| Location | Mounds View, MN (Remote) |
SUMMARY: The Account Manager owns a portfolio of roughly 8-15 established mid-tier customers and is accountable for growing them by building and running account plans, expanding assigned accounts into new product lines and connectivity services, building relationships beyond a single buying contact, and structuring commercially sound deals with our deal desk. This role collaborates closely with Business Development, the deal desk, Product, Engineering, and Operations.
NUMBER OF POSITIONS OPEN: 2
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Portfolio Ownership & Growth
Own revenue growth and retention across an assigned portfolio of roughly 8-15 mid-tier accounts, against an annual growth targetTrack buying patterns across the portfolio and proactively act on changes such as expansion signals, slowing orders, or competitive pressureIdentify and drive cross-sell into new product lines and MultiTech connectivity servicesPartner with Business Development to take over newly won accounts and move them smoothly into managed coverage
Account Planning & Business Reviews
Maintain a one-page account plan for each account, refreshed semi-annually to feed the budgeting and quota cycle, such as: current revenue by product line and trend; buying-center map and contact coverage; the customer's business context and roadmap; 2-3 named opportunities with value and next step; and key risks (competitive exposure, single-threading, product lifecycle, and contract renewal)Run quarterly business reviews with the larger accounts in the portfolio
Relationships & Multi-threading
Hold credible conversations about connectivity, integration, and product fit, bringing in technical specialists for deeper engagementsManage long, multi-stakeholder industrial sales cycles through to decisionBuild relationships beyond the primary buying contact, reaching the wider buying center across engineering, operations, procurement, and leadership
Deal Execution & Pipeline
Work quotes through the deal desk, structuring commercially sound deals on value, volume, and terms (vs. defaulting to discounts)Maintain accurate pipeline, opportunity, and contact data in CRM as the leading indicator of portfolio healthForecast portfolio revenue and flag risks early, including at-risk renewals, single-threaded accounts, and product end-of-life transitionsCoordinate with Operations and Product on lead times, lifecycle changes, and escalations that affect account health
QUALIFICATION REQUIREMENTS:
EDUCATION AND/OR EXPERIENCE:
Bachelor's degree in business, engineering, or a technical field, or equivalent experience2-5 years of B2B experience in inside sales, account management, customer success, or applications/sales engineeringSelf-directed and organized enough to run account plans across 8-15 relationships without being chasedA proven track record of growing accounts through your own targeted initiativeExperience in industrial hardware, electronics, IoT, or connectivity a plusTechnically literate; credibly discusses connectivity, integration, and product fitCommercially curious; notices when a customer's buying pattern shifts and takes appropriate actionClear written and verbal communicator, comfortable presenting to customer leadership in business reviewsComfortable with long, uneven sales cycles and multi-stakeholder buyingExperience with a CRM (HubSpot preferred) and proficiency in Excel and PowerPoint
PHYSICAL DEMANDS:
Lifting requirements up to 25 pounds.Requires sitting for periods of time
Requires travel using all modes of transportation.
WORK ENVIRONMENT:
This is a remote position. Work is performed primarily from a home office, with regular travel to customer sites. Minimal noise.Our Minnesota facility includes a manufacturing environment. Moderate noise level. Machinery operation requires the use of safety equipment to include but not limited to; safety glasses, hearing protection, wrist and shoe straps, and ESD smock. Loose fitting clothing and jewelry are not permitted. No food is allowed in the manufacturing area. No cell phone use allowed in manufacturing area unless approved by management.
EQUIPMENT AND TOOLS USED:
Laptop computerStandard office equipment