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Global Account Representative

Taylor-Dunn Manufacturing Company

This is a Full-time position in Anaheim, CA posted January 25, 2022.

Take advantage of an exciting opportunity to be part of an innovative new Fortune 500 carve out and start making your mark on day one!

The GEM and Taylor-Dunn Global Account Representative (GAR) will deliver world-class value to GEM and Taylor-Dunn customers and external stakeholders by leveraging our market-leading products, strategic vision and best-in-class team to drive profitable growth and the establishment of long-term strategic relationships.

Reporting to the Global Sales Manager, the GAR will lead strategic initiatives related to relationship support and contract management, international sales and high-potential direct customer accounts.

The GAR will maintain and develop strong direct and government customer relationships to meet and exceed corporate sales objectives for the direct-to-consumer sales business while also increasing total overall fleet share.

In this role, the GAR will need to project a professional and confident image in-person, over the phone and via email to successfully influence sales decisions and ensure the customer’s commercial vehicle needs are met or exceeded.

Essential Duties and Responsibilities

Execute and Manage Current Direct Relationships and Contracts– 50%
Develop & support strategic relationships with key direct customer contacts to ensure requests are addressed in a timely fashion and in accordance with customer expectations.
Responsible for managing the post-quote sales process with direct customers, seeing opportunities through from order submission to unit delivery.
Assist in the management of direct customer support hotline and email inbox.

Work in conjunction with Global Sales Manager to prioritize requests and aid in customer support functions as necessary.
Ensure yearly direct customer Request for Proposal (RFP) and Request for Quotation (RFQ) solicitations are updated in accordance with current pricing and discount levels.
Own relationships with third-party sales contracting partners including of US General Services Administration (GSA), Defense Logistics Agency (DLA), Sourcewell and State Contracting agencies.
Maintain a Customer Relationship Management (CRM) program that includes control of all price list information and compliance with terms of each contract price list.
Educate direct sales team on standard operating procedures (SOPs) for identifying direct/national account customers and how to manage potential conflict with the dealer sales channel.
Provide Global Sales Manager with weekly activity reports that identify key sales opportunities and recommends new customer prospects along with areas for relationship development.
Serve as liaison between customers and Service Support Team to ensure delivery, technical service, training, and/or post-sales support and issue resolution.

Maintain and Develop International Markets – 30%
Manage existing relationships with international dealerships and distributors to achieve yearly sales goals in accordance with guidance from company leadership.
Promote and pursue financially stable collaborative partnerships within developing international markets and provide recommendations to further growth of the international business.
Maintain sales metrics and reports for global sales; report results to leadership on a quarterly basis.
Serve as company expert on applicable international business law and customs; research and stay up to date as necessary.
Provide updated marketing and sales material to international partners to ensure product awareness in local markets is meeting expectations.
Identify international markets and industries to target; own the process of training local dealerships and distributors to attack these opportunities head on
Oversee High-Potential Direct and Government Accounts – 20%
Own the sales relationship with several high-potential direct and government accounts; grow incremental sales Year-Over-Year (YoY) to meet or exceed business expectations.
Draft quotes and provide product recommendations for both formal and informal solicitation requests; see sales process through from initial contact to close.
Responsible for post-sales follow-up and relationship management for selected accounts; work to ensure customer requests are followed-up with in a timely fashion.
Develop and maintain customer logbook and best practices to ensure seamless transition of accounts once mature to Global Sales Manager.
Establish relationships with Channel Sales team members to connect accounts with local dealer contacts on service and warranty related items.

Skills and Experiences

Required Skills and Experiences
Bachelor’s Degree in related field (Business, Marketing, Management, Human Resources, etc.)
Minimum 3-5 years sales experience with a background in business-to-business (B2B) sales and/or business to consumer (B2C) sales; proven track record preferred
Excellent customer service skills.

Ability to balance customer relationships with business needs
Strong numeric skills, with the ability to calculate figures and amounts such as discounts, interest, commissions, proportions, and percentages
Proficiency MS Office Suite (Word, Outlook, PowerPoint, Dynamics); Excel certification preferred
Well-developed communication skills – verbal (including phone), written (including email) and listening
Must be able to work remotely without direct supervision and be a self-starter
Exceptional time-management and prioritization skills
Possess a demonstrated bias for action, especially in the face of uncertainty

Preferred Skills and Experiences
Experience with Government/Military contracting and solicitation process
Experience dealing with large multi-national customer purchasing processes
Willingness to relocate and take on positions of increasing responsibility within the company

Work Environment
Remote/home office work environment; ability to office out of Orange County, CA if desired
Dynamic start-up style environment with opportunities for advancement
Some travel (10-15%) to remote locations and corporate functions my be required
Reports to Global Sales Manager

GEM and Taylor-Dunn Closing Information

GEM and Taylor-Dunn is an Equal Opportunity Employer and will make all employment-related decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, age, disability, marital status, familial status, status with regard to public assistance, membership or activity in a local commission, protected veteran status, or any other status protected by applicable law.