Account Manger - Underground Waterwork Sales

Etna offers a company vehicle, great benefits, 401k w/ company match, no cap on commission, PTO, growth opportunities and MORE!

Waterworks Account Manger - Sales Essential Duties and Responsibilities:  

Sell company products to assigned customers that meet the customers’ needs and maintain their satisfaction while also being financially advantageous transactions and relationships for ETNA.

• Meet or exceed the expectations of our customers by providing a positive customer experience.
• Be a positive and professional representative of Etna in all customer and stakeholder interactions, acting with honesty and integrity.
• Treat all employees, vendors, customers, and stakeholders with respect and dignity.
• Meet and/or exceed established sales and profit goals.
• Effectively perform each step in the Sales Cycle.
• Make regular and consistent sales calls to assigned customers both in-person and through available technologies, to develop and enhance customer relationships.
• Work with credit department to ensure payment collection on assigned accounts within the assigned terms.
• Gather and deliver upcoming bid information to estimating staff as quickly as possible for DOT and Public projects, to utilize estimating resources where possible.
• Provide information to estimating staff to assist in prioritizing projects based on bid date, project size and scope, and award potential.
• Review accuracy and pricing of customer quotes in assigned region(s) and to assigned customers; taking final accountability for the quote.
• Manage bidding process for assigned territory and customers, to include: identifying bid opportunities, gathering and confirming vendor pricing, identifying bidding contractors and developing a quote strategy with other assigned sales representatives, and sending reviewed and completed quotes to bidding contractors.
• Act with urgency to follow up and close on quoted projects and sales opportunities.
• Perform estimating responsibilities for private projects, and DOT/Public projects as required and listed below:
  1. Effectively prioritize accurate material takeoffs for projects as requested by customers and sales reps, based on project type and bid date
  2. Review project documentation to determine correct product specifications and project material requirements (including Buy America, AIS, BABA, etc.)
  3. Communicate with project stakeholders (including estimators, vendors, customers, and engineers) to gather information needed to prepare an accurate material takeoff.
  4. Accurately and efficiently compile a material takeoff of sold underground products containing product quantities, product specifications (including multiple material specs if applicable), and certification requirements; organized per the applicable ETNA takeoff format.
  5. Find and review project addenda to update the material takeoff, specifications, and certification requirements accordingly
  6. Store project information in an organized manner per company specifications, including plans, specifications, addendums, and correspondence
  7. Assist in gathering material quotes for projects, as required.
• Host current customers and prospective customers for entertainment events
• Gather market information to determine customer needs and ensure accuracy and competitiveness of quotes
• Keep up to date with new and/or improved products, material specifications, and government regulations/requirements.
• Communicate any/all product and vendor opportunities to sales leadership for review.
• Backup customer service as needed to answer customer calls and/or emails, and prepare quotes.
• Establish and maintain industry contacts that assist in generating sales.
• Engage in prospecting by researching and developing lists of potential customers.
• Attend internal, vendor, and industry trainings and meeting as required. 
• Make deliveries to customers as needed.

• Regular and predictable attendance.
• Work safely.

Knowledge, Skills, and Abilities:

• Ability to meet or exceed sales quotas at an acceptable profit-margin.
• Working knowledge of Company products.
• Working knowledge of Microsoft Office programs, Eclipse and Phocas, or similar programs.
• Effective sales, interpersonal, communication, negotiation, organization, judgement, flexibility, decision making, presentation, listening, consultation, and stress management skills.
• Maintain professional image as a representative of the company.
• Available and able to travel frequently.
• Available and willing to participate in after hours and weekend events.
• Ability to add, subtract, multiply, and divide, including using a calculator.
• Ability to calculate figures and amounts such as margins, discounts, interest, proportions, percentages, area, circumference and volume.
• Working knowledge of Microsoft Office products, Eclipse, and sales-related computer programs and software.
• Ability to operate standard office equipment.

Education and/or Experience:

• Associate’s degree or equivalent from two-year college or technical school; or
• Six months to one year of related experience or training; or
• Equivalent combination of experience and education.

Certificates and/or Licenses:

• Valid driver’s license and acceptable driving record.

Physical Demands and Working Conditions:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions.

• Regularly required to walk and stand; sit; talk and hear; and use fingers, reach, grasp, and handle.
• Occasionally required to lift and/or move up to 25 pounds.
• Must be able to fulfill the essential job functions in a consistent state of alertness and a safe manner.
• Specific vision abilities required by this job include clear vision at 20 inches or less and 20 feet or more, depth perception, and color vision.
• Work performed primarily inside an office setting but requires frequent exposure to outside weather conditions when traveling, on a job-site, etc.
• The noise level in the work environment is usually moderate.  
• Pass substance abuse screening. #IN23