CSA Group Testing & Certification Inc.
New Account Manager
CSA Group Testing & Certification Inc., Cleveland, Ohio, us, 44101
Employment Status:Regular Time Type:Full time BUILDING A WORLD CLASS TEAM STARTS WITH YOU
At the heart of CSA Group is a vision: making the world a better, safer, more sustainable place. It's been part of our mission for nearly one hundred years: from the first engineering standard for railway bridges developed in 1919, to more than 3,500 standards, codes & related products today.Headquartered in Canada, with a global footprint of more than 30 labs and offices across Europe, Asia and North America, CSA Group tests, inspects and certifies a wide range of products - from every day househould items to leading edge technology-to meet exacting requirements for safety, performance and environmental impact.Our employees take pride in making a difference in people's lives through the work that we do. We're looking for people like you to help make it happen.Job Summary:
Job Title: New Account ManagerDate: June 2020Division/Department:Commercial Unit
Primary Function
Why does the job exist?Serves as the primary customer contact in the development of new accounts.Works with Marketing to determine prospects, and help nurture the leads to develop accurate new account strategies to win business with companies that do not currently do work with CSA Group.Fills the pipeline by utilizing company research tools, defining value in the eyes of the prospect, prioritizing leads and developing prospecting call plans.Builds customer profiles and call plans that address why prospects are not currently using CSA, thus best addressing yellow lights and articulating CSA's value proposition to win their business.Working Relationships:
Reports to whom? Supervises whom? Peer Relationships*Reports to a Sr. Manager (Commercial) Testing Services*Works with Business Managers, Customer Care Specialist (CCSs), Technical Specialists and Operations staffDimensions: (if applicable) Operating/revenue Budget? Staff size? Other Measurable Factors?*Responsible for new customer wins, measured by number of accounts and amount of bookings revenuePrincipal
Duties
&
Responsibilities
Include all essential job functions This section should include the primary day-to-day responsibilities & activities of the position.These should represent the "core" of the job duties.*Establishes new account relationships to meet personal sales targets, emphasizing the entire value chain of CSA Group services available*Independently prospects for new customers within assigned territory, using various lead generation and direct solicitation methods*Prospecting, quoting and sales targets are determined on a yearly basis*Contacts former CSA Group customers lost to other agencies to attempt to regain work*Prepares written proposals of cost for services for clients, working with Technical Specialists and Operations staff*Participates in associations and outside organizations deemed appropriate by management*Establishes and maintains a list of contacts based on experience, historic utilization reputation, influence and personal judgment, including supplied contacts, as well as personally developed relationships*Provides periodic written reports on calls, customer contact, proposals, quotes, expenses, travel and tradeshow activities, as well as oral presentation as required*Evaluates industry reports, territory databases, external competitive information and develops territory analysis or provides input for presentation and reporting to manager5) Work EnvironmentDescribe the working conditions related to the job including physical requirements, equipment used, time constraints, public contact, etc.*Works remotely as required*Prolonged periods sitting at a workstation*Sitting, standing or walking for long periods of time at tradeshows and conferences*Visual strain associated with prolonged use of video display monitors*Sometimes deals with difficult clients and/or staff*Frequent unexpected deadlines and shifting of priorities*Must be willing to travel as much as 50% of time and on weekends as required*Valid driver's license and proof of auto insurance6) Preferred
Education &ExperienceList the minimum amount of education and/or experience required to perform the job.Be specific in terms of the type of experience required.*Bachelor's Degree and 6 or more years Sales experience or equivalent industry experience*Prior experiences with sales CRM tracking software a plus*Proven ability to consistently exceed sales goals*Proven experience dealing with large organizations at senior level*Create clear, effective and professional written communication and presentations*Ability to create, prepare and execute complex business strategies while organizing multiple projects and job responsibilities*Organized and independent*Proven ability of confidentiality in previous positions*Strong initiative and ability to develop new customer contacts*Able to maintain positive contacts within the organization to exchange, explain and interpret information or ideas and follow-up on client requests*Strong organization and time management skills*Creativity and project management skills to plan for projects, events and conferences*High level of initiative and motivation to meet or exceed targeted goals with minimal supervision*Computer proficiency in Word, Excel, PowerPoint and CRM database applications*Ability to prepare cost proposals promptly to meet customers' needs*Responsive and pleasant when dealing with external and internal customers, peers and co-workersThis position requires regular attendance and punctuality in accordance with Company policies.Additionally, the ability to interact well with other employees and work overtime, as necessary, is required.CSA Group is an Equal Opportunity Employer and is committed to diversity, equity, and inclusion. We prohibit discrimination and harassment of any kind based on any grounds stipulated by applicable laws. We are an organization where opportunities are based on skills and abilities, and differences are respected and valued. Please contact us at talentacquisition@csagroup.org if you require accommodation in the interview process.
At the heart of CSA Group is a vision: making the world a better, safer, more sustainable place. It's been part of our mission for nearly one hundred years: from the first engineering standard for railway bridges developed in 1919, to more than 3,500 standards, codes & related products today.Headquartered in Canada, with a global footprint of more than 30 labs and offices across Europe, Asia and North America, CSA Group tests, inspects and certifies a wide range of products - from every day househould items to leading edge technology-to meet exacting requirements for safety, performance and environmental impact.Our employees take pride in making a difference in people's lives through the work that we do. We're looking for people like you to help make it happen.Job Summary:
Job Title: New Account ManagerDate: June 2020Division/Department:Commercial Unit
Primary Function
Why does the job exist?Serves as the primary customer contact in the development of new accounts.Works with Marketing to determine prospects, and help nurture the leads to develop accurate new account strategies to win business with companies that do not currently do work with CSA Group.Fills the pipeline by utilizing company research tools, defining value in the eyes of the prospect, prioritizing leads and developing prospecting call plans.Builds customer profiles and call plans that address why prospects are not currently using CSA, thus best addressing yellow lights and articulating CSA's value proposition to win their business.Working Relationships:
Reports to whom? Supervises whom? Peer Relationships*Reports to a Sr. Manager (Commercial) Testing Services*Works with Business Managers, Customer Care Specialist (CCSs), Technical Specialists and Operations staffDimensions: (if applicable) Operating/revenue Budget? Staff size? Other Measurable Factors?*Responsible for new customer wins, measured by number of accounts and amount of bookings revenuePrincipal
Duties
&
Responsibilities
Include all essential job functions This section should include the primary day-to-day responsibilities & activities of the position.These should represent the "core" of the job duties.*Establishes new account relationships to meet personal sales targets, emphasizing the entire value chain of CSA Group services available*Independently prospects for new customers within assigned territory, using various lead generation and direct solicitation methods*Prospecting, quoting and sales targets are determined on a yearly basis*Contacts former CSA Group customers lost to other agencies to attempt to regain work*Prepares written proposals of cost for services for clients, working with Technical Specialists and Operations staff*Participates in associations and outside organizations deemed appropriate by management*Establishes and maintains a list of contacts based on experience, historic utilization reputation, influence and personal judgment, including supplied contacts, as well as personally developed relationships*Provides periodic written reports on calls, customer contact, proposals, quotes, expenses, travel and tradeshow activities, as well as oral presentation as required*Evaluates industry reports, territory databases, external competitive information and develops territory analysis or provides input for presentation and reporting to manager5) Work EnvironmentDescribe the working conditions related to the job including physical requirements, equipment used, time constraints, public contact, etc.*Works remotely as required*Prolonged periods sitting at a workstation*Sitting, standing or walking for long periods of time at tradeshows and conferences*Visual strain associated with prolonged use of video display monitors*Sometimes deals with difficult clients and/or staff*Frequent unexpected deadlines and shifting of priorities*Must be willing to travel as much as 50% of time and on weekends as required*Valid driver's license and proof of auto insurance6) Preferred
Education &ExperienceList the minimum amount of education and/or experience required to perform the job.Be specific in terms of the type of experience required.*Bachelor's Degree and 6 or more years Sales experience or equivalent industry experience*Prior experiences with sales CRM tracking software a plus*Proven ability to consistently exceed sales goals*Proven experience dealing with large organizations at senior level*Create clear, effective and professional written communication and presentations*Ability to create, prepare and execute complex business strategies while organizing multiple projects and job responsibilities*Organized and independent*Proven ability of confidentiality in previous positions*Strong initiative and ability to develop new customer contacts*Able to maintain positive contacts within the organization to exchange, explain and interpret information or ideas and follow-up on client requests*Strong organization and time management skills*Creativity and project management skills to plan for projects, events and conferences*High level of initiative and motivation to meet or exceed targeted goals with minimal supervision*Computer proficiency in Word, Excel, PowerPoint and CRM database applications*Ability to prepare cost proposals promptly to meet customers' needs*Responsive and pleasant when dealing with external and internal customers, peers and co-workersThis position requires regular attendance and punctuality in accordance with Company policies.Additionally, the ability to interact well with other employees and work overtime, as necessary, is required.CSA Group is an Equal Opportunity Employer and is committed to diversity, equity, and inclusion. We prohibit discrimination and harassment of any kind based on any grounds stipulated by applicable laws. We are an organization where opportunities are based on skills and abilities, and differences are respected and valued. Please contact us at talentacquisition@csagroup.org if you require accommodation in the interview process.