Commercial Engine Accounting Manager

The role of the Commercial Engine Account Manager is to call on users of EPG, Marine and Industrial units and provide them with the best maintenance and repair options available through Patten Power Systems. Specifically promote regional service objectives; assist users in achieving lower operating costs by recommending appropriate service product options.

*Including but not limited to:
 

1. Works closely with Parts, Service, and Inside Sales to ensure all customers receive an exceptional level of customer satisfaction.
2. Practices fundamentals of good salesmanship, prospecting, telemarketing, preparing effective sales presentations, use of sales aids, closing, etc. to grow account base.
3. Responds to new engine sales and rental opportunities by reporting them through Sales Link under the Sales Lead Incentive Program. Advise users when to evaluate repower options when this appears to be the best course of action.
4. Establishes contact with new customers sold through Prime Product Sales to introduce the customer to Patten’s service network and emergency contact information. Provides customer training on unit operation and maintenance requirements. Provides all non-credit customers a credit application including follow up to add convenience for the new customer and Patten Power Systems.
5. Aggressively promotes all current service, marketing and parts sales promotions, including but not limited to CSA, ESC, and Sales Link Campaigns.
6. Assist with maintenance of engine serial numbers/unit numbers and contact information for all customers utilizing Sales Link.
7. Participates in factory visits, works with and joins local trade associations and other related commercial marketing account activity.
8. Maintains personal contact with all medium and high profiled customers to ensure awareness of their parts and service needs in order to maintain customer loyalty.
9. Submits all customer communication indicating, contact and subjects discussed in Sales Link Activities.
10. Aggressively looks for non-Cat sales opportunities in A.O.R. and reports customer contact information and current competitor when available in Sales Link under prospects and applicable Campaign.
11. Assists with credit issues should a charge customer’s account become delinquent. A continued delinquency may result in a reversal of commission and the customer moved to unassigned accounts.
12. Monitors customer database in Sales Link for contact name changes, addresses and phone number changes, account name change, email and unit information assignment.
    Achieve or exceed all aspects of the current commission program with heavy emphasis on the monthly budget and P.I.N.S.
13. Provide Product Support Sales Manager accurate weekly, monthly and quarterly proposal status utilizing Sales Link proposal activities. Each November a yearly forecast will be provided for the upcoming business year.
14. All assigned accounts will be profiled following the Product Support Sales Manager’s direction and periodic maintenance will be performed throughout the year.
15. In person account frequency will be set at 12 per week with one office day.
16. Sales Link and Email access will be set at 3 times daily at a minimum, preferably the beginning, middle and the close of business each day.
17. Expense reports will be signed, dated and submitted with receipts for all expenses incurred and are due the first Monday of the new month.

Structure

Each CEAM will have a territory and customer base assigned by the Product Support Sales Manager. Accounts will have a PAR number assigned to them through Sales Link, in the absence of a PAR number the account will be considered semi-annual until an update can be applied. Customer re-assignment is at the discretion of the Product Support Sales Manager. When a change is made and the CEAM has information to support a continued relationship, an objection may be submitted in writing to the Product Support Sales Manager for review within 15 days of the change.

College degree in business or a mechanical related discipline, or a high school graduate with at least four years parts related work experience and at least two years of outside sales experience. Must be able to clearly communicate with customers in person, by phone and Email. Need to have basic/intermediate keyboarding skills with a basic knowledge of office software, preferably MS Word, Excel and Email.