Commercial Sales Outside Account Manager - Sears in Knoxville, Tennessee For Sale

xxxx562 - The Sears Commercial Account Manager develops and maintains commercial accounts in the Hospitality (Hotel/Motel) key market segment as assigned throughout the District selling a variety of hard-line products, commercial fitness equipment, related programs and commercial services (i.e. out-of-warranty repair, parts, delivery, installation) with a key focus on new business development in the Hospitality market segment. This position is responsible for effective entry into the Hospitality key market segment by developing and and maintaining relationships with key buying influence contacts and by working collaboratively with National Account Managers utilizing Strategic and Conceptual selling methodologies to drive large, strategic sales. This outside selling position demands a high degree of self-motivation, and well developed key account planning, organization and time management skills. Also requires excellent communication, presentation and negotiation skills, and the ability to present both product and commercial service solutions of the company in response to th unizue needs of each customer. Emphasis is on new business development, strategic and consultative selling. Hospitality segment accounts are managed by the Account Manager utilizing Salesforce.com our online Customer Relationship Management (CRM) application, SearsCommercial.com eCommerce ordering system and through our National Sales Operations suport and order management center, * Attainment of sales and margin goals by account sales volume profile * Achievement of commercial services income goals * Market planning, lead, opportunity and account development utilizing Salesforce.com CRM * Execution of the Miller Heiman(R) strategic and conceptual selling methodology * Meeting standards for new business development and new account acquisition * Maximizing utilization of the Sears Commercial.com eCommerce ordering system and the Augusta Order Management Support Center * presenting product and service offerings to customers * Trade association involvement * Adherence to mileage/expense, pricing and procedural requirements * Adherence to all local distributor product policies and procedures * Adherence to all company guidelines for professional and ethical conduct * Demonstrates Sears Leadership Principles: Customer Focus, Change Management, Drive for Results, Teamwork, Performance Management, Diversity/Inclusiveness * Performs miscellaneous selling duties as requested by management *Experience in the selling into the Hospitality key market segment industries, or equivalent experience in a related business-to-business direct sales environment with an emphasis on Hotel/Motel: previous Appliance PTAC and Commercial Fitness sales experience desired *Previous strategic and consultative selling skills desired * College, technical and/or continuing education required * PC skills (spreadsheet, word processing, presentation, CRM via Salesforce.com and order management programs, etc. and internet). * Previous experience presenting and on-boarding B2B customers to a eCommerce procurement solution * Travel - Account managers work from their homes and drive to their client's business throughout the District. Must have valid driver's license, access to a vehicle and proof of insurance at the limits required by the company.
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