Enterprise Account Manager
Enterprise Account Manager
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Salary Not Disclosed
1 Vacancy
Job Description
Discover a career at Depot Connect International (DCI) a global leader in the Tank/ISO Tank Container Services and Tank Trailer Parts industry. Were more than just a service provider; were a unified team combining the expertise of industry leaders Quala Boasso Global and PSC. Headquartered in Tampa Florida with over 160 locations worldwide our team of over 3500 employees excels in offering a multitude of mission-critical services.
This position requires a high-energy results-driven Enterprise Sales Representative (ESR) to lead revenue growth at key customers by acquiring and expanding customer relationships across all lines of business. The ESR will work closely with the operations leadership team and regional sales teams to build an account plan for each customer focused on developing new sales opportunities and growth with existing customers.
The ESR will own the account performance by collaborating closely with Operations Quality and the broader Commercial organization to drive revenue across all facilities. The ideal candidate is a strategic account manager with a proven record in B2B sales who thrives in fast-paced service-driven industries.
Essential Job Functions
The ESR will own and grow a defined account set developing new business and expanding existing accounts. This position requires a broad range of commercial related activities to be executed at different time intervals to be effective in this role. An outline of these activities is included below:
Daily Activities:
- Prospecting: Identify potential customers and leads via phone calls email social media
- Follow Up: Create develop and manage relationships between DCI and local customers
- Salesforce: Log all customer interactions and sales activities
- Administrative: Prepare quotes / proposals respond to customer inquiries schedule upcoming meetings. Execute customer volume growth agreements. Coordinate the internal account support team to best serve the customer give direction and facilitate meetings as needed.
Weekly Activities:
- Customer Meetings: Either in person (preferred) or site visits to discuss potential new business and identify customer requirements
- Champion Customer Experience: Ensure customer needs are met issues resolved and expectations exceeded
- Pipeline Management: Review and prioritize opportunities based on customer status and deal stage
- Pipeline Review Meeting (w/ Manager): Review top opportunities deal parameters and next step to close an opportunity
- Pipeline Review Meeting ( Ops): Review top opportunities by region deal parameters and any assistance needed from Operations
- Opportunity Review (w/ Account Owners): Coordinate local / national sales efforts to ensure and cohesive approach and avoid conflicting messaging
Monthly Activities:
- Sales Reporting: Review prior month performance and activity level against key KPIs
- Marketing: Consistently and on-going collect customer and market data and add to the account plans/marketing strategy to inform our market position. Review upcoming marketing plans regarding specific campaigns related to a DCI capability DCI operating market or industry segment.
- Marketing Feedback: Review effectiveness of current or prior marketing campaigns and measure success of lead conversion
- Territory Sales Planning: Review territory coverage gaps and support needed from operations or account teams assigned to top customers
- Customer Reporting: Develop regular operational performance reporting to customers in the region including metrics and trends
- Service Implementation: Coordinate implementation of service changes volume expansions or new site launches
Quarterly Activities:
- Quarterly Service Reviews: Conduct Quarterly Service Reviews (QBR) with each assigned account (minimum of two per year / two in person)
- Performance Monitoring: Review sales performance in the region and against quota identify trends and improvement areas
- Forecasting: Provide an updated forecast based on customer activity and industry feedback
- Market Analysis: Continuously analyze market trends customer feedback and competitor activity to inform go-to-market strategy
- Networking Online: Review any changes in leadership at customers and competitors review online profile as needed (e.g. LinkedIn)
- Networking Events: Participate in industry events including detailed advanced planning related to marketing message customer meetings and social events
- Internal Networking: Participate in internal meetings and planning sessions to develop relationships and supplement market plans
Annual Activities:
- Contract Management: Manage contract renewals including price increase negotiations and service SLA requirements
- Annual Review: Performance evaluation on prior year including goal setting and quotas for the upcoming year
- Annual Meeting: Participate in the annual company meeting to review territory performance including short falls and future opportunities
High Level KPIs:
- Territory Growth Account Set: Y/Y growth
- New Business: Volume of new business
- Pipeline Growth: Quantity and volume of qualified growth opportunities in Salesforce
- Sales Activity: Number of meaningful customer interactions Q/Q
- Volume Agreements: Number and spend commitment of volume agreements
Skill Requirements:
- Sales Oriented Mindset: Entrepreneurial self-starter motivated by growing their business from the viewpoint as an owner
- Strong Interpersonal Skills: Exceptional communication negotiation and relationship-building skills
- Team Orientation: Ability to work effectively with all functional areas and peers
- Technical Skills: High proficiency with CRM (Salesforce preferred) and MS Office Suite
- Influence: Ability to lead collaborative efforts with a cross functional internal team to delight our customers
Qualifications:
- Bachelors Degree or at least 3 years of relevant industry or sales experience for a large distributed service-focused sales organization
- A producer with a verifiable track record of identifying creating and closing deals and ultimately building a business.
- Expertise in building and managing a pipeline from lead generation through deal closure
- (Preferred) Industry experience in transportation logistics chemical services bulk containers environmental services or industrial maintenance
- (Preferred) Experience in distributed service-based organizations with field sales teams
Work Environment
- Frequent travel within the region required (up to 50%)
- Office and field-based environment; regular visits to customer and operational sites
- May require use of PPE (e.g. safety glasses steel-toed shoes) when visiting facilities
- Ability to stand walk reach and lift items as necessary while performing job functions
Why Join DCI
- Impact: Youll be a key player in driving regional growth in a high-potential segment
- Autonomy: Own your market and shape your strategy
- Support: Backed by industry-leading operations and marketing teams
- Culture: Fast-paced entrepreneurial and growth-oriented.
DCI Benefits:
- Medical Dental and Vision Insurance - partially employer paid
- 401k with generous employer match
- PTO
- 10 Paid Holidays
- Tuition Reimbursement
- Parental Leave
Safety and Policy Practices
Each employee must be knowledgeable of standard safety policies and procedures and adhere to the same while supporting the goals and objectives of the organization and recognizing the Companys need to achieve its business objectives. Each employee is responsible for complying with company hazardous waste disposal procedures.
AFFIRMATIVE ACTION
All terms and conditions of employment will be administered without regard to an individuals sex gender identity sexual orientation race color religious creed notional origin physical or mental disability protected veteran status or any other characteristic protected by applicable law.
NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties to meet the ongoing needs of the organization.
Required Experience:
Manager
Employment Type
Full Time
