Account Executive
at Altra Industrial Motion

Date Posted: 2/8/2019

Job Description

SUMMARY OF FUNCTIONS: This is a highly critical role where you will be part of the Kollmorgen North America sales team. Based out of Radford, VA, you will be part of the prospecting and lead qualification team to drive new growth business from existing and new target customers which align with strategic initiatives. You will be supporting and driving action plans to improve processes and automate/streamline functional reporting (using tools such as Sales Force and Excel) to drive new business in North America from telemarketing activities.

 

MAJOR DUTIES AND RESPONSIBILITIES: 

Along with those identified below, other duties may be assigned.

  • Execute Tele Lead Gen campaigns
    • Conduct email campaign with telephone/email follow-up to improve open rates
    • Execute tele lead gen campaigns as part of Vertical Market Penetration efforts, new product launch support, and other commercial activities
    • Identify new target accounts and contacts that align with Kollmorgen’s target industries
    • Navigate to correct individual within a site/company that is responsible for motion control
    • Conduct number of calls at or above daily target of 30 calls/days
    • Generate sales ready leads at or above target
    • Manage follow-up activities in a rigorous manner prior to turning over leads to Field Sales Engineers and Channel Partners
    •  
  • Assist Sales and Marketing-communications in augmenting and maintaining customer database
    • Execute established data maintenance process to improve and refresh the database
      • Contact to customers who have not purchased from Kollmorgen over set length of time
      • Identify key contacts for a given customer based on market knowledge/research
      • Qualify suspects procured from third parties (acquired lists)
    • Ensure accurate data entry for all Prospect/Customer contact information to support future sales and marketing efforts
    •  
  • Account ownership and management responsibilities for those accounts which are managed by the Tele-Sales team
    • Generate revenue and sales funnel growth consistent with company goals. Develop and execute a growth plan for the territory through: prospecting, new account acquisition and development, as well as current account commercial and technical support

 

  • Responsible to close collaboration with potential customers and channel partners to identify target customer needs and developing the appropriate Kollmorgen value proposition to satisfy customer needs

The company in which you have expressed employment interest is a subsidiary or affiliate of Altra Industrial Motion Corp. The subsidiary or affiliate is referred to as an ""Altra Company."" Altra Industrial Motion Corp. and all Altra Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. The ""EEO is the Law"" poster is available at: www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf. Individuals who need a reasonable accommodation because of a disability for any part of the employment process will have the opportunity to request accommodation during the application process.

Job Requirements

EDUCATION AND EXPERIENCE

  • 2 year associates degree preferred in a technical, marketing or business discipline, 4 year bachelor’s degree preferred
  • Technical aptitude, technical background or related motion control experience
  • Experience leading outgoing sales calls
  • 2+ years of Marketing experience in a direct, B2B industrial market and experience in Telemarketing is preferred but not required

 

  • KNOWLEDGE, SKILLS, AND ABILITIES NECESSARY: 
  • Ability to conduct data entry to capture prospects/leads/customer contact information. Experience with Sales Force is preferred
  • Proven critical thinking skills and problem solving methodologies
  • Strong verbal, written, communication and selling skills
    • Able to politely and thoughtfully navigate to key decision makers and influencers of motion control purchases based on your discretion to create a new opportunity
    • Quick on his/her feet – able to ask thoughtful questions, able to respond to objections and identify ways for Kollmorgen to gain access to site/contact
    • Able to go “off script” as necessary based upon direction of phone conversation yet remains focused on qualifying individual
    • “Professionally social” – enjoys speaking on the phone with prospects and customers; demonstrates natural yet professional phone approach; able to build rapport during phone conversation
  • Bright – able to grasp nature of Kollmorgen business and complexity of product lines to develop advanced knowledge in motion control in order to technically advise customers if Kollmorgen can provide solutions to solve their motion problems
  • Strong to advanced MS Excel skills required with proficiency in all other Microsoft Office applications desired (Word, PowerPoint, and Access).
  • Will be a self-starter, tenacious and proven team player capable of prioritizing his or her own work and/or problems simultaneously. Unfazed by phone rejections and hang-ups
  • Must be comfortable working in a high-energy, quickly changing and demanding environment
  • Manage time effectively and have strong planning and organization skills
  •  

Job Snapshot

About Us

Altra Industrial Motion is a leading global supplier of quality power transmission and motion control products. Providing the essential control of equipment speed, torque, positioning, and other functions, Altra products are used in nearly any machine or process involving motion. Our products are sold in over 70 countries in a variety of major industrial markets, including food processing, material handling, packaging machinery, mining, energy, automotive, primary metals, turf and garden and many others.

Altra products are marketed under a variety of well recognized and established manufacturing brand names. Operating independently, each of these companies is committed to the guiding principles of operational excellence, continuous improvement and customer satisfaction.

Our products are frequently used in a wide range of high-volume manufacturing processes, where the reliability and accuracy are critical in both avoiding costly down time and enhancing the overall efficiency of manufacturing operations.

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