Now Hiring - Account Manager - Confectionery in Grand Rapids, MI

SCOPE OF THE POSITION

The Account Manager provides direct sales for a defined territory, client base and product range in the Confectionery sector. The Account Manager takes responsibility for all aspects of the customer relationship to achieve the goal of meeting or exceeding annual order and contribution targets.

SPECIFIC / ESSENTIAL DUTIES AND RESPONSIBILITIES

The Account Manager in Capital Sales reports to the Product Manager – Confectionery and the position’s responsibilities include:

• Promoting Baker Perkins products and services using a wide variety of sales support tools such as presentations, persuasive quotations, brochures, etc. for the identified sector
• Negotiating and securing customer orders
• Delivering orders volumes and contribution at agreed levels for capital equipment and major aftermarket projects
• Reports status and position of inquiries and order prospects using the electronic tools provided
• Traveling within the assigned territory to regularly meet with assigned customers
• Acting as a key interface between the customer and Baker Perkins
• Building, maintaining and strengthening long term customer relationships throughout the customer organization
• Assist with the development of new sales tools to improve sales effectiveness
• Report on market intelligence, customer activities, industry events, competitor activity, lost orders, and other market needs which will enable Baker Perkins to maintain and improve its position in its market sectors
• Attend trade shows and industry events to network and promote Baker Perkins products and services
• Perform other duties assigned

QUALIFICATIONS

Listed here is the knowledge, skills, and/or abilities required to perform each essential duty of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• The ability to understand customer requirements, develop and present clear value propositions to differentiate Baker Perkins and secure profitable business
• Ability to communicate clearly verbally and in writing with customers and internal team members
• Ability to present logical sales arguments to sell the value of Baker Perkins technologies, backed up with support documentation grounded in financial terms; capable of presenting the case for Baker Perkins in logical, engineering terms
• Track record in winning orders in highly competitive environment at contribution rates acceptable to Baker Perkins
• Understanding of features and benefits of food production technology, services and capabilities preferred
• Ability to network, develop rapport, influence and build credibility across all levels of customer organizations
• Ability to function independently and logically in surroundings which may include difficult customer environments
• Understanding of industries, markets, competitor analysis, margins, contract profitability, and financial justification criteria used to make major capital purchases
• Willingness to travel as required. Amount of travel is dependent on individual task requirements and is estimated at 25%-50% annually.

EDUCATION AND/OR EXPERIENCE

• The education and experience listed here is necessary to perform the job satisfactorily.
• Preferably 5 years’ experience in direct sales of major capital equipment with a successful sales record
• Preferably 5 years’ experience working with processes and production platforms which customers use to make their products
• Technical or business degree preferred
• Experience with commercial terms, conditions of sales and contracts
• In depth knowledge of food processing technology preferred

Job Type: Full-time

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Employee assistance program
• Flexible spending account
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Tuition reimbursement
• Vision insurance

Experience level:

• 5 years

Schedule:

• Monday to Friday

Travel requirement:

• Up to 25% travel

Experience:

• Direct Sales of Capital Equipment: 5 years (Preferred)

Willingness to travel:

• 25% (Preferred)

Work Location: In person