Job Overview
The Sales Account Manager, reporting to the Regional Sales Manager, plays a pivotal role in acquiring new business and nurturing existing customer relationships. As a vital member of the sales team, this role focuses on strategic planning, administration, and optimizing revenue within their assigned territory.
Duties & Responsibilities
Sales Activities
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Meet or exceed minimum sales activity requirements set by the company.
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Achieve or surpass revenue and customer retention goals.
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Utilize Customer Relationship Management (CRM) tools to manage and track customer interactions.
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Continuously sell all products and services offered by Gateway or affiliated companies.
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Collaborate with the sales and operations team to develop effective sales and service strategies.
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Proactively conduct outbound customer outreach calls weekly.
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Maintain a high-profile presence in the market through client care visits.
Account Management
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Develop and maintain existing customer relationships through ethical and appropriate methods.
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Identify Key Accounts where revenue may be decreasing and formulate retention strategies.
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Conduct strategic account reviews with all assigned customers regularly.
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Ensure timely follow-up on all account issues for Key Accounts.
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Organize sales activities and utilize geocoding to maximize productive time.
Market Analysis and Reporting
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Develop an annual sales and marketing strategy to accomplish sales goals and budget.
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Monitor and anticipate competitive activity to position Gateway or affiliated company as the preferred vendor.
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Complete standard weekly and quarterly reports along with any ad hoc reporting requests.
Customer Service
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Liaise with customers to understand their requirements for current and upcoming products and services.
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Handle and respond to all customer problems and inquiries expediently and in the best interest of both the customer and the company.
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Debrief on any Key Account service issues with the appropriate Operations team members.
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Understand the unique needs and challenges of each veterinary clinic and tailor our services to meet those requirements.
Education, Training & Qualifications
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Previous industry experience, including familiarity with veterinarian clinics or the vet industry.
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2+ years of account management or equivalent in-hospital experience.
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Understanding and application of account management skills.
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Post-secondary education, preferably in business or sales and marketing an advantage.
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Proficiency in Microsoft Office suite and strong internet skills.
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Comfortable working towards Key Performance Indicators (KPIs).
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Clean driver's record and access to a vehicle.
Skills & Abilities
Communication Skills
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Active listening skills.
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Exceptional oral and written communication skills.
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Ability to effectively convey complex information to both technical and non-technical stakeholders.
Personal Motivation
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Self-starter with initiative and internal motivation.
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Maintains integrity and organizational norms.
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High energy and stamina with a sense of urgency.
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Effective stress management and commitment to success.
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Positive attitude and enthusiasm.
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Strong organizational and time management skills.
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Tenacious and resilient in pursuing sales objectives.
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Independence and continuous self-improvement.
Interpersonal Skills
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Team player with a willingness to assist others.
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Demonstrates sensitivity, empathy, and reliability.
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Persuasive with a keen sense of judgment.
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Decisive and creative in problem-solving.
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Maintains a professional appearance and demeanor.
Working Conditions
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Mobility to drive a vehicle for business needs.
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Ability to sit for up to eight (8) hours per day.
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Ability to walk for up to four (4) hours per day.
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Proficient in operating a personal computer.
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Regular communication over the phone with customers and colleagues
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Up to 50% travel (overnight) as required.