Account Manager – Navy

• Account Manager Responsibilities
• The Account Manager services designated customer accounts (NAVSEA and Fleet Forces Command Accounts) to establish and maintain outstanding relationships, identify sales opportunities and close deals.
• This position is designed to have constant engagements with many Government/Do D offices in set geographical areas and to get to know the personnel that serve in those offices very well.
• To succeed the Account Manager must generate revenue in a competitive environment and be completely knowledgeable on their customer base/assigned territory.
• They must apply the training and coaching from the company, create tremendous relationships, respond and engage with a sense of urgency, be fully compliant with the rules and regulations in Government contractual sales, contribute with passion to the Team and always be proactively communicating in that network.
• The over-arching goal of this role is to be the “automatic first choice” that a customer thinks of when a requirement arises.
• This job operates in a professional office environment and/or remote environment at both the Itasca and remote offices.

This role routinely uses company standard office equipment such as computer and cell phones.

• 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.

Requirements

• Understand Darley products, services, contract benefits and value proposition and enthusiastically communicate these during direct sales activities.
• Consistently achieve booked order goals.
• Research buying habits of potential customers by analyzing data bases with historical purchasing information.
• Interface with potential new customers, deliver impactful/concise overview briefs, perform needs discovery and persuade them to use Darley as their Prime Vendor.
• Once onboard, build strong and deep relationships with military customers at all levels, including end users, supply officers, contracting officers, decision makers and influencers.
• Creatively address customer problems, becoming a true resource and solution provider.
• Understand and be able to teach how our contracting vehicles operate.
• Additionally have a working knowledge of various funding methods and how they may be applied to assist customers in their procurement strategies.
• Generate quotes for customers and transition them to Inside Sales / HQ Teams to enter into the CRM system (Salesforce).
• Partner with Suppliers to provide best products & values to meet customer requirements.
• Brainstorm and develop innovative strategies to win business.
• Enter updates and maintain records in Salesforce so that all active accounts, live opportunities, key activities on those opportunities, stages in the pipeline and other required data are all accurate.
• Professionally represent Darley at trade shows, in-person meetings and Teams meetings by researching, preparing, rehearsing and making these events about the customer, not us.
• Conduct cold calls, either face to face or via telephone, to prospect new business.
• Work with support teams (purchasing, accounting, warehouse, etc.) to ensure that all information is up to date in the system and that orders are delivered in a timely fashion.

Follow up on closed sales to ensure delivery and quality were as promised.

• Monitor and report on market and competitor activities.
• Probe the Customer ecosystem to find information on new contracts that may be forming so that Darley can interdict these upstream and have a high probability of the ones that fit our business model.
• Core Competencies

Demonstrates expertise in Government Contractual Sales, relationship building, and strategic account management, with a strong focus on achieving sales goals and understanding customer needs.

Proficient in utilizing Salesforce for CRM management and data analysis to drive sales success.

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