Account Sales Manager

If you’re looking for a special place to build or grow your career, you’ve found it. Whether you’re an experienced professional, a recent college graduate or somewhere in between, IDEX is a place where you can apply your existing skills and learn new ones in an environment where you can make an impact.

With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses around the globe, chances are, we have something special for you.

Toptech Systems is a global industry leader in automation and data management services. All our hardware and software products are designed in-house, allowing us to provide excellent customer service to our clients at all levels of the supply chain.

Summary

This role calls for an experienced and results driven Account Sales Manager to focus on nurturing and expanding existing relationships with established and newly assigned large customers and those who could potentially grow to be large (referred to as a prospect). Toptech categorizes large customers / companies as having the potential for $200-250K/year (or higher) of revenue over consecutive years.

The Account Sales Manager will proactively identify new business opportunities within a portfolio of established or newly assigned large customers through effective prospecting and lead generation strategies (also referred to as farming). This salesperson is responsible for identifying and contacting persons of influence and financial authority and for arranging meetings and presentations to find net new sales opportunities. The Account Sales Manager works closely with management to provide regular reports and feedback data to align on the strategy. The role will require coordinating and attending meetings, conferences, and industry events.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

• Research and identify new business opportunities with established customers, including new markets, growth areas, trends, partnerships, and ways of reaching existing markets
• Generate leads through interaction with customer personnel
• Map out yearly growth plans, setting milestones and strategies for new projects and revenue targets
• Identify, meet and develop relationships with contacts validated to be financial authorities or influencers of the decision making process
• Discuss promotional strategy and activities and align with the marketing department
• Create and present dynamic, engaging pitches and proposals to key customer contacts
• Utilize the CRM to track contacts, opportunities, and proposals

• Develop a network of contacts to secure and grow the customer relationships
• Direct and executes sales strategies and plans for new projects
• Prepare and host monthly internal opportunity reviews with management to ensure short- and long-term objectives
• Identify short- and long-term customer requirements and communicate to product line managers
• Prepare and deliver proposals for new and existing products and services
• Prepare and share written customer-specific plans to include, but not be limited to, the customer’s organization and buying processes; its product and service requirements; provide short- and long-term sales objectives and competitive analysis for each new opportunity within the Account Sales Manager’s portfolio
• Research new market opportunities
• Make sales projections and forecasting revenue, in line with projected goals

Measurement/Criteria for Success

• Establish solid relationships with customers; identify new project opportunities and capture findings in CRM; develop a substantial funnel of viable opportunities
• Identify and close new opportunities with existing customers to ensure a sustained recurring revenue profile determined to be appropriate 
• Ability to identify and secure relationships with key contacts with prospective opportunities

Competencies

• Tenacity and drive to seek new business and meet or exceed targets
• Interpersonal skills for building and developing relationships with customers
• A flexible approach to work with the ability to adapt to a fast-paced, ever-changing environment
• High Impact Communication
• Excellent oral and written communication skills
• Demonstrates knowledge of market and competition
• Demonstrates attention to detail
• Responds promptly to customer needs (internal and external)
• Solicits customer feedback to improve service
• Demonstrates superior presentation skills
• Develops workable strategic sales plans
• Builds commitment and overcomes resistance
• Displays orientation to profitability
• Frequent travel and a current passport are required

Qualifications

Education and/or Experience

• 4-year successful track record of selling complex software, hardware, and services solutions to industrial customers
• Frequent travel and a current passport
• Spanish and/or Portuguese fluency is a plus
• Experience in and knowledge of the fuel and energy business is a plus

Compensation

This position is compensated based on a combination of base salary plus variable performance incentive.

Applicants must be authorized to work for any employer in the U.S. Toptech Systems will not sponsor an employment visa for this role.

Are you ready to join a different kind of company where our people, our culture, and our commitments are centered around providing trusted solutions that improve lives around the world?

IDEX is an Equal Opportunity Employer and Affirmative Action Employer. IDEX gives consideration for employment to qualified applicants without regard to race, color, religion, creed, genetic information, sex, sexual orientation, gender identity or expression, marital status, age, national origin, disability, protected veteran status, or any other consideration or protected category made unlawful by federal, state or local laws (Minorities/Females/Protected Veterans/Disabled).

Attention Applicants: If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact our Talent Acquisition Team at [email protected] for assistance with an accommodation. These contact tools may be used only by individuals with a disability for accommodation requests. Do not inquire as to the status of an application.