Account Representative (outside sales)
SMC Corporation of America - Rochester Hills, MI

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The Account Representative maintains and grows relationships with customers while achieving an assigned sales and growth goal. This position is responsible for retaining existing business, while pursuing profitable growth opportunities.

  • Proactively manages strategic accounts regardless of sales channel.
  • Penetrates assigned accounts by selling new or additional products to current buyers, finding additional buyers within the existing customer, and/or selling to additional customer locations.
  • Develop relationships with key decision-makers within designated strategic target accounts; respected by customer’s top management team.
  • Aware and in pursuit of opportunities for account growth and new business.
  • Sells the company’s complete offering of products and services.
  • Complete detailed SAP and forecasts as required.
  • Utilize SMC tools and aids for communication, product research, pricing, delivery, Accounts Receivable, Global Information System, etc.
  • Achieve assigned sales plan; and, meets expectations for profitability and market share.
  • Organize and complete a minimum of 3 regular training sessions for customers and employees on SMC products.
  • Complete minimum of 6 market reports per year.
  • Maintain better than career cumulative 85% actual-to-plan sales performance.
  • Manage SMC assets appropriately, and be able to clearly write plans for investment to grow sales.
  • Completes required technical training (75% on Pneumatic Theory) and development objectives within the assigned time frame.
  • Educate new sales reps in SMC’s sales philosophy, strategies, and tactics
  • Demonstrate initiative and proactive skills with co-workers, peers, and customers.
  • Successfully complete other duties as prescribed by the Branch Manager/Sales Manager.
  • Meet and/or exceed assigned sales goals.

  • Fast paced environment (includes both office and field work)
  • Travel with some extended stay away from home
  • Physically capable of lifting SMC products and displays up to 50 lbs.
  • Varying work hours

  • Bachelor’s degree in Business, Marketing, related technical field, or equivalent experience
  • Minimum of two (2) years’ experience with SMC or equivalent industrial sales experience
  • Extensive knowledge of SMC product lines
  • Comprehensive understanding of pneumatic components and their application
  • Thorough understanding of SMC policies and procedures
  • Basic understanding of competitive product lines
  • Excellent communication and problem-solving skills
  • Proficient in use of computer applications (i.e.- typing skills, Microsoft software, AS400, and Lotus Notes)
  • Clean driving record

About this company
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The SMC Corporation manufactures and sells pneumatic control equipment for use in fields that include agriculture and fisheries, as well as...