Account Manager (Sales and Business Development)

Overview

Snap-on Business Solutions (a group under Repairs, Systems, and Information (RS&I) Division, under Snap-on Incorporated.

Location: Rochester Hills, MI facility

Responsible for maintaining and growing Snap-on Business Solutions (NEXIQ Technologies brand) with large and medium-size fleets as well as heavy duty OEM customers.

Develops and manages customer specific sales strategy, prospects and develops new customers in current heavy duty truck market and identifies new potential customers.

Applies technical and sales knowledge and company policies/procedures in direct support to customers. Annual sales goal of $3-5million.

Responsibilities

 

Develop new fleet and OEM accounts and companies. 

*Maintain up-to-date knowledge of customer needs, industry trends, competitive products, and current technology. 

*Communicate and work effectively with both internal and external sales channels to increase market share for EQS fleet programs.

*Develop and implement new and expanded sales and marketing strategies to increase business.

*Maintain an in-depth understanding of EQS products and applications. 

Demonstrate and present diagnostic products to potential customers.

Expand the revenue base, meet revenue targets, and expand the NEXIQ product base and lead NEXIQ to new markets.

Ability to fulfill above average customer expectations. 

Ensure timely submission of proposals, react to issues that may negatively impact the success of the corporate sales and strategic efforts, allow insight into the activity the account is receiving, personnel involved, and allow evaluation of the strategies being used.

Forecast revenue and give feedback as to efforts required to prevent shortfalls. Respond to and correct issues that prevent success.

Develop account plans, report activities, solicit assistance, report needs, recommend new procedures and/or policies or changes, and obtain appropriate approvals.

Obtain understanding of product cost, long lead time parts, production schedules, and impact of forecast as well as the product development process and the role of product management and the RSM.

Maintain corporate branding and reputation for high quality products. Assist in the development of products and company collateral with the assistance of graphics and media specialists in the Marketing department.

Reporting activities and dialoguing with other sales personal regarding tactics and strategies that work. Sharing customer and market data that may impact other corporate sales and strategic efforts and planning.

Develop relationships, identify revenue opportunities and craft winning strategies for obtaining high margin profitable contracts with these organizations. 

Qualifications

 

• Bachelor's degree in a relevant field or equivalent experience; B.A. Computer Science (Software Application Development); Business/Sales Management desirable.
• 5-7 years sales experience in the Commercial vehicle, automotive service tool and/or equipment industry. 
• Must have superlative presentation, account management, customer relations, communications, and organizational skills, including planning, coordinating and setting priorities. 
• Strong communication skills, ability to teach and explain ideas and concepts to customers with varying levels of technique.
• Highest degree of character, honesty, personal responsibility and accountability. 
• Computer literate in a wide range of information systems and business software such as MS Word, Excel, PowerPoint, Project, and possibly Visio.
• Familiarity with computer interfaces and platforms, and software techniques. 
• Ability to demonstrate vehicle repair (diagnostic) equipment. 
• Strong communication and writing skills, ability to teach and explain ideas and concepts to customers with varying levels of technical knowledge. 
• May require extensive overnight travel.
• Rely on experience and judgment to plan and accomplish goals.