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General Summary
The Account Manager is responsible for developing and maintaining strong customer, industry, and community relationships for the purpose of sales within an assigned geographic area. This person will develop a thorough knowledge and understanding of their market area through analysis of competitors, plant locations, pricing, market conditions, and consumption levels. The position receives guidance with respect to general objectives. In the majority of tasks and projects assigned, the incumbent determines methods, work sequence, scheduling, and how to achieve objectives of assignments while operating within specific policy guidelines. Specifically, he/she will receive guidance with respect to their performance expectations consistent with overall business goals, including, but not limited to sales volumes, pricing, collections, market presence, and market share. The incumbent must practice absolute confidentiality. Good judgment and common sense is required in all duties and any other tasks as assigned. Normal work hours are Monday to Friday 7:00am to 5:00pm, evenings and some Saturdays are required on occasion. Minimal overnight travel (up to 10%) may be required. This job description provides an overview of responsibilities and task to be performed. It is not intended to be an all-inclusive job description as needs tend to change over time.
Essential Duties and Responsibilities
Safety
Complies with all safety policies, procedures and established safe practices and ensures that all direct reports do the same. Reports all unsafe conditions and actions to a supervisor and/or the Manager Safety and Health.
Monitors the safety practices (including PPE) of all team members and proactively addresses deficits.
Follows all requirements listed in the Supervisor Safety Procedures Manual (SSPM) including, but not limited to, safety training, emergency procedures, accident reporting and investigation, and employee observations.
Ensures compliance of production staff with all policies and procedures, OSHA, MSHA, and NCDOT guidelines.
Maintains a clean and orderly work area and meets other housekeeping needs as required by Sunrock, MSHA 30 CFR 56.20003, and OSHA 29 CFR 1910.22.
Sales
Meet or exceed annual product sales in units and price as set forth by the Sales Manager and Director of Sales.
Support the Finance Team in collecting cash and meeting the Daily Sales Outstanding (DSO) target.
Proactively develop and maintain long term customer relationships.
Familiarity with 2210 (Earthwork), 2510 (Asphalt Paving), 2520 (Concrete Paving), 3300 (Concrete), and 4501 (Masonry Grout) specifications. Ensures job specifications are directed to QC for formal analysis of project requirements.
Communicates any quality control issues or customer complaints to the appropriate parties in a professional and timely manner. Actively participates in problem resolution as requested.
Complete quarterly sales forecast – both units and price as it relates to the specified market area and customer base.
Entertain current and prospective customers in accordance with guidelines provided by the Sales Manager and Director of Sales.
Coordinates pricing with other account managers as it relates to projects with multiple customers requesting Sunrock pricing to ensure pricing integrity within the customer base and market.
Understands have the ability to sell all Sunrock product and services
Create own sales approach including quick elevator pitches, utilization of company PowerPoint presentations and other items that help develop business and ensure sales targets are met.
Participates regularly in industry and community events with the aim of garnering new business and communicating Sunrock’s brand. Examples include: ABC, CRMCA, Chamber of Commerce, Homeowners associations, etc.
Uses lead services (e.g., Dodge, iBuild, etc.), the internet and local periodicals as additional sources for new project leads.
Marketing
Continuously define sales opportunities in the markets you serve.
Understand local competitors’ capabilities and participate in quarterly mixer truck count.
Communicates to Sales Manager all pricing that falls outside of market trends, key competitor information and key customer information.
Credit
Works with the credit department to obtain key information for setting up new accounts and determining appropriate credit limits.
Gathers requested information prior to the start of significantly sized jobs to facilitate the lien/bond process should it become necessary.
Regularly communicates with all customers regarding outstanding collections and facilitates payment as directed by the credit department
Customer Service
Administrative
Support the collection for the Credit department of Notice to Liens, Job site Bonds and ensure all sales orders/quotes are signed by customers.
Ensures all purchase orders are submitted to the Sales Manager for review and approval as soon as received.
Abstains from all communications and behaviors which may be perceived as collusion or other violations of unfair competition and anti-trust law. Seeks assistance from the Sales Manager regarding questions about the law.
Ensure materials are not shipped before a quote is generated. Utilizes the Sales Coordinator as a resource for generating quotes.
Required Skills
Ability to establish and maintain interpersonal relationships. Develop constructive and cooperative working relationships with others, and maintaining them over time.
Ability to effectively present information and respond to questions from groups of managers, clients and customers.
Ability to understand customer needs and issues and link them to Sunrock’s offerings.
Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents in English. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community in English.
Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
Ability to prioritize, organize, and ensure assignments are completed on time.
Attention to detail.
Proficient personal computer skills including electronic mail, record keeping, routine database activity, word processing, excel spreadsheets, graphics, etc.
Handles multiple projects simultaneously.
Experiences Required
Associate degree (A.A.) or equivalent from two-year college or technical school required. One (1) to two (2) years of related experience and/or training required. Bachelor's degree (BA/BS) from four-year college or university with two (2) years of related experience preferred. Other combinations of education and experience may be considered.
Certificates, Licenses, Registrations
Current North Carolina Driver’s License required
NCDOT Level I Concrete Technician license, preferred
Ability to obtain North Carolina Weigh Master license and where applicable
Ability to obtain VDOT Weigh Master license, preferred
The Package:
Sunrock offers the following benefits:• Paid bi-weekly-competitive pay• 3 weeks of PTO (paid time off), plus 8 paid holidays• Medical insurance: Company provided dental and other voluntary supplemental insurances• 401K with company matching• Growth opportunity
We are the PEOPLE, who make the PRODUCTS, that BUILD YOUR WORLD Sunrock prides itself on being a privately-held, family-owned construction materials supplier and contractor for almost 70 years. We are centrally located in the Raleigh/Durham Metro area and are fortunate to have a wealth of talent to support the growing market. Unlike many of our competitors, Sunrock is vertically integrated. We offer our customers a “one-stop shopping” experience by producing aggregates, recycled aggregates, asphalt, concrete and a full line of grading and paving contracting services. We strive to have superior relationships with our customers, employees, vendors and communities in which we operate.
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For questions, please call 1-855-OUR ROCK
Sunrock is an Equal Opportunity Employer and makes all employment decisions without regard to race, color, sex, sexual orientation, gender identity, gender expression, national origin, religion, age, disability, genetic information, veteran status, marital status, citizen status, or any other legally protected status under local, state, or federal law.