Sales Account Manager

Who are we:
 

Heidelberg USA is a reliable and highly innovative partner to the printing industry. Our brand has been synonymous with quality and future viability for more than 170 years. This means that we are a company with a long tradition, but at the same time we help define the future trends in our industry thanks to state-of-the-art technologies and innovative business ideas. We are dedicated to our equipment, our technology, our associates, and our customers. Come join the team!  

Are you looking for a challenge? That's what we offer!

Sales Account Manager

Job Description

The Heidelberg Sales Account Manager has the ability to build strong relationships with existing and future customers. The individual's responsibility lays in covering a geographical area in Southern California, parts of Arizona and Nevada. As a consultative problem solver, product and application expertise is required in order to understand the customer's and prospect's needs. The individual has the ability to tailor and offer solutions that directly impact the user's operation and bottom line.

The Heidelberg Sales Account Manager acts and is perceived as a trusted advisor, guiding clients through a process of selecting and investing in equipment and software solutions that will drive their success. The individual bridges the gap between technical capabilities and business needs.

Essential Duties and Responsibilities:

• Identify and qualify potential customers within the assigned territory through various methods, including cold calling, networking, industry research and on-line resources.
• Develop and maintain strong, long-term relationships with new and existing customers by understanding their business needs, operational challenges and equipment/software/solutions requirements.
• Serve as trusted advisor, providing expert guidance and recommendations on solutions that meet prospects specific needs.
• Develop and execute strategic sales plans to key target accounts and the accounts in the territory in general.
• Achieve or exceed respective sales targets for all product lines assigned.
• Build and maintain a robust sales pipeline
• Develop and present compelling sales presentations, effectively communicating, features, benefits and value proposition of HEIDELBERG solutions.
• Act as primary point of contact for customers, addressing inquiries, providing product information, and offering ongoing support.
• Generate new business opportunities for Heidelberg while maintaining professional customer relationships.
• Involve all stakeholders in the sales process.
• Conduct customer visits as per defined frequency plan to ensure full market coverage.
• Negotiate and close contracts in line with given price lists and discount structure
• Keep up to date regarding Heidelberg product knowledge across all product lines
• Maintain accurate and timely records and maintain relevant information utilizing companies CRM system
• Business plan development for assigned territory and timely forecasting of deal to close
• Attending trade shows, sales meetings, or other business or industry affairs. 

Qualifications and Skills:

• Willingness to acquire detailed product knowledge.
• Goal oriented and driven to achieve sales targets
• Understanding and persistent application of the sales process from prospecting to closing.
• Industry awareness.
• Technical Aptitude - while not an engineer, the individual understands technical concepts and is able to discuss specifications and applications with the technical personnel on the client’s side.
• Professional demeanor. With this the individual instills confidence in potential clients. This includes appearance, communication style and overall approach.
• Strong communications skills
• Relationship focused

Key Competencies/Work Environment:

• Company Car provided
• Company issued mobile phone
• Company issued laptop computer

Location:

• Southern California
• Arizona
• Nevada

Compensation:

70,000 + Commissions

ADA:  Heidelberg will make reasonable accommodations in compliance with the Americans with Disabilities Act of 1990.

OSHA:  Heidelberg provides a workplace free from serious recognized hazards and complies with standards, rules and regulations issued under the OSH Act. Heidelberg examines workplace conditions to make sure they conform to applicable OSHA standards. Heidelberg ensures employees have and use safe tools and equipment; and properly maintain such equipment.

EEO/AA Statement:  Heidelberg is committed to the principle of equal employment opportunity for all employees and applicants for employment, and to providing employees with a work environment free of discrimination and harassment.  All employment decisions at Heidelberg are based on business needs, job requirements and individual qualifications, without regard to race, creed, color, religion or belief, national, social or ethnic origin, citizenship status, sex (including pregnancy), age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and/or expression, marital, civil union or domestic  partnership status, past or present military service, protected veteran, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate.  Heidelberg will not tolerate discrimination or harassment based on any of these characteristics.

Pay Transparency Nondiscrimination Provision: Heidelberg will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information.

Good to know: Rarely are there candidates who fulfill all requirements 100%. Even if you don't fulfill all requirements, we look forward to receiving your application in any case.