Basic Function:
Provide strategic oversight of assigned OEM accounts through office and other non-manual work directly related to the company’s sales operations, customer management practices, and general business operations. This role is expected to be primarily engaged in exempt-level responsibilities such as analyzing account performance, interpreting customer and internal operating requirements, developing recommendations, advising leadership, planning account strategy, and exercising discretion and independent judgment on matters affecting revenue, margin, service levels, forecasting, and long-term customer retention.
Accountabilities and Decision-Making Authority:
Lead the administration of assigned OEM accounts with responsibility to evaluate business conditions, interpret policies and operating requirements, prioritize account actions, recommend solutions, and make independent decisions within established objectives and guidelines on matters affecting revenue, margin, customer commitments, and operational performance.
Essential Responsibilities/Duties:
- Manage a portfolio of strategic OEM accounts and develop account strategies that support revenue growth, retention, profitability, and service objectives.
- Analyze customer demand, order patterns, forecast inputs, margin considerations, and performance trends to identify risks, opportunities, and recommended business actions.
- Interpret customer requirements, pricing parameters, service expectations, and internal policies to determine appropriate account actions and advise stakeholders on available options.
- Recommend and implement account management practices, workflow improvements, escalation plans, and operating approaches that improve customer performance and operational efficiency.
- Serve as a primary advisor to sales leadership and cross-functional partners regarding account health, commercial issues, service risks, and resolution strategies.
- Lead customer business reviews, recurring account calls, and internal planning discussions to align priorities, communicate recommendations, and drive follow-through on actions with business impact.
- Exercise discretion and independent judgment in resolving complex customer, service, and supply issues, including determining when to escalate matters based on financial, operational, or customer impact.
- Oversee CRM, ERP, forecasting, and customer portal activity to support accurate business records, actionable reporting, and decision-making by leadership.
- Collaborate with Operations, Procurement, Accounting, Customer Service, and Outside Sales to influence outcomes on matters affecting account performance, customer commitments, and operating results.
- Perform other duties as assigned in support of business objectives, provided such duties remain consistent with the scope and level of the position.
Minimum Qualifications
Education/Experience:
5+ years of experience in complex account management, sales operations, strategic customer support, or a related business role involving analysis, forecasting, problem solving, negotiation, and cross-functional decision-making.
Bachelor’s degree in business, marketing, supply chain, or a related field, or an equivalent combination of education and relevant experience.
Knowledge:
Knowledge of sales operations, account planning, forecasting, commercial processes, and business systems used to manage customer performance and support operational decision-making.
Skills:
Strong analytical, business judgment, and decision-making skills.
Ability to evaluate alternatives, develop recommendations, and act independently within broad guidelines.
Demonstrated capability to interpret policies, assess business impact, and recommend actions on matters affecting customer and operational performance.
Strong communication, presentation, negotiation, and relationship-management skills with the ability to advise customers and internal leadership.
Advanced proficiency in CRM systems, ERP platforms, reporting tools, and Microsoft Office applications, especially Excel.
Skills Required
- 5+ years of experience in complex account management, sales operations, or strategic customer support
- Bachelor's degree in business, marketing, supply chain, or a related field
- Knowledge of sales operations, account planning, and forecasting
- Strong analytical and decision-making skills
- Advanced proficiency in CRM systems and Microsoft Office applications, especially Excel
What We Do
SunSource, a leader in industrial and mobile fluid power distribution for over 85 years, provides customers with innovative solutions that help reduce maintenance costs, lower operating costs and increase productivity. The solutions are part of the SunSource Advantage: a comprehensive program offering design and engineering support; supply chain optimization; productivity solutions; value-added services; and repair capabilities. As a national distributor with local presence, SunSource has a unique and dominant position as a full-service resource for the industrial, OEM, MRO and mobile industrial equipment industries. We distribute a broad range of components, but SunSource is much more than a distributor just supplying fluid power components or systems. Along with high-quality products, we provide a commitment to high-quality customer service and technically sound, cost-effective solutions. SunSource’s history of accomplishment and continued growth means that we give the best condition to energetic, driven people to be effective in their role. We pride ourselves on a culture that provides opportunities for development and advancement of our associates. In addition, we build meaningful relations with our customers, suppliers and internal associates. We are all bound by a pledge to a common mission toward providing the highest quality products and services within our industry and achieving the company’s growth objectives
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