Title: Sales Account Manager -

Reports to: Senior Vice President of Sales Management

Based in: Lakewood, NJ - Territory is Ocean County, Monmouth County, Atlantic County, Burlington County, NJ

Compensation:

• Salary: $60,000 to $80,000 plus bonus
• Position includes:
  • Company car
  • Gas card
  • EZ Pass
  • Expense account
• Comprehensive Benefits Package includes:
  • Medical insurance
  • Dental insurance
  • Vision Insurance
  • Life Insurance
  • Disability insurance
  • AFLAC Plans for Cancer, Accident, and Hospitalization Coverage
  • 401 K with Company Match
  • Education Assistance

About ABCO: Established in 1949, ABCO HVACR Supply + Solutions is the largest full line distributor of HVAC and Refrigeration systems and supplies in the Northeast United States.

Whether it’s getting a vital part delivered in an emergency, to providing the service and know-how to create innovative solutions, ABCO is determined to help our customers thrive. We provide solutions and services to contractors, engineers, architects and developers with 17 fast-access locations, ranging from Baltimore/Washington DC to Boston.

Our mission is to exceed customers’ highest expectations. With ABCO, customers are supported with a deep inventory and extensive delivery capabilities, and smarter strategies to help ensure their success and profitability.

For more info, visit our website at www.abcohvacr.com.

Job purpose:  To market and sell the full ABCO product offering through account management and development, the implementation of strategic sales plans, and the utilization of all available resources and skill sets

Requirements:

• Experience: at least 5 years experience in HVAC industry; Local Experience Preferred
• Education: high school diploma; Associates Degree or Technical/Vocational School a plus
• Skills and traits
  • ​HVAC/R knowledge a MUST
  • Team leader/builder
  • Excellent communicator
  • Flexible/ adjusts easily
  • Polished and professional
  • Assertive
  • Knowledge of geographic territory
  • Mechanically inclined
  • Working knowledge of the Microsoft Suite; CRM  knowledge a plus
• Travel: Willing to travel within all areas of territory (company car provided)

Key responsibilities and accountabilities:

• Account Management
  • Maintain existing account list and house account list
  • Add and develop new accounts in all business segments, including:
    • Residential dealer development
    • Refrigeration account development
    • Commercial dealer development
  • Ensure positive customer relationships
  • Act professionally and ethically
  • Manage financial stability of customer accounts
    • Track Accounts Receivables for customers
    • Review customer payment practices and identify ways to improve

• Time Management
  • Prioritize and coordinate multiple simultaneous time sensitive projects and tasks
  • Schedule sales calls in a timely and efficient manner
  • Utilize Outlook Calendar to schedule sales calls and meeting schedule
  • Utilize Phocas Software to identify customers nearby to one another to aid efficiency in scheduling
  • Utilize all modes of communication to aid in efficiency (ex. phone calls, emails, texts)

• Marketing
  • Products
    • Have a comprehensive knowledge of and be able to communicate ABCO’s diverse product offerings and their applications
    • Communicate new product offerings and product updates to customers
    • Maintain  sufficient levels of current product literature and support materials
  • Vendor Programs
    • Understand and be able to intelligently communicate the benefits of vendor offered programs
    • Maintain up-to-date knowledge of programs and their implementation
    • Relay information requests and strategic marketing requests to appropriate departments
    • Maintain  sufficient levels of current vendor literature and support materials
  • ABCO Programs
    • Understand and be able to intelligently communicate the benefits of programs offered by ABCO, including:
      • ABCO University
      • ABCO EXPO Trade Show
      • ABCO Adventure Trip
      • Branch counter days
  • Maintain adequate levels of current program literature and support materials

• Information Management
  • Quotations and Orders
    • Prepare quotes in a professional manner, according to ABCO guidelines
    • Provide customers with quotes in a timely manner
    • Provide follow up assistance and information regarding quotes
    • Communicate competitive situations with sales leadership team
    • Coordinate with appropriate ABCO Teams to develop accurate quotes, including:
      • Applications Engineers
      • Product Managers
      • Branch Managers
      • Customer Service Representatives
      • Sales Management
    • Facilitate orders by communicating pertinent information to the appropriate personnel, including those in the departments above
  • Reporting
    • Reporting of information to appropriate personnel
    • Submit Activity and Initiative Update on a bi-weekly basis
    • Submit lost sale reporting via email
    • Submit weekly expense reports
    • Submit Account List Cleanup at least once per month
    • Provide all other reports as requested

• Communication
  • Maintain an open flow of communication, both verbally and written, among the following:
    • Customers
    • Sales Management
    • Branch Management
    • Applications Engineers
    • Product Management
    • Credit & Collections
    • Other Sales Account Managers
    • Other departments
  • Utilize all available resources to create informative and compelling customer presentations
  • Communicate competitive information to appropriate sales and product management personnel on in a timely manner

• Professional Development
  • Continually increase knowledge of each business segment:
    • HVAC (both commercial and residential)
    • Refrigeration
    • Commodities
    • Parts and Pieces
  • Participate in training and seminars as required
  • Attend ABCO University classes that take place in your territory or market