Job Title:                  Account Manager

Reports To:              Vice President WCTA

Summary of the Position

The Account Manager is responsible for achieving sales, profit and market share growth for assigned Account(s) and developing new sales accounts.  Activities for current accounts focus on  the on-going relationship with assigned Account(s), contacts, and providing current program analysis, product line reviews, development of pricing and customer presentations.  Concentrates on data collection and analysis of sales-related information and statistics in order to accurately and effectively plan retail interactions.  Produces proactive action plans that increase brand awareness of Lincoln Electric Holdings products in the retail markets   Identifies target accounts and generates new accounts and sales.  40-50% travel required to prospect new accounts, increase sales, and service existing accounts.

 Key Deliverables 

·         Successfully meet quarterly/annual sales/EBITB objectives

·         Develops and manages relationships with key contacts of assigned accounts

·         Actively participates and contributes at trade shows

·         Accurately reports changing business conditions to management

·         Provides Account summary by the 5^th of each month

Key Accountability Metrics

• Meets sales and EBITB goals for year
• Meets weekly/monthly sales call targets
• Timely submission of weekly schedule and monthly summaries
• Monthly/quarterly meetings with assigned Account(s)
• $5-$15 Million Sales Revenue
• 20% sales growth per year (10% New Accounts & 10% Current Accounts)

Key Responsibilities/Essential Functions

Sales – 70%

• Achieves monthly, quarterly, and yearly Company sales and EBITB goals

·         Develops and communicates strategy to grow market share

• Ensures sales efforts are focused on share gain and profit improvement
• Actively pursues new target accounts and acquires at least 10% in new sales each year
• Increases sales by 10% year over year with established accounts
• Provides annual business plan on assigned Account(s)
• Holds monthly/quarterly meetings with assigned Account(s)
• Maintains existing Account(s) through detail account knowledge and developing key contacts within several levels of the organization to secure a long-term relationship with the Account
• Develops and maintains complete knowledge of the inter-workings of Account(s) and makes sure we are in compliance  
• Investigates and recommends new product options, and/or product changes
• Develops timely, accurate forecasts for assigned Account(s) and revises throughout the year as necessary.  Participates in WCTA SIOP meetings
• Works with CSR(s) and Inside Sales to service accounts and keeps them abreast of customer issues and promotional or sales activities for which they are to be involved
• Identifies gaps in customer programs that provide opportunities for program expansion
• Develops an understanding of customer needs and their specialty area of practice
• Along with VP, develops proposals, negotiates terms and conditions, and implements contractual agreements with accountability for delivering strong financial results
• As necessary, assists manufacturing and distribution in understanding special need of customers

Marketing Promotions & Trade Shows – 20%

• Pursues opportunities unique to each assigned account in terms of marketing and merchandising
• Collaborate with cross-functional team to develop new products and promotions targeted to areas of responsibility
• Attends Trade Shows
• Conducts regular reviews of business performance, promotion strategies, and planograms

Reporting – 5%

·         Provides Account summary by the 5^th of each month

• Timely submission of weekly schedule and monthly summaries
• Submits periodic reports regarding activities and results such as daily call reports, weekly work plans, etc.

Other – 5%

• Participates in other activities that support WCTA products as requested
• Maintains budget and expenses
• Continuously monitor competitive situations and jointly with Vice President, develops and implements aggressive plans to defend and grow our market position

Education and/or Experience     

Required – B.S. Degree in Business, Sales or Marketing related field desired with a minimum of two years’ experience handling direct account management responsibilities

Proficient in Microsoft Office Programs

40-50% overnight travel required

Preferred – Previous experience with retail customers

Core Competencies Required

Maintains a Customer Focus – Demonstrating exceptional service to both internal and external customers giving high priority to understanding and satisfying the customer.

Takes Ownership – Demonstrates a continuous drive to achieve superior results and takes responsibility for those results.

Is a Team Player – Has the ability to collaborate effectively with others to achieve common goals.

Uses Sound Judgment/Integrity – Takes action that is well-reasoned, which represents the best interest of the business. 

Achieves Quality Results – Flawlessly executes on objectives to ensure the long-term success of the organization.

Key Knowledge, Skills, Abilities, and Qualities Required

Language Skills - Read, interpret and analyze written documents and procedures.  Prepare correspondence, procedures, and documentation as necessary to communicate with employees and customers.  Ability to speak to large groups and deliver presentations within the business environment   Fluent in the English language and able to articulate and communicate verbally within a business environment. 

Mathematical Skills - Add, subtract, multiply, divide, compute percentages and calculate basic business metrics such as margin, inventory turns and rates of return.  Ability to present numbers in graphs and charts

Reasoning Ability - Solve problems based upon the collection of relevant facts within the sales context.  Ability to interpret verbal and written instructions             

Other Qualities -  Ability to handle difficult and demanding situations and multiple priorities; Must be a creative thinker to overcome customer rejections; Must be adaptable and be able to consistently deal with ever-changing conditions; Demonstrated problem solving and negotiation skills; Excellent oral and written communication skills; Strong people management skills;

Always acts in a professional and courteous manner, representing WCTA’s highest standards of business conduct; exhibits a positive attitude, sharing information with co-workers as appropriate and works to promote a cooperative, productive teamwork environment; Presents information and solutions in a professional manner