Job title
Account manager
Reports to
Sales manager/general manager/branch manager (branch specific)
Who we are
Ml crane group takes great pride in being one of the largest and most experienced crane businesses in north americaOur companies and branch locations are strategically positioned across the rocky mountain region, southwest, midwest, and east coast of the united states where our knowledgeable team of professionals provide full-service solutions for their customers’ toughest challengesSimply put: we know the crane business!
Our values include safety, quality, accountability, integrity, collaboration, and respect.
Job purpose
This role is a position in the sales department for ml crane group, serving as an expertise and excellence center, supporting all our existing businesses by growing sales opportunities in the assigned regional coverage areas of the united statesIn some select cases, if it is commercially advantageous, we will look at pursuing project opportunities outside of our core areasThose opportunities will be on a case-by-case basis, and as directed by the sm/gm.
This position has the option to be remote, but requires travel.
Duties and responsibilities
Strategic pursuit of assigned projects, customers, and opportunities in the form of:
Assigned project leads
Assigned customers
Development of new clients
Very detailed, and meticulously tracked, sales efforts.
Scheduling and strategic planning of visits with clients monthly/weekly
Meeting tight deadlines and working with internal resources per project sale need
Industry and/or client research to track down own project leads when necessary
Revenue of no less than $2.5mil in sales per yearSales targets per quarter, and per year, will reflect sales pipeline creation, development, and conversion analysis(this will be evaluated yearly, and adjusted targets set) this will consist of:
Mix of projects, both long term and short term
Transportation
Rigging
Amd (alternative movement division)
Regional support in increasing awareness, capability, and service offerings.
Customer interaction and sales calls in the form of:
Office or corporate sales calls, in various parts of the region
Designated trade show attendance, and strategic pursuit of clients in a formal setting
Corporate presentations, and specific presentation of our targeted marketing narratives
Information management for measuring sales progress in the form of:
Concise communication, following communication protocols and process flow
Crm use for sales pipeline development
Teamwork, per project specific created stakeholder involvement
Scope development, by transferring information between clients and internal team members
Estimate creation, by transferring information between clients and internal team members
General information and document control, by utilizing internal management systems (i.eJob folders, record keeping, sales coordination)
Bid evaluation and review, utilizing and planning bid review meetings between team members, gms, management, and project stakeholders
Contract management in the form of:
Initial review, noting commercial needs and markups of contracts/pos to confirm commercial items, scope, etc are captured based on strategy of sale.
Negotiation, gaining value for “risk vsReward”
Making sure we capture needs of the business in quality contracting
Gaining approval for negotiated contracts in the form of a signed agreement, within the designated approval timeline and protocol for ml crane group
Leading the effort and organizing the negotiation between contract teams (ml and client)
Customer relationship development and management in the form of:
Client entertainment opportunities, within the ethical and business appropriate directives of ml crane group
Lunch, dinner, or social meeting
Client sponsored events, if applicable, such as golf outings, etc.
Proficient knowledge of equipment, services, and offerings on a local and regional level.
Learn, know, and understand types of equipment in local and regional fleet.
Learn, know, and understand service types, and how we assist client in lifting and moving cargo in general construction applications using cranes, transporters, and other means.
Learn, know, and understand pricing categories, so that clear and concise service offerings can be prepared.
Proficient knowledge of computer, and internal erp platforms
Utilization and management of nexgen, for quote and proposal templates, scheduling, and other relevant aspects.
Utilization of crm where required, to set up accounts or project opportunities.
Utilization of ms outlook, for email, calendar, and other related needs.
Utilization of ms powerpoint, to provide presentations or quick intros, where needed.
Utilization of ms word, to capture method statements or other proposal supporting needs.
Utilization of 3d lift planner where necessary, to capture basic crane layouts for service offerings.
Sales lead, and pipeline management
Utilization of kpis to track what proposals have been provided, what stage of the sales process they are in, and prioritization of most important opportunities.
Daily and weekly follow up of proposals and quotes, sometimes more than 10 times, and over the course of an extended period.
Utilization of leads provided internally from market intelligence, or cultivated externally, by other sources.
Tracking and management of leads, transitioning to opportunities we quote in the form of a proposal, and following the sales process.
Proficient in negotiating, and closing sales
Being prepared to create or collaborate with sales management to create general narratives or scripts to convey confidence, service, and best messaging for incoming client interactions.
Being pre-prepared to know what pricing is optimal, versus, what bottom dollar will be
Being prepared to speak on value proposition, and how we show value of worth, for our services offered.
Being an active listener, picking up key details to form, further, or revise the negotiation strategy.
Being prepared for potential rejection, or pushback, and have the ability to overcome objections to keep negotiations going.
Asking for the sale, or order, multiple times, being persistent until verification of the sale is awarded to you, or the opportunity is closed as lost.
Relationship management
Have the ability to connect, build repour, cultivate, and strengthen relationships with potential clients and contacts
Schedule regular follow ups, to get to know our clients in more depth and detail.
Track key notes and practices in crm.
Schedule external visits, if needed for newly developed or key clientsLikewise, offer internal visits, where potential, new, or existing clients can tour our place of business or job site.
Collaborate with sales management, sales staff, and sales coordinator
Provide insight on inside sales function, developments, status, and progress on kpis
Collaborate with sales management and marketing, to achieve needed marketing support to capitalize on key trends or initiatives.
Collaborate with outside sales staff where needed, to understand market specifics, competitor analysis, or other market opportunities that may present themselves.
Collaborate with other key personnel to capture and expand on best practices for communication, lessons learned, execution, relationship management, etc.
Manage conflict, and change
Have the ability to capture, record, and convey issues communicated from a client
Have the ability to communicate the issues, challenges, or problems, to necessary parties internally, in an effort to solve the issue.
Provide insight and ideas on potential solutions.
Gather solutions, or information about potential solutions, and convey back to the client.
Have the ability to manage expectations, even when under stress.
Have the ability to see potential changes in a job, recognize them, and plan for next steps.
Exercise teamwork in managing change, issues with clients, and potential issues with performance.
Understand, administer, and follow process in new customer or contract administration procedures
Be able to capture information about new accounts, and work with staff internally to ensure they are set up correctly.
Receive or convey key contract documents for review internally, and back to the client externally, as part of the negotiation process.
Collaborate with sales or contract management for negotiation points in relation to contract terms.
Receive and assist in administering msa documents, both internally from clients, and externally to clients.
Thorough knowledge of basic contract needs, and non-negotiables.
Be able to escalate, or ask for assistance, when negotiation arounds terms reach the reach the boundaries of personal, team , or local decision making.
Manage, record, update, and follow kpi management systems
Understand key metrics around sales targets for the month, quarter, and year
Understand key metrics around closure rate, or conversion rate.
Understand key metrics around call volume, and measure against closure rate.
Understand profitability metrics, and performance of jobs sold.
Understand margin expectations, and how to manage on a monthly basis.
Utilization of powerbi, as a basis for kpis related to revenue performance.
Utilization of crm, as a basis to sales pipeline management
Utilization of nexgen, as a basis for call follow ups, where necessary.
Other kpi data or platforms, as designated.
Be able to think strategically, and provide insight on new customers, services, innovation, or ideas.
Function in sales team as a subject matter exert for inside sales, locally.
Provide ideas and insight on innovation, new offerings, or new ideas to propel sales forward.
Provide insight and ideas on solutions, and solving key issues within the sales organization
Have the ability to take ideas, coaching, direction, or insight from others, and adapt to local inside sales initiatives.
Ownership and accountability for the inside sales function and well-being of the branch or region.
Complete ownership of the role, and performance of all direct and relevant facets.
Ownership and accountability for revenue performance
Ownership and accountability for best practices in sales, and customer service.
Ownership and accountability for profitability.
Ownership and accountability for team performance, as a key member.
Other duties, responsibilities, and tasks may be assigned throughout the year as needed, or as we develop the needs of this role together.
Public speaking, salesmanship, and influence in the form of:
Capabilities presentations, or lunch and learns
Negotiation meetings
Value selling
Solution selling
Technical advantages, and technical sales
Other duties, responsibilities, and tasks will be assigned in quarterly and yearly sales plans.
This role is highly dependent on functional and professional successThe following measures will determine short, mid, and long-term success through performance management.
Yearly performance review, including yearly sales goal
Quarterly and yearly sales plan, complete with specific target
Crm utilization and thorough pipeline creation and management
Peer reviews, and ability to work within teams.
Qualifications
Proficient in reading crane charts, knowledge of industry and
Proficient in microsoft word programs
5 years’ experience in the heavy lift and heavy haul industry
Self-motivated and accountable
75% travel
Valid drivers license and clean background check
Physical requirements
The americans with disabilities act (ada) requires employers to identify essential functions of a roleAs a result, this job requires the employee to
Regularly spend long hours sitting and using office equipment and computers.
Regularly work on repetitive tasks.
Regularly hold the arm and hand in one position or hold the hand steady while moving the arm.
Regularly use headphones and earpiece.
Reporting structures
The account manager (am) will report in a matrix reporting structure to the sales manager (sm) (or general manager (gm), branch manager (bm), depending on the size of the business).
Reporting to the sm is under a professional management requirementThis means, that sales strategy, initiatives, training, issue resolution for key accounts, key account management, and coaching in sales related subject matter, will come from this structure.
Reporting to the gm or bm is under a functional management requirementThis role will serve as an in-house position in an existing region, location, or businessAs such, daily involvement with not only staff, but other roles within the business are necessary to ensure we are serving the regional team with good practice, management, and working in unison with the needed productivity from salesThis role is vital to achieve alignment and understanding with the counterpart in operations management, and should ensure we sell what we can execute, and execute what we sell.
There will be a special emphasis on amd projects, which make use of alternative lifting and transportation methodsAlthough special emphasis will be given, the role is for all larger project work using all means and methods of lifting and transportation by gear owned, operated, leased, or sourced by ml crane group.
Eeo statement
Ml crane group provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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Posted 30+ days ago
