accurate manner
• Prepares and presents sales proposals, including price quotations, credit terms, delivery, service and leasing options
• Attends designated trade shows, cultivates client relationships, and represents Precor in a positive and professional manner
• Uses all other supporting tools & technology for role consistently (ipad, sales portal, sales training modules, etc.)
• Follows structured & repeatable sales process to enhance selling effectiveness
• Enhances the revenue and profitability of every transaction through disciplined deal management and the ability to prove Precor’s added value.
• Becomes a trusted advisor to customers by using a value-oriented, solution-selling approach
• Gains a deep understanding of each customer’s business needs and key performance indicators
• Delivers effective sales presentations, both formal and informal, to customer contacts at all levels
• Creates and presents accurate, professional-looking sales quotations and proposal documentation, including an analysis of ROI and TCO where appropriate
• Builds and maintains a deep understanding of Peloton Commercial’s offerings, specific Cto assigned market customers, Peloton Commercial’s competitor landscape, and various sales techniques
• Works closely with inside sales representatives to coordinate shipping, delivery, installation, credit, and contracts as well as accurate tracking of all information in Salesforce.com
• Works closely with Customer Service to maintain high customer satisfaction and to help coordinate prompt and effective resolution of all product and service issues
• Performs other duties as assigned
• Candidate must reside within the territory

YOU BRING TO PELOTON

• Four-year business/marketing degree or related field preferred
• Minimum of 4 years of selling in a direct commercial sales environment and / or sales management experience
• Demonstrated success in exceeding sales targets using a consultative, solutions-focused approach
• Live within the territory; close to a major airport
• Extensive experience in cold calling, prospecting, and qualifying leads
• Strong analytical skills
• Excellent verbal and written communication skills
• Experience using Salesforce.com or other CRM tool
• Excellent interpersonal, customer service, and communication skills
• Experience in managing sales processes and forecasting
• Strong oral and written communication skills; confidence and poise in presenting to teammates and executive leadership.
• Embody the "we-before-me" mentality
• Use a variety of computer programs / systems to track results (sales projection databases, Google Docs, Word, Excel, PowerPoint, Email, Internet, etc.).
• Ability to work from a home office; travel as necessary by auto and/or air (50-75%).
• Valid Driver’s license with a good driving record
• Must be able to maintain auto insurance coverage

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