POSITION SUMMARY

Responsibilities include growing and managing a sales portfolio of multiple International Accounts. Managing manufacturer information ensuring accounts are up to date including creating/updating price lists, managing sell sheets, and updating manufacturer sales and logistics information. Oversee transaction and sales export documentation for orders. Potentially attend Trade Shows/Missions to source new business and support existing business. Correct problems as they occur, prevent problems, and motivating team members across all departments. Recommends changes to current sales techniques or procedures based on team performance and new selling techniques.

Employee contributes to the company at a level of Mastery. Employee has a very high level of experience and can handle any situation that is presented to them with composure and stability. Employee is a motivator and positive influence on all ATI employees. Employee “gets the Big Picture”. Employee is exemplary in all areas of ATI and is a role model to all other employees in work product and behavior. Employee follows all ATI SOP’s strictly and holds others accountable to their adherence to ATI SOP’s. Employee can create and run SAP reporting information in order to hold employees accountable for work product and performance. Employee is driven to improve company procedures and empower and motive other employees toward the betterment of the company. Employee is balanced and emotionally mature to handle multiple situations at once. Employee is proactive not reactive in all situations. Employee works always toward what is best for the company/organization. Employee can handle presenting ideas in front of any audience on issues pertaining to their team, department, or region. Employee can confidently call a meeting on an issue and draw conclusions and resolutions from the information that they gather. This employee is comfortable discussing any and all work-related matters with C-Level employees with confidence. Employee thrives on overcoming challenges presented to the company and finds reward from a team that is self-sufficient and employees that are growing professionally. Employee is not intimidated by situations and instead seeks out answers and solutions. Employee has no problem taking responsibility for mistakes of the team under their direction and/or management. Finds satisfaction and pride in the success of the team and company and its individuals. Software Level(S) Competent

KNOWLEDGE, TRAITS AND SKILLS REQUIRED

• Professional in appearance and interactions
• Able to work independently with limited supervision
• Self-motivated and have a passion for international sales
• Strong time management and follow-up skills
• Be detail-oriented and have a sense of urgency
• Strong command of verbal and written communication skills
• Understands diplomacy, and how to build rapport
• Knows how to be successful within a matrix environment and/or managing parallel or up to achieve desired results
• Be resourceful and creative; think out of the box for solutions
• Be a master of change
• Ability and confidence to call an unknown person or person(s) and convey a message which generates interest in ATI and its offering
• Possesses sound business acumen. Understand direct costs and operating costs and how to calculate profit margin.
• Knows how to conduct market research and apply findings from research into an executable plan
• Must be able to create and conduct a new product presentation.
• Continuously strived to improve knowledge by keeping updated on market and industry trends as well as competitor practices.
• Uses creativity and imagination to develop new insights into situations and apply new solutions to problems.
• Skilled negotiator and facilitator of business with customer relation skills.
• Must be able to comfortably speak in front of groups of 20-50 people to give a presentation on ATI, either to ATI employees, manufacturers, and/or customers.
• Mastery understanding of logistics and export documentations requirements and procedures as executed at ATI and as they pertain to their accounts.
• Willing to share knowledge with other departments and create opportunities for the company to grow.
• Ability to gather proposed solutions, provide feedback and/or objective or constructive feedback, and advise all departments when needed to reduce redundancies and inefficiencies in time and effort spent resolving an issue.
• Ability to advise on setting priorities & escalating or de-escalating situations as required.
• Ability to persuade others with presentation of issues.
• Knows how to prepare and present a presentation which conveys the message appropriately and successfully
• Ability to convey a message (good or bad) to a receptive or non-receptive audience
• Ability to work with C-Level employees, for strategic focus and organizational issues only, ability to self-manage, self-motivate and maintain a positive and motivating attitude.
• Ability to establish and plan goals, strategies, and budget required for business development.
• Ability to confidently lead and does not require constant feedback and/or constant moral support or supervision of work product, instead employee leads by example and understands the demands of the role, as well as, the impact of that role with respect to the company structure and company growth.

JOB SPECIFIC RESPONSIBILITIES

• Account Management and Business Development (10+ million in Sales Revenues)
• Be the Company Advocate to the Customer
• Be the Customer Advocate to the Company
• Demonstrates knowledge of and supports ATI’s mission, vision, value statements, standards, policies and procedures, operating instructions, confidentiality standards, and the code of ethical behavior.
• Have a mastery understanding of sales/marketing channels, customer expectations/requirements, and logistics and export documentation requirements of accounts managed.
• Mastery understanding of customer/target group (Account) needs and market requirements and be able to identify opportunities based on analysis and understanding of market.
• Maintain a strong command of ATI’s portfolio of product offerings and stay up-to-date with domestic trends and their suitability for overseas markets.
• Must have an extensive knowledge of assigned accounts and the manufacturers that ATI is selling and working with for those accounts.
• Building and maintaining relationships with category managers, import managers and executives at overseas companies.
• Source, develop and qualify leads.
• Responsible for leading sales and marketing strategies for key accounts in each market (with strategic guidance of CEO).
• Conduct market research of the area, region, and target customer to build an understanding of the customer needs. Incorporate this market and customer centric data into a presentation for the target customer.
• Articulate and demonstrate to the prospective Customer ATI’s value-added services and knowledge of exports and international business.
• Stay engaged via regular scheduled or as needed calls/emails with Customer to review current business as well as increase ATI portfolio offering and to assure confidence in ATI as its provider of choice.
• Constant contact and follow up with accounts to ensure quality customer service and experience with ATI on their preliminary order(s) and subsequent follow up on how the items are doing and what can be done to support and improve the relationship as well as sales growth in the market.
• Reach out to existing customers taking new items and check on the status of the new items and how they are doing and what can be done, check for customer satisfaction and get feedback.
• Check for customer satisfaction and obtain feedback from a management level.
• New Business Development – Develop (with the CEO’s guidance) and implement a region wide business development strategy, consisting of a vision, defined direction and execution framework. Taking lead in steering the team to achieve new accounts in new channels.
• Evaluate all current customers’ performance and explore opportunities for how we can maximize their business and identify opportunities to add on new items based on evaluation. Analyze and evaluate trends in customers’ orders/order structure, and aggressively forecast sales for all customers based on trends. Be aware when a customer is down in sales and offer suggestions on how we can revive the business. Responsible for evaluating reports on customers and their performance.
• Ensure regional team goes above and beyond with outstanding customer service and meets the sales expectation. Flawlessly represent ATI with customers and manufactures and be seen as a senior/lead figure within the sales team. Complete all documentation and delivered pricing with impeccable turnaround time.
• Develop new business in existing regions. Enter new large markets/customers and receive sales.
• Develop an understanding of the End-to-End process an order must travel through the Operational Departments, the steps in the process and the approximate timing it takes from Sales Order entry, to Purchase Order placement, through manufacturing, to pickup and delivery to destination port.
• Constantly update SAP with all relevant information and utilize the Opportunity report to follow and monitor all open Opportunities and their activity
• Sales should always maintain an understanding of the Customers re-order cycles and tendencies, with the intent to create/facilitate a strict disciplined approach to the supply chain and demand planning. Utilize Reorder report to analyze current business, opportunities for growth and any open order activity.
• Forecasting or products taken by account to anticipate growth and foresee potential issues.
• Support interdepartmental sales order management throughout all departments.
• Ensure projects or assignments are moving forward to completion, work inter-departmentally to ensure success of orders.
• Aware of labeling requirements for all accounts and support Product Development department for completion and timely project success.
• Aware of branded product opportunities, work with the Marketing department to offer latest trends or company focused opportunities
• Ability to manage and enforce compliance of all SOP’s within the team.
• Meet company guidelines for order Profit Margin.
• Work with all departments on resolving customer complaints, claims and/or issues.
• Deep knowledge of critical success factors to your accounts and markets managed.
• Work with the Marketing department on opportunities that have been identified in the region and/or are directed by CEO.
• Understand the markets of accounts under management and what competitors are doing in those markets. Be able to strategize opportunities based on this knowledge.
• In-depth knowledge of Account, buy patterns, items imported, relationships with other US suppliers, category review times, seasonal purchasing needs, etc.
• Be able to offer constructive suggestions with solutions on how ATI can improve existing processes and organization.
• Ability to work interdepartmentally to ensure Customer and Company success, most of all Customer satisfaction.
• Proactively work across departments to adjust and increase profit margin.
• Create and Present Customer scorecards# of Orders in each period i.e. monthly, quarterly or yearly, showing items ordered total number and frequency by QTR/Annually
• Noting order date, request by date, manufacture date, ship date and delivered date.
• Present to Management, Suppliers and Customers during business reviews.
• Meet set sales and account profit margin goals.

Mentorship of an Associate Account Manager

• Mentor a Skilled Account Manager from outside of ATI, or a Senior Trade Coordinator within ATI who has demonstrated the necessary skills and had earned the opportunity to be promoted to the Associate Account Manager position.
• Provide instruction and guidance, in performing the role of Associate Account Manager in the “ATI Way”.
• Provide insight into regulations and requirements of marketing to and selling into International Markets.
• Provide insight and instruction into Manufacturer relations and expectations
• Provide guidance on evaluating market conditions and proposing pricing of product, new items or existing items.
• Provide guidance and ATI profit requirements and inter-departmental dynamics and operations.
• Develop a regular interval for 1:1 sessions, providing feedback on knowledge and skill progression
• Log meeting notes in One-Note for reference and advising Executive Team of the mentee’s progress.
• The goal is the Associate Account Manager should be able to operate independently after 1 year of mentorship.

Manufacturer Relations

• Building and maintaining relationships with manufacturers, brand-owners and vendor-partners.
• Articulate and demonstrate to the prospective Supplier ATI’s value-added services and knowledge of exports and international business.
• Step in when issues begin to surface, work to prevent/avoid issues or uncomfortable situations
• Ability to negotiate special pricing or discounts when needed for accounts.
• Ability to explain market and account needs accurately and persuasively to achieve results for customer and ATI.
• Ability to mitigate issues, customer complaints, and customer claims as needed to resolve matters and provide excellent Customer service.

Purchasing Department Relations & Profit Margin

• Delegate to Coordinator tasks and Customer support related functions and liaison with the Purchasing, Logistics and Marketing Departments to facilitate a high degree of service to Customer.
• Profit & loss management and analysis. Manage export price list and supplier discounts.
• Ensure order integrity: P&L analysis, supporting documentation for P&L
• Oversee order structure for efficiency to ensure orders are shipped with maximum Profit Margin.
• Evaluate and request/negotiate discounts to ensure maximum Profit Margin on new and repeat orders.
• Structure all orders using the Profit Margin guidelines, if guidelines cannot be met work inter-departmentally to rework the order to maximum profitability.
• Create a plan for Profit Margin correction for all orders and items being sold under Profit Margin guidelines.
• Meet monthly with the Finance Team to review Profit Margins of each customer and items sold to that customer.
• Set goals of Profit Margin correction for all customers under guidelines.
• Purchasing Department will provide price increases to the customers effected and the Account Managers will then negotiate pricing with the customer, keeping Profit Margin goals in mind.
• With Purchasing, negotiate discounts, source new suppliers and formulations to increase order profitability.

Logistics / Credit and Accounts / Product Development and Marketing Department Relations

• Work with Product Development department as needed for label design and development.
• Work with Marketing Department on new-to-market strategies and promotions.
• Work with the department to ensure customer satisfaction on all orders shipped.
• Step in when issues begin to surface and work to prevent/avoid issues or uncomfortable situations.
• Guide department on how to handle customers on sensitive and/or important and/or critical news, this does not mean that the Senior Account Manager should handle logistics/traffic issues but should be a leader providing guidance on the best way to handle the customer. If the Senior Account Manager chooses to handle the issue themselves, that is up to their discretion on how the customer/account should be managed.
• If guidance is needed on escalated issues or matters that will have a large financial impact, consultation with the Controller is recommended.

Strategy Development.

• Meet with CEO for Bi-monthly strategy meetings in order to meet company expectations and performance levels.
• Work with CEO on new product ideas for customer portfolio expansion.
• Suggest and reach new large accounts that require advanced follow up and specific strategies to become our customers.
• Work with CEO on potential marketing efforts and/or opportunities to grow and expand customer portfolios.
• Work with CEO on potential strategic meetings and/or travel to visit markets.

Organizational and Management

• Accountable to CFO, COO for reporting department performance (workload quantity and quality), as well as, project status and opportunities under development, information should always be up to date and available for review.
• Accountable to CFO, COO for following and enforcing all company policy and procedures.
• Accountable to CFO, COO for following and enforcing all KPI’s with employees and reviewing their performance.
• Ability to manage HR related situations for any direct reports. This includes but is not limited to: issues between team members, performance improvement plans, write ups, performance documentation, addressing suggestions/complaints, employee reviews, accountability, PTO, etc.

Customer Travel and Trade Events

• Responsible for evaluating trade events for accounts managed, trade missions/events with the sales management team and staying current on all events that may potentially benefit ATI as well as shows that we should no longer participate in due to minimal gains.
• Represent ATI at industry events and meet with prospects and clients with attending such events.
• Regularly attend domestic trade shows to source new products and secure exclusive relationships with new manufacturers and brand-owners.
• Regularly exhibit and be the team leader at international trade shows.
• Travel on market visits; perform business and category reviews with buyers.
• Collaborate with domestic and international marketing departments to analyze performance of products to maximize sales and SKU retention.

Reporting

• Account Sales Order Volume by Products with Comparison
• Opportunities by Employee
• Sales by Account Manager by Month
• Sales by Customer Account Detail
• Sales by Manufacturer
• Sales Order volume by Product
• Sales Overview
• Top Brand Sales by Country
• Top Sold Items per Month

Other duties

• Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice