Account Manager

Responsibilities:

• Develop equipment and service sales budgets and plans for an assigned geography, market segment, or particular customers.
• Negotiate sales with existing and new customers.
• Assist with the preparation of sales and service sales forecasts and budgets; monitor sales revenues against forecasts to identify problem areas; adapt procedures or priorities to improve the overall performance.
• Contribute to the development of sales, customer retention, pricing, and distribution strategies for area of responsibility through provision of market intelligence and customer information, and by understanding market trends.
• Support sales and service Account Representatives (as applicable) on the operational aspects of the organization's products and services and internal procedures.
• Pursue sales leads, visiting existing and new customers to meet sales target levels.
• Refer sales leads, customer feedback, and information on competitor activity to appropriate contacts within the organization so that they can respond to changing market conditions and customer demands.
• Proactively develop and implement sales tactics and action plans with manager’s approval and working with the sales support teams.
• Meet or exceed sales budgets.
• Plan and execute regularly scheduled customer visits in line with agreed schedules.
• Actively investigate and report back on customers product Installed Base (IB)
• Produce and file visit reports associated with customer visits.
• Collect and update all relevant market and customer information and inform all branch and regional management.
• Stay informed regarding Order/Delivery follow-up of contracts and keep management appraised of higher level support requirements when customer relationships are in jeopardy
• Actively pursue collection of account receivables with support of local controller
• Accept, execute and deliver other projects as assigned by management for the benefit of the company

Others:
Quality, Environment, Health & Safety (QEHS);

• Responsibility for conforming to the Cargotec Code of Conduct,  QEHS Policies of MacGregor as well as requirements of ISO9001, ISO14001 and OHSAS18001 .

General:

• See Service Operating Principles Manual (OPM)
• See next pages for the competence profile