Since 1919, Bennett Pump Company has been a global leader in engineering, design and manufacturing of fueling technologies for the transportation industry. Purchased in 1998 by the Hines Corporation, Bennett has developed some of the world's most advanced fuel dispensers for use with a variety of alternative fuels including hydrogen and (CNG) and liquefied natural gas (LNG). Bennett Pump Company is well known around the world for making robust refueling hydraulics and the world's most accurate fuel metering systems. Because of manufacturing experience and global sourcing partnerships, Bennett Pump is a low-cost, high-quality producer in the industry and can be significantly more agile and responsive to customers than its competitors. Bennett’s recent growth has resulted in a need for a dynamic results-driven National Account Sales Manager to join our growing team.
GENERAL SUMMARY
This position is responsible for major oil, strategic account development, sales, maintenance, and support management. This will include assisting with product interface development information and support for POS, EMV, loyalty and other priority programs for Major Oil, Regional and other branded strategic accounts. This position reports directly to the Vice President of Sales and Marketing for Bennett Pump Company.
KEY INITIATIVES AND 90 DAY TOP 5
Each quarter the Director of National Account Sales will communicate specific results, improvements, and accomplishments to Vice President of Sales & Marketing and/or Senior Management Staff as may be required. Additionally, the Director of National Account Sales is required to support the Company and departmental objectives. These Objectives will be clearly identified through sales funnel planning tools and 90-day Action Plans.
ESSENTIAL JOB RESPONSIBILITIES
Prepares and maintains strategic business plan. Plans, develops, implements, and maintains strategies in support of Bennett key initiatives and objectives. Develops, executes and measures “Top 5 Rolling Objectives”. Communicates and develops commitment to approved goals and plans among other Bennett functions, teams, and personnel.
Prepares forecast for planning and supportive reviews. Provide manufacturing with rolling monthly forecast for short term planning activities. Works directly with financial analyst and manufacturing as needed to ensure that all product lines are properly assessed for sales growth. Prepares forecast that forms the basis of the long-term plan and quarterly objectives to be used in the annual operating plan.
Creates and builds prospects through relationships and alliances with customers. Establishes contacts and relationships with current and prospective customer targets and utilizes channel distribution and service as needed to support these efforts. Manages relationship with customer for all commercial matters, terms and conditions and account management. Seeks opportunities to expand our growth with current customers through such relationships and alliances.
Create compelling external message for Bennett brand and product lines; Ensures continuity of Bennett brand promise message through all company communications.
Works to build Bennett business literacy. Supports strong communications with the Sales Team that supports building a high degree of employee literacy of the business reality being faced. Creates a strong understanding of the expectations of all team leaders/members in the Bennett management system.
Performs other duties as necessary in support of business objectives. This position description is intended to guide the activities of the National Account Sales Mgr. It is not intended to limit the thinking and creativity of the person to the work of this function. Nor is it intended that this describes all the work that may be required of the person in this position.
COMPETENCIES
Knowledge, Skill & Ability Requirements
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education: Bachelor’s degree in business or engineering MBA preferred.
Industry Experience: 10 - 15 years in sales with at least 5 years in a high level, large account management position. Experience in durable good, engineered products. Oil equipment industry preferred, however additional experience in other segments of transportation fueling a plus.
Technical Experience:
Strategic Planning: Ability to use a continuous and systematic process to develop long-term strategies whereby future plans, projections, growth opportunities, outcomes and success measures are established and evaluated.
Project Management: Defines objectives; develops plans that are comprehensive, realistic, and effective in meeting goals; develops contingency plans; provides clear direction; monitors progress; follows up to ensure objectives are met; keeps others informed.
Influence and Negotiate: Persuades others with effective rationale; clearly conveys benefits and value of products and services; addresses objections and gets buy-in from others.
International Experience: has experience in a foreign country/with a foreign culture such that that knowledge could be used as an introduction or first step in preparing to visit that country.
Build Customer Relationships: Establishes effective relationships with customers over time; serves as a liaison between the organization and the customer; provides ongoing service after the sale.
Market/Business Knowledge: Knows the competition; knows own organization’s competitive strengths; stays abreast of industry trends and success factors.
Product Management: Knows how to create a value proposition and drive sales growth in a known product offering.
Bennett operating systems principles and objectives: Knows all Bennett established operating systems (e.g. quality, safety, environmental). Understands the responsibility to maintain familiarity the systems and this position’s role in support of these systems - including a consideration of the impact of individual actions on the systems and the responsibility to communicate concerns and improvement ideas.
Leadership Skills:
Build Teams: Emphasizes the “team” and teamwork. Encourages team members to help each other. Holds regular team meetings to share information with all team members. Holds regular team meetings to solve problems. Conducts effective and efficient problem-solving meetings. Helps the team quickly resolve conflict and disagreement. Encourages friendliness among team members. Encourages team members to share information with each other. Recognizes and praises the team for team accomplishments. Applies company policy consistently for all team members. Involves the team in selection, orientation and training of new members.
Guide Work: Plans and schedules work well. Coordinates the team’s work with the work of other teams. Provides the tools and materials team members need to do their job. Provides performance feedback needed for continuous improvement. Offers suggestions or help for solving work problems. Involves the team in solving day-to-day problems. Challenges team members to think and be creative about their work. Gives clear instructions. Ensures work processes are clear and consistently followed. Gives the team quick and constructive help when needed. Helps the team do excellent work.
Promote Goals: Maintains high standards of performance. Promotes challenging goals in the areas of work output, work quality, and customer service. Involves team members in establishing goals for the team. Has a reputation for expecting excellent work. Demonstrates confidence in your team. Demonstrates commitment to the company vision / mission. Communicates and promote long-term company objectives, annual company operating goals, department goals, and team goals. Coordinates your team goals with the goals of the company and department. Demonstrates the guiding values/principles of the company.
Mathematical Skills: Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
Language Skills: Ability to read and comprehend complex instructions. Ability to write and understand complex correspondence. Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization.
Reasoning Ability: Ability to apply common sense understanding to carry out detailed written or oral instructions. Ability to deal with problems involving many variables in various situations.
Physical Ability: 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.
While performing the duties of this job, the employee is regularly required to sit and stand; must be able to reach for, handle or feel objects, tools, or controls.
The employee may frequently be required to bend, twist, and turn. The employee must regularly lift and/or move up to 10 pounds, frequently lift and/or move up to 25 pounds, and occasionally lift and/or move up to 45 pounds. If lifting more than 45 lbs must get assistance from another employee or use a lift cart/truck. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. The noise level is limited and does not require hearing protection or personal protective devices.
CULTURAL EXPECTATIONS
Common to all Bennett Positions:
Accept personal accountability for continuous learning: Takes responsibility for own personal development. Seeks out and uses feedback to make changes. Creates an atmosphere for people to provide feedback. Is open to influence from others. Prepares for and participates meaningfully in the review process. Sees mistakes as learning and growth opportunities.
Build and maintain adult-to-adult relationships: Is respectful when interacting with others. Knows when to ask for help. Is approachable, open to hearing facts from anyone. Focuses on solving problems, not affixing blame. Takes responsibility for self, and holds others accountable for their actions. Demonstrates integrity. Admits mistakes.
Get results in critical areas: Demonstrates a sense of urgency. Makes tough decisions thoughtfully and quickly. Is motivated by achievement, doesn’t mistake effort for productivity. Has a winner’s attitude. Has confidence in self and others. Focuses on understanding and serving the customer. Is enthusiastic, committed and tenacious.
Entrepreneurial: Takes risks to make things better. Takes risks to champion new ideas and initiatives. Considers existing systems and works to improve them. Is creative. Evaluates new ideas and perspectives. Believes there is a solution for every problem and works to discover it. Is courageous. Assumes responsibility. Takes initiative.
Celebrate successes: Recognizes good work and celebrates team and individual successes. Works to make others successful, and enjoys that success. Celebrates big and little successes. Is generous and sincere, says thank you. Lets people know they are valued.
Flexible and willing to change: Manages change well. Communicates widely and effectively during periods of change. Welcomes new ideas. Is personally and professionally flexible. Adapts to thefast-changing demands of the business.
Team player; Bennett, department, and team: Sees the big picture. Understands that their job is one part of a large system. Considers the impact decisions will make on other teams, functions, and ultimately Bennett. Assumes the best in other’s actions, and is supportive of their decisions. Is more interested in "what is right" rather than "who is right". Lets leaders lead, and displays loyalty to them.
- Analyze client needs and propose appropriate solutions
- Negotiate contracts and close agreements to maximize profits
- Collaborate with the sales team to achieve targets
- Provide exceptional customer service and support
Skills:
- Proven experience in technical sales and account management
- Strong ability to analyze data and market trends
- Demonstrated success in business development and technology sales
- Excellent communication and negotiation skills
- Proficient in account management practices
- Ability to thrive in a fast-paced environment
If you are a motivated individual with a passion for sales and account management, we invite you to apply for this exciting opportunity. Join us and take your career to the next level!
Job Type: Full-time
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Employee assistance program
- Flexible spending account
- Health insurance
- Life insurance
- Paid time off
- Professional development assistance
- Referral program
- Tuition reimbursement
- Vision insurance
Experience level:
Schedule:
Travel requirement:
Ability to Commute:
- Spring Lake, MI 49456 (Required)
Ability to Relocate:
- Spring Lake, MI 49456: Relocate before starting work (Required)
Work Location: Hybrid remote in Spring Lake, MI 49456
