Account Manager - Sacramento, CA

Position Summary:
Achieve sales goals and objectives for assigned accounts and become a knowledgeable facility consultant to help identify customers current "state-of-clean", define and measure labor/staffing costs, analyze cleaning frequencies and measure the current utilization of supplies and equipment. 
Communicate at all levels to a customer and within the branch to coordinate key customer activities and follow up items. Develop strong customer relations and manage the day-to-day interaction with the customer. Become proficient in making recommendations to optimize cleaning processes and labor, simplify product selection and the standardization of cleaning tasks. Provide recommendations for the effective utilization of equipment and offer service and repair options. Conduct training to enhance employee health, safety and productivity. 
Territory: Yuba and Butte Counties (Sacramento Area) 
Essential Functions: Meet or exceed sales goals and objectives by establishing a strong facility consultant relationship with customers and securing 90% or more of their total spend for cleaning supplies and equipment. Increase sales of Hillyard manufactured gallons (HMGs) to new and existing customers to achieve HMG goals. Service assigned National Accounts within territory. Solicit equipment sales, service and repair business from new and existing accounts. Use Hillyard's sales reports to identify product gaps with current customers to solicit and close new business. Review and analyze gross margin by Customer and by Product Category to identify margin improvement opportunities and identify margin problem areas (freight, warranty, returns, etc.) and assist in taking corrective action. Manage and stay within approved selling expense budgets. Manage Auto-Pricing, order size economics and order frequency to optimize order size. Prospect, qualify and close Target Account opportunities in Hillyard's chosen market segments and work with Suppliers to identify those Accounts. Train customer supervisors and staff to help standardize and simplify their cleaning processes, improve productivity, reduce the total cost-of-clean, and ensure a safe and healthy work environment. Build training programs using Hillyard training tools. Recommending the correct product for the customer's application. Develop widespread support across customer's organization by building strong working relationships with key decision-makers and influencers and create an environment of trust, co-commitment and mutual support. Support customers by being the "go-to" person that customers call to solve problems, reduce labor cost, and improve employee productivity. Document results of productivity/cost improvements for key accounts and communicate with top management by holding annual/bi-annual business reviews for top 10 customers. Become disciplined and effective in the use of Hillyard's CRM software. Maintain customer files within CRM database and update daily sales activities and follow up. Understand and use SAP to data mine and provide reports to assist in identifying sales opportunities and assist customers. Utilize SAP's Business on Behalf (BOB) for tracking performance of customers, inputting orders, preparing quotes, etc. 

Qualifications: Strong verbal and written communication skills (email and documents). Strong presentation and training skills for both small and large groups. Requires excellent organizational, time and territory management skills to manage sales territories in an efficient and effective manner. Proficient in Microsoft Office suite. Must be able to prepare word documents, PowerPoint Presentations, Excel spreadsheets, and learn to work within the SAP, CRM and CCAP software. Valid state driver's license with no major traffic violations within the past 5 years. Ability to work a flexible schedule based upon customer needs for product demonstrations and training. Possess a working knowledge of Sales, Marketing, Accounting, and Supply Chain Management. Ability to solve practical problems and deal with multiple variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form. 

Education/Experience:
A Bachelor's degree (BA) from a 4-year college or university and at least 5 years successful sales experience; or equivalent combination of education and experience is required. Work with distributor networks a plus. 

Physical Demands:
The Sales Representative's physical job demands include maximum occasional lift of 51 lbs from floor to self-selected height; maximum occasional carry of 51 lbs for 250 ft; maximum occasional horizontal push/pull force of 50 lbs for 250 ft; maximum occasional vertical push/pull force of 60 lbs; frequent forward reach of 30 inches; frequent lateral reach of 24 inches; occasional reach overhead of 75 inches; frequent bend; occasional crouch and kneel; occasional neck flexion; occasional neck rotation; occasional trunk rotation; occasional foot coordination; frequent hand coordination; occasional fine motor coordination; occasional balance; frequent sitting; frequent standing; and frequent walking. PDC Level: HEAVY. Additional Information: Physical demands of Sales Representatives may change daily depending on delivery of product to customers, product demonstration, and type of vehicle driven. The Sales Representative may be exposed to vibrations with using power drill. 
EEO Employer W/M/Vet/Disabled

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