[Hiring] Inside Sales Account Manager @Acuity Inc.

Role Description

Provide sales opportunities by calling on various buying influences in defined territory. Buying influences are any company, organization, group and/or person who can influence the purchase of our Products and Services. Meet sales and quote goals set by management. Partner and provide inside sales support functions for Direct Outside sales team and agencies for customers encompassing projects and quotes. Suggests alternative products and services as necessary based on knowledge of product and applications. Collaborate with matrix partners in order to meet the needs of the customer. Proactively maintains ongoing relationships with key customers in coordination with Direct Outside sales staff on a regular basis. Understands and utilizes BSF (Better, Stronger, Faster) tools and practices on a daily basis to improve key performance indicators. Continually seeks opportunities to increase revenue.

Key Responsibilities

• Sales Activities (45%):
  • Increase revenue by meeting sales goals set by Management for assigned territory.
  • Make outbound sales calls and negotiate informed decisions regarding products, service, and pricing.
  • Utilize Salesforce, CRM tool for follow-up and management of territory accounts and pipeline sales.
  • Drive process improvements using RCCM's (Route cause and counter measure) and Daily Management.
  • Initiate Request for Information (RFI) and Request for Proposal (RFP) activities in coordination with the Direct Outside sales team and agencies.
  • Communicate with all project players including electrical/general contractors, distributors, agents/account managers/sales reps, and/or specifiers.
  • Participate in regularly scheduled meetings with internal/external customers.
  • Maintain customer required documentation within Agile and Salesforce.
  • Collaborate with Product Marketing, Engineering (SWAT), and Services on customer needs.
  • Conduct on-site visits occasionally with Direct Outside Sales team at key targeted customers.
  • Follow up on specified projects in coordination with the Direct Outside sales team within Salesforce.
• Quoting / Pricing Process (45%):
  • Create and negotiate quote pricing for customers to close business and increase revenue.
  • Collaborate with the Direct Outside sales team, AQD, and the Product team.
  • Create/Modify Acuity specification sheets for submittal packages.
  • Coordinate with DAS and understand simple lighting application design.
  • Create and facilitate Bills of Material.
  • Provide frontline technical support.
  • Enter Request for Deviations (RFD) for gaining approval from engineering and product market groups.
  • Enter and facilitate the Request for Warranty Deviations (RFWD) with legal, finance, and product solutions.
  • Enter and facilitate the Request for Assistance (RFA) with Design Layout and Controls team.
• Lean Initiatives (5%):
  • Use Acuity Business System (ABS) Tools for daily task management.
  • Use Lean principles to identify and eliminate waste to improve team's productivity.
• Training/Mentor (5%):
  • Mentor new team members on team strategy, Acuity partners, team processes, and software.
  • Train all team members on new or enhanced strategies, policies, processes, or software.

Qualifications

• Associate's degree or Technical Degree or equivalent 3 to 5 years Commercial lighting/Electrical distributor/General Contractor industry experience.
• Excellent communication and organizational skills.
• Proficiency with Microsoft Office tools and technical aptitude to learn new software tools.
• Ability to work both independently and as a team player who can contribute to an inclusive environment.
• Analytical and problem-solving skills - able to identify critical situations and use good judgment to respond in a timely manner.
• Customer-focus and assertiveness in driving actions required to create a superior service experience for the customer.

Requirements

• Travel Requirements: 0-20%

Benefits

• Generous benefits including health care, dental coverage, vision plans, 401K benefits, and commissions/incentive compensation depending on the role.