Account Manager - Western, PA

As an Account Manager at Applied Controls, your primary responsibilities include driving sales at assigned accounts, conducting gap analysis to grow product offerings, negotiating pricing agreements with vendors, and promoting our solutions group. Additionally, you'll collaborate with inside sales to connect with 'B and C' customers and actively participate in training and events to educate clients about our automation products.

To be considered for the Account Manager role at Applied Controls, candidates should possess experience in industrial automation and solution/project sales involving technical products. A strong understanding of automation applications, superior selling skills, and proficiency in essential software like Word, Excel, and PowerPoint are also required. Familiarity with CRM systems such as TDF is beneficial.

The Account Manager position at Applied Controls requires travel to customer sites approximately 12 times a week. This travel is essential for building relationships with clients and understanding their needs for automation solutions, ensuring you can effectively promote the right products.

Success as an Account Manager at Applied Controls hinges on superior selling skills, a deep comprehension of automation products and their applications, and excellent presentation abilities. Additionally, candidates should possess strong PC skills and the ability to update CRM activities timely and accurately.

In the Account Manager role at Applied Controls, you will have access to ongoing technical training, webinars, and support from product specialists. This collaborative environment ensures you can leverage vendor relationships and align on strategies to meet customer needs effectively.

When answering this question, outline your relevant sales experience, providing specific examples of previous roles in industrial automation. Discuss the types of products you've sold, the challenges you faced, and how you successfully overcame them to achieve your sales targets.

Emphasize the importance of communication, trust, and follow-up. You can mention specific techniques like scheduling regular check-ins, providing value-added insights, and demonstrating a genuine interest in understanding each client's unique needs to foster strong relationships.

Explain your methodical approach to conducting gap analysis. Discuss skills such as identifying customer needs through collaboration, analyzing current product offerings, and making recommendations on how Applied Controls can meet those needs with our solutions.

Share a compelling story that illustrates how your efforts led to exceeding sales goals. Highlight strategies you implemented, any challenges you faced, and how you leveraged your skills and resources to achieve exceptional results.

Discuss the significance of teamwork in your sales approach, particularly in collaboration with marketing, product specialists, and inside sales. Emphasize how working together strengthens client relationships and enhances the overall sales process.

Talk about the various methods you use to stay abreast of industry trends, such as attending seminars, reading relevant publications, and participating in training sessions. Show your commitment to continuous learning and how it enhances your effectiveness as an Account Manager.

Provide examples of your negotiation techniques, such as preparing thoroughly by understanding market rates, assessing customer needs, and building rapport with vendors. Emphasize how fair negotiations can lead to mutually beneficial agreements that enhance sales.

Highlight your approach to addressing customer dissatisfaction, with a focus on listening to their concerns, empathizing, and taking prompt action to resolve the issue. Talk about the importance of follow-up to ensure the customer is satisfied with the solution offered.

Share your hands-on experience with CRM systems, particularly with TDF or any other that you've used in past roles. Discuss how you utilize these systems for tracking sales activities and managing customer relationships, showcasing your organizational skills.

Reflect on your interest in Applied Controls, discussing how the company’s focus on automation solutions aligns with your career goals. Mention specific aspects, such as their commitment to supporting local manufacturers, which excite you about the opportunity.