Corporate Account Manager

Overview

Chem Treat’s Corporate Sales Opportunities are specific to water treatment and require an individual with experience calling on customers at a corporate level. Successful applicants must have an understanding and technical knowledge within the industry of chemicals and water treatment. This position focuses on maintaining existing customer accounts and generating new business to drive Chem Treat’s market position within one or several vertical industries.

The Corporate Account Manager, General Manufacturing & Transportation will retain existing customers by fostering the Chem Treat value proposition and actively pursuing leads to generate new accounts. This role requires teamwork with Field Sales, technical staff, and management to develop retention and growth strategies for the assigned portfolio. The focus is on profitable growth of existing customer business and new customer acquisition through identification, prioritization, strategic analysis, and sales plan development and execution.

Responsibilities

• Develop an action plan for each customer account through a deep working knowledge of the customer’s key business drivers and strategically selling the Chem Treat value proposition to expand revenue and profit.
• Build and establish professional relationships with key personnel, decision makers and influencers.
• Craft viable and profitable pricing structures in assigned customer accounts to increase sales and profit margins across geographies.
• Meet assigned targets for profitable sales volume and strategic objectives.
• Provide analysis of markets, trends, competition, portfolios, technologies, and revenues.
• Work with Vertical Director to support and expand Chem Treat’s presence in key industry and trade organizations.
• Mentor Associate Corporate Account Manager activities within assigned accounts as appropriate.
• Update Vertical Director and Marketing on key industry trends and competitive activity.
• Build a cohesive team between FOS, technical services and internal operating groups to ensure customer needs are met.
• Learn our customers’ operations, understand their challenges, and provide solutions to meet their needs.

Supplemental responsibilities

• Communicate the Chem Treat value proposition to all levels of the customer, from local to C-Suite.
• Construct and present effective proposals to customers and prospects.
• Attract, interview, and screen new candidates at various levels as required.
• Deliver industry-specific training to Chem Treat associates and customers.
• Sell, start up, and transition new business to the front-line Chem Treat Field Sales and service team.
• Engage in customer and prospect entertainment in accordance with Chem Treat’s policies.
• Troubleshoot technical and industry-specific issues.
• Audit and communicate program results across multiple customer locations.

Knowledge & Skills

• Identify critical issues and craft practical solutions that enable sustainable competitive advantage.
• Excellent communication and presentation capability (emails, service reports, proposals, etc.).
• Fluency in Microsoft Office (Excel, Word, Teams, Outlook, PowerPoint).
• Industry knowledge specific to water treatment.
• Business-to-Business sales experience with demonstrated negotiation and account-management skills.
• Analytical skills to document total cost of ownership, KPIs and account profitability.
• Ability to lead through influence and collaborate with others to achieve goals in the absence of a direct reporting relationship.
• Self-motivated with an entrepreneurial mindset.

Education & Experience

• Bachelors’ degree in a technical discipline preferred.
• 5+ years of water treatment sales experience preferred.
• Minimum 7-9 years of successful B2B sales experience.
• Proven track record selling at least $1MM in new business.
• Travel expectations of 50 - 75%.
• Proven track record of generating sales revenue in the water treatment industry with year-over-year increases.

Physical Demands

• Travel dependent on size of assigned territory.
• May require long hours and varied work schedules.
• Physical activities include sitting, walking, standing, climbing stairs, bending, kneeling, and lifting up to 60 pounds; ability to handle drums weighing 250-800 pounds in…