Outside Sales Account Manager - Air Compressor Sales & Services - SE MA & RI

SunSource - Northborough, MA

Full-time

Remote - Northborough, MA

Transportation Equipment Manufacturing

About the position

The Hope Group, a leading provider of fluid power and motion control solutions in New England, is seeking an Outside Sales Account Manager for Air Compressor Sales & Services. This position is crucial for managing a sales territory in Southeastern Massachusetts and Rhode Island, requiring the candidate to be based within that region. The role involves aggressively pursuing sales of compressed air products and services, which encompass new machine sales, accessory equipment, service, parts, rentals, lubricants, and additional consultative services such as energy audits, air surveys, and training programs. In this position, the Account Manager will provide customers with engineering services and consultation, including the engineering of complete compressed air systems. A proactive approach is essential, as the candidate will need to analyze customer accounts to determine potential present and future equipment needs. Establishing rapport with customers and matching the benefits of equipment to their needs is a key responsibility. Additionally, the role involves identifying, developing, and educating a sub-dealer network in the assigned area to sell and service small air compressor products. The Account Manager will also educate architects and engineering firms to write specifications that require the use of HAS Vendor equipment. The successful candidate will research and prepare presentations of products designed to satisfy specific account requirements while maximizing company profits. They will be responsible for preparing written quotes and tracking all active quotations using the company CRM system, Tour deForce. Furthermore, the Account Manager will supervise the acquisition, ordering, delivery, installation, and start-up of product orders for end-user accounts, ensuring that both The Hope Group and the customer fulfill contract requirements. Staying current on equipment technology, both HAS and competitive, is vital to succeed in competitive selling situations. The role also includes representing the company at industry and high-level trade show events and providing advanced systems consultation to customers.

Responsibilities

• Aggressively pursue sales of compressed air products and services including new machine sales, accessory equipment, service, parts, rentals, lubricants, and consultative services.
• Provide customers with engineering services and consultation for complete compressed air systems.
• Analyze customer accounts to determine potential present and future equipment needs.
• Establish rapport with customers and match equipment benefits to their needs.
• Identify, develop, and educate a sub-dealer network in the assigned area.
• Educate architects and engineering firms to write specifications requiring HAS Vendor equipment.
• Research and prepare presentations of products to satisfy specific account requirements.
• Prepare written quotes and track all active quotations using the company CRM.
• Supervise the acquisition, ordering, delivery, installation, and start-up of product orders for end-user accounts.
• Stay current on equipment technology to enhance competitive selling ability.
• Represent the company at industry and high-level trade show events.
• Provide advanced systems consultation to customers.

Requirements

• High School Diploma or GED required; Bachelor's degree in Engineering or Business preferred.
• Proven ability to work with technical products and sales, with at least three years of direct customer contact dealing with air compressors or similar products.
• 2+ years of industrial sales experience; experience in air compressor systems preferred.
• Desire, self-confidence, imagination, commitment, and self-motivation to sustain required sales activity independently.
• Excellent written and verbal communication skills, with emphasis on developing positive relationships with customers and clients.
• Strong presentation, negotiating, and problem-solving skills.
• Proven ability to analyze customer requirements and consult on recommended solutions to compressed air problems.
• Strong organization and time management skills.
• Valid driver's license and insurability to operate a vehicle required.
• Proven leadership, management, and motivational skills.