Technical Account Manager

JOB SUMMARY:

Cross Company is seeking a self-motivated and competitive individual to join our Mobile Systems Integration Team as an Account Manager. We work with a wide variety of companies across dozens of industries. From prototyping work trucks to vehicle electrification, hydraulic manifold design and integration, the Account Manager is the ignition to bring our customer's projects from concept to completion. This individual will make sales visits to assigned accounts to offer solutions to fluid power and electronic controls problems on mobile OEM equipment. A few industries that we specialize in include agricultural, construction, municipal, utility vehicle, and railways. Utilizing their selling skills, along with their product application and machinery knowledge, and principles of helping customers create tangible value in the market-place. They offer unique solutions to customers that help them build better machines.

Account Managers work as part of a team with Customer Service Reps and Application Engineers to anticipate, identify, and profitably satisfy each desired customer's fluid power and controls needs. They are responsible for the achievement of their annual gross profit objective, the development of profitable new business and the maintenance of existing business at assigned accounts.

BENEFITS:

• Protected Territory

• Paid training 

• Opportunity to earn uncapped commission

• Vehicle stipend and mileage reimbursement

• ESOP - Employee stock ownership program

• Competitive benefits package including medical, vision, dental, and 401k plan

ESSENTIAL FUNCTIONS:

• Achieve annual gross profit objectives.

• Generate profitable new business from existing assigned accounts.

• Find and develop new, high-potential prospective accounts working with BDM and Marketing Resources and make sure Cross CRM (Netsuite) is uploaded with this information

• Maintain a high degree of technical competence in franchised products and their applications including maintaining any required levels of certifications. 

• Develop strong inter-company relationships with assigned accounts by anticipating and satisfying their individual needs. 

• Create sales growth in major and emphasize product lines. 

• Create, manage, and track opportunities utilizing CRM to create an accurate sales funnel forecast

• Work as a team player with Cross Engineering and Inside Sales representatives to manage projects and support our customers needs.

• Demonstrate the ability to create tangible value for customers in the market-place and be able to show such value in ROI form when applicable.

ADDITIONAL RESPONSIBILITIES:

SALES

1. Work with management to develop an annual Territory Business Plan that forecasts gross profit and sales for key accounts and product lines, identifies key targeted potential accounts, and the corresponding actions and support required to achieve stated objectives and identifies specific plans for self-improvement. 

2. Understand the needs of assigned accounts and be able to match the right mix of products and services to satisfy them profitably. 

3. Possess comprehensive knowledge of Cross Company's strategic plan and overall service capabilities, and be able to articulate them to all levels of decision making authority at assigned accounts. 

4. Work with sales management to identify and target opportunities utilizing new technologies driven by current or future market trends

5. Participate in sales meetings, training programs, trade shows, and other industry related activities as directed by sales management. 

6. Communicate all significant customer or supplier problems to sales management. 

7. Identify opportunities for other Cross divisions at assigned accounts and assist in the sales process as required. Assist in training other Cross associates as directed by sales management. 

MARKETING

1. Update account and contact database in Netsuite regularly to ensure accuracy and completeness of information stored. This will be used to distribute Marketing information to focus customers.

2. Assist in obtaining market research information when requested by marketing or sales management. 

3. Research and recommend compatible products for possible representation by Cross Company when applicable.

4. Work with Marketing to provide/develop content to help build our web presence and keep our site filled with Success Stories

ADMINISTRATIVE

1. Understand and comply with all Cross Company policies and procedures as outlined in the Cross Company Employee Guide and the Account Manager Sales Manual. 

2. Prepare and submit on a timely basis expense reports, forecasts, and other information requested by sales management. 

EDUCATION & EXPERIENCE:

• Superior knowledge and practice of basic selling skills. 

• Strong technical comprehension of fluid power products and their applications.

• Good technical comprehension of electrical machine controls and proportional controls. 

• Good PC skill level, including working knowledge of Google Drive, Google Docs, Google Sheets, Google Mail, and Google Slides

• Good understanding or desire to understand how machines work

• Fluid Power Society Fluid Power Specialist or Hydraulics Specialist certification is a plus, but not required before hire 

COMPETENCIES:

• Good communications skills 

• Confident 

• Good interpersonal skills 

• Good listening skills 

• Good negotiation skills 

• High energy/stamina level 

• Professional 

• Goal Oriented 

• Self-motivated 

• Good judgmental skills 

• Good organizational skills 

• Ability to handle stressful situations positively 

• Adapts to change readily 

• Functions cooperatively in a team environment 

• Integrates new information quickly 

• Willing to travel as required

• Action Oriented

• Adapts to & Manages Change

• Communicates Effectively

• Manages Complexity

• Customer Focus

• Is Resilient

PHYSICAL & MENTAL REQUIREMENTS:

• Able to drive motor vehicle to accommodate on site visits

• Able to fly on an airplane when needed for trade shows and training as needed