Account Manager

Full Job Description

We make processes work to make life easier and better! That is our claim and the core of everything we do. More than 140 years of experience and a strong brand stand behind the name Schenck Process. As one of the world's leading companies in the field of applied measurement and process technology, we work every day to develop new innovative solutions and sustainable process technologies for a wide range of industries. Are you looking for complex tasks and exciting challenges in a highly international environment? Then you have come to the right place! Our open and collaborative corporate culture allows you to develop freely, contribute your individual strengths and grow together with us.

Diversity of backgrounds makes Schenck Process stronger and is essential to our culture and our operating as a world-class competitor. Therefore, we look forward to receiving your application regardless of race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, or veteran status.

Your responsibilities

The Account Manager in Capital Sales reports to the Product Manager - Confectionery and the position's responsibilities include:

• Promoting Baker Perkins products and services using a wide variety of sales support tools such as presentations, persuasive quotations, brochures, etc. for the identified sector
• Negotiating and securing customer orders
• Delivering orders volumes and contribution at agreed levels for capital equipment and major aftermarket projects
• Reports status and position of inquiries and order prospects using the electronic tools provided
• Traveling within the assigned territory to regularly meet with assigned customers
• Acting as a key interface between the customer and Baker Perkins
• Building, maintaining and strengthening long term customer relationships throughout the
• customer organization
• Assist with the development of new sales tools to improve sales effectiveness
• Report on market intelligence, customer activities, industry events, competitor activity, lost orders, and other market needs which will enable Baker Perkins to maintain and improve its position in its market sectors
• Attend trade shows and industry events to network and promote Baker Perkins products and services
• Perform other duties assigned

Your qualifications

Listed here is the knowledge, skills, and/or abilities required to perform each essential duty of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• The ability to understand customer requirements, develop and present clear value propositions to differentiate Baker Perkins and secure profitable business
• Ability to communicate clearly verbally and in writing with customers and internal team members
• Ability to present logical sales arguments to sell the value of Baker Perkins technologies, backed up with support documentation grounded in financial terms; capable of presenting the case for Baker Perkins in logical, engineering terms
• Track record in winning orders in highly competitive environment at contribution rates acceptable to Baker Perkins
• Understanding of features and benefits of food production technology, services and capabilities preferred
• Ability to network, develop rapport, influence and build credibility across all levels of customer organizations
• Ability to function independently and logically in surroundings which may include difficult customer environments
• Understanding of industries, markets, competitor analysis, margins, contract profitability, and financial justification criteria used to make major capital purchases
• Willingness to travel as required. Amount of travel is dependent on individual task requirements and is estimated at 25%-50% annually.

EDUCATION AND/OR EXPERIENCE

The education and experience listed here is necessary to perform the job satisfactorily.

• Preferably 5 years' experience in direct sales of major capital equipment with a successful sales record
• Preferably 5 years' experience working with processes and production platforms which customers use to make their products

• Technical or business degree preferred
• Experience with commercial terms, conditions of sales and contracts
• In depth knowledge of food processing technology preferred

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions.

• Ability to travel independently via foot, air, rail, automobile or public transportation up to 50% of the time.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential function.

• Ability to use, independently, all forms of commercial travel
• Ability to explore and navigate customer production facilities effectively
• Expect extensive travel requirements, on sudden notice with no known length of stay
• While performing the duties of this job, the employee is exposed to weather conditions prevalent at the time

3223 Kraft Ave., S.E., Grand Rapids, MI 49512, United States of America