Sales Account Manager

Job Overview

The Sales Account Manager (SAM), reporting to the Regional Sales Manager, plays a pivotal role in acquiring new business and nurturing existing customer relationships. The SAM is responsible for maintaining and developing existing customers through high levels of service to expand and strengthen the relationship. This role will identify, qualify, and support the upsell of existing customers seeking the organizations products and services. Additionally, the HTM is responsible for acquiring new business within an assigned territory. As a vital member of the sales team, this role focuses on strategic planning, administration, and optimizing revenue within their assigned territory.

Duties & Responsibilities

Sales Activities

• Meet or exceed minimum sales activity requirements set by the company.
• Achieve or surpass revenue and customer retention goals.
• Meet or exceed Book of Business growth targets for the territory.
• Aggressively sell Gateway services to prospective customers in a specific territory.
• Adopts and expertly uses the provided Customer Relationship Management (CRM) tools to manage and track customer interactions.
• Continuously sell all products and services offered by Gateway or affiliated companies.
• Collaborate with the sales and operations team to develop effective sales and service strategies.
• Proactively conduct outbound customer outreach calls weekly.
• Maintain a high-profile presence in the market through client care visits.

Account Management

• Develop and maintain existing customer relationships through ethical and appropriate methods.
• Identify Key Accounts where revenue may be decreasing and formulate retention strategies.
• Conduct strategic account reviews with all assigned customers regularly.
• Ensure timely follow-up on all account issues for Key Accounts.
• Organize sales activities and utilize geocoding to maximize productive time.

Market Analysis and Reporting

• Develop an annual sales and marketing strategy to accomplish sales goals and budget.
• Monitor and anticipate competitive activity to position Gateway or affiliated company as the preferred vendor.
• Complete standard weekly and quarterly reports along with any ad hoc reporting requests.

Customer Service

• Liaise with customers to understand their requirements for current and upcoming products and services. 
• Handle and respond to all customer problems and inquiries expediently and in the best interest of both the customer and the company. 
• Debrief on any Key Account service issues with the appropriate Operations team members. 
• Understand the unique needs and challenges of each veterinary clinic and tailor our services to meet those requirements.

Education, Training & Qualifications

• Previous industry experience, including familiarity with veterinarian clinics or the vet industry.
• 3+ years of account management or equivalent in-hospital experience.
• Understanding and application of account management skills.
• Post-secondary education, preferably in business or sales and marketing strongly preferred.
• Proficiency in Microsoft Office suite and strong internet skills.
• Comfortable working towards Key Performance Indicators (KPIs).
• Clean driver's record and access to a vehicle.

Skills & Abilities

Communication Skills

• Oral Communication: Excellent oral communication skills, comfortable in presenting complex topics in front of industry experts in one-on-one and group situations and presentations.
• Written Communication: Effectively expresses ideas through a variety of written communications (e-mails, reports, memos, etc.), demonstrating strong writing skills.
• Listening: Demonstrates attentiveness and the ability to understand and apply the oral communications of others to the selling situation at hand, through active listening skills.

Personal Motivation

• Self-starter with initiative and internal motivation.
• Maintains integrity and organizational norms.
• High energy and stamina with a sense of urgency.
• Effective stress management and commitment to success.
• Positive attitude and enthusiasm.
• Strong organizational and time management skills.
• Tenacious and resilient in pursuing sales objectives.
• Independence and continuous self-improvement.

Interpersonal Skills

• Team player with a willingness to assist others.
• Demonstrates sensitivity, empathy, and reliability.
• Persuasive with a keen sense of judgment.
• Decisive and creative in problem-solving.
• Maintains a professional appearance and demeanor.

Working Conditions

• Mobility to drive a vehicle for business needs.
• Ability to sit for up to eight (8) hours per day. 
• Ability to walk for up to four (4) hours per day. 
• Proficient in operating a personal computer. 
• Regular communication over the phone with customers and colleagues 
• Up to 50% travel (overnight) as required. 
• May occasionally be exposed to elevated noise levels, such as from office equipment or when visiting a Care Center 
• May occasionally be exposed to elevated heat levels when visiting a Care Center 
• Lifting or moving up to 50 lbs. may be required. 
• Some weekend work to meet hard deadlines and to attend industry conferences.