Client Account Representative
Job Title: Client Representative Department: Sales
Reports To: Sales Operation Manager FLSA Status: Non-Exempt
Pay: Base salary plus commission
Summary:
The Client Representative is responsible for the management of the Strategic and Tactical customer relationship for all assigned accounts and prospective clients. The Client Representative will be the primary interface between the Company and the Client, coordinating internal resources to support the Company's financial and growth objectives while providing the Client with exceptional customer service and satisfaction. Pursues relationships with potential new accounts and seeks business expansion opportunities with current clients. Has detailed knowledge of products and services being offered and ensures that products and services consistently meet client needs. May support higher-level field sales engineers working with larger accounts. May visit client locations periodically to ensure client satisfaction and promote ongoing contract renewal. Provides sales quotations and responds to requests for proposals.
Essential Duties and Responsibilities: The essential functions include, but are not limited to the following:
- Revenue Management:
- Customer Retention and Growth Development: The Client Representative strives to retain and grow our business in assigned accounts
- New Customer Acquisition: The Client Representative actively seeks to develop relationships and engage with prospective customers leading to new project partnerships.
- Quote / Proposal Management: Client Management is intimately involved in the customer quote development and negotiation processes, including technical product design and specification documentation.
- Program Order Management: The Client Representative enters orders, reviews for contract adherence, works closely with other functional departments (planning, supply chain, and engineering) to drive activities that ensure customer orders are processed, scheduled, and delivered on-time.
- Account Profitability: Client Representatives help ensure profits to target metrics are maintained. Client Representatives ensure any additional costs driven by customer engineering changes, demand and schedule changes and material cost increases are addressed.
- Finance Management: Client Representatives help ensure the customer is paying invoices on time.
- Forecast Management: Client Management prepares and analyzes the revenue forecast by consulting and actively working with their customer. Client Representatives will review variances to revenue targets versus actuals for the month.
- Life Cycle Management:
- ECO (Engineering Change Order) Management: Client Representatives work within the ECO process to ensure all customer change orders are properly implemented.
- NRE (Non-Recurring Engineering) Management: Client Representatives help manage NRE expenses and properly quote such costs to the customer.
- RSV (Reserve Inventory) / PMI (Partner Managed Inventory) Management: Client Representatives manage and coordinate the quoting and consumption to plan of End of Life inventory and PMI.
- Quality Management: Client Representatives coordinate internal resources to resolve Quality related issues (i.e., Continuous Improvement Requests, root cause analyses, Supplier Corrective Action Requests, etc.)
Supervisory Responsibilities:
This position has no supervisory responsibility.
Required Quality Training:
Hazardous Communication Overview (HazCom)
Electro-Static Discharge Overview (ESD)
ISO 9001 & 13485 Overview
Functional Learning Plan
Competencies
- Customer/Client Focus
- Conflict Resolution and Problem-solving
- Technical Capacity
- Motivation
- Tenacity
- Adaptability
- Honesty
- Excellent communication and social skills
Education or Experience:
Bachelor’s degree in Engineering, Computer Science, Data Analytics, Marketing (Technical Products), Business Administration, Supply Chain, or related field with a minimum two (2) years related experience and/or training. Or equivalent combination of education and experience. Due to the technical and scientific nature of our product portfolio and job activities required to complete engineering change management functions, an engineering or computer hardware degree is strongly preferred.
Language Skills
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
Mathematical Skills
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages and related business math skills.
Reasoning Ability
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Certificates, Licenses, Registrations
A valid driver's license is required.
Other Qualifications
- Familiarity with OEM sales, medical and technology markets. An understanding of medical device manufacturing or other industrial engineering application is a plus.
- Due to the technical and scientific nature of our product portfolio and job activities required to complete engineering design and change management functions, an engineering (electrical, mechanical, aerospace) or computer hardware degree and/or background is strongly preferred.
- Candidates must be able to work independently and have a demonstrated ability to work with remote sales support and remote technical support.
- Candidates must possess a professional stature and personal integrity that is consistent with the high level of values expected by management.
- Basic computer skills required (MS Word, PowerPoint, Excel, Project, etc.)
- Knowledge of Enterprise Resource Planning (ERP) and Customer Relationship Management (CRM) systems is desired.
- Must be able to travel up to 25% of the time to visit customers in the continental United States. International travel may also be required.
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms.
Work Environment:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, and fax machines. The noise level in the work environment is usually moderate.
AAP/EEO
The company is an Equal Opportunity Employer, a drug-free workplace, and complies with ADA regulations as applicable.
Keywords: sales account representative, customer retention, prospecting, order support, customer success, inside sales