Manager - Sales

SUMMARY:

Responsible for managing the development and implementation of account management programs, policies and procedures from a functional or technical perspective, including target customers, pricing, services and related areas for the team; provides advanced professional assistance to management staff in account management related matters; has overall responsibility of revenue for assigned laboratory.

ESSENTIAL FUNCTIONS:

• Manages staff including hiring, training, development and engagement of self and team members, evaluating performance, providing compensation recommendations, and performance management.
• Generates new business, increases wallet share, implements price increases and manages the application of surcharges to grow revenue for laboratory/service offering.
• Manages implementation and oversight of account management programs to achieve desired sales and operational results, aligns leadership and resources required, and ensure effective administration.
• Provides input and advice regarding developing and aligning strategies and programs to manage the account management programs, policies and procedures for the team.
• Manages and participates in operational, service, and account management reviews; assists with ensuring account management compliance with federal, state, local, and institutional standards, regulations and policies regarding fair practices to management staff in the handling of area related issues.
• Provides observations and recommendations to leadership for improvement of the organization's policies, procedures and practices on account management matters.

• Manages expectations of leaders, managers, staff and operations, facilitates communication on customer needs and business requirements, and establishes performance metrics.
• Resolves escalated, technical or sensitive account management problems or conflicts; works with internal groups or external agencies as needed and oversees the successful resolution.
• Manages the group or area budget including allocating resources and approving expenditures under control.
• Oversees or participates in special projects by identifying company, department, customer or service issues and priorities; communicates and coordinates and evaluates results.
• Maintains currency of account management regulations, industry trends, current practices, new developments, applicable laws, and related legislation.
• Contributes to the efficiency and effectiveness of the department's service to its customers by offering suggestions and directing or participating as an active member of a work team.
• Promotes and supports the overall mission of Pace Analytical by demonstrating courteous and cooperative behavior when interacting with customers and staff; acts in a manner that promotes a harmonious and effective workplace environment.

QUALIFICATIONS:

Education and Experience:

Bachelor's degree in business administration, chemistry, operations, or a closely related field; AND five (5) years of progressive sales experience, including two (2) years of managerial experience; OR an equivalent combination of education, training and experience.

Required Certificates, Licenses, and Registrations:

Continued employment is contingent upon all required licenses and certificates being maintained in active status without suspension or revocation.

• Valid Driver's License.

Required Knowledge and Skills

Required Knowledge:

• Comprehensive principles, practices and techniques of account management and operational areas.
• Understanding of the development and implementation of account management programs, policies and procedures.
• Principles and practices of developing teams, motivating employees and managing in a team environment.
• Basic principles and practices of budget development and administration.
• Applicable account management laws, codes and regulations.
• Computer applications and systems related to the work.
• Understanding and dealing with a variety of individuals from various socio-economic, ethnic and cultural backgrounds, occasionally where relations may be confrontational or strained.
• Principles and techniques of providing effective oral presentations.
• Principles and practices of program planning, development and evaluation.
• Principles and techniques of making effective oral presentations.
• Correct business English, including spelling, grammar and punctuation.

Required Skills:

• Performing comprehensive professional-level account management duties in a variety of assigned areas.
• Overseeing and administering comprehensive and varied account management functions.
• Supervising and evaluating employees and providing related recommendations.
• Training others in policies and procedures related to the work.
• Applying more standard business and project management methodologies with a focus on implementing plans to achieve goals.
• Developing effective work teams and motivating individuals to meet goals and objectives and provide customer services in the most cost effective and efficient manner.
• Interpreting, applying and explaining applicable laws, codes and regulations.
• Providing consulting services to supervisors and staff.
• Preparing functionals reports, correspondence and other written materials.

• Using initiative and independent judgment within established organizational and department guidelines.
• Using tact, discretion and prudence in working with those contacted in the course of the work.
• Performing effective oral presentations to large and small groups across functional peers and the department.
• Contributing effectively to the accomplishment of team or work unit goals, objectives and activities.
• Establishing and maintaining effective working relationships with a variety of individuals contacted in the course of the work.

WORKING ENVIRONMENT:

Work is performed in an office setting. Work is subject to travel.

Pace Analytical Services

Pace makes the world a safer, healthier place. Committed to advancing the science of businesses, industries, consulting firms, government agencies, and others, Pace offers local-level service backed by a national laboratory network. Through in-lab and emergency onsite services, Pace ensures our air, water, soil, and more are safe.