ACCELERATE YOUR CAREER WITH GRACOROBERTS

Position Overview 

Technical Account Manager (TAM) is a highly-technical sales role – applying a deep understanding of engineered material technologies, customer & technical service capabilities, on-going sales and marketing strategies, customer projects and priorities into daily activities directed towards achieving sales goals.

The TAM will be required to balance existing and new account responsibilities – meeting or exceeding individual performance and growth goals for their assigned geographic territory across aerospace, electronics, military and other key industry segments. Employing consultative value and solution-selling approaches across multiple levels and functions of customer organizations, the TAM will organize, prioritize and plan for the needs of new business initiatives, provide ongoing relationship management, apply internal resources, as well as effectively communicate with internal and external stakeholders.

Desired Skills and Experience

Profile of a Successful Candidate 

A technical sales professional offering a solid material and process background with an understanding of materials distribution. The successful candidate will be adept at representing both business and technical sides of the supply relationship, in addition to effectively networking across all levels and functions within customer organizations.

• Exceptional relationship building skills
• Strong background in aerospace and composites manufacturing and materials is a plus
• Technical acumen and ability to quickly learn new technologies and develop application insight
• Excellent listening, communication and presentation skills
• Self-motivated and able to thrive in a dynamic entrepreneurial environment
• Exceptional planning, prioritization and time management skills
• Adaptability, flexibility and a keen ability to identify opportunity

Position Requirements 

• Bachelor’s degree required
• Five or more years of composite material and process technology work experience, or equivalent technical material sales
• Experience with applications that include commercial or military aircraft, rockets, launch vehicles and satellites
• Effective technical communication skills and experience
• Proven track record of successful business development and profitable sales growth
• Computer literacy – proficiency in the use of MS Windows, e-mail, internet, MS Office, and ACT! (or a similar contact management system).

Primary Responsibilities

It is the primary responsibility of the Buyer to find the best approved source to meet the customer’s requirements, negotiate favorable terms, and issue a purchase order that accurately reflects the customer’s requirements.

• Obtains quotes from vendors to support customer RFQ’s and bid proposals.
• Investigates and cultivates new sources for supplies and products.
• Utilize the reporting tools to place purchase orders in a timely fashion to support customer sales demand.
• Monitor and maintain min/max stocking levels for assigned product lines to ensure availability of material and products at all times.
• Monitor and action Open Purchase Order reports to ensure that PO due dates are accurate and up to date.
• Reviews on-time delivery data for assigned product lines and communicates corrective action requests to vendors.
• Communicates and resolves non-conformance issues for the assigned product line.
• Actively tracks and monitors low shelf-life material; works actively with affected stakeholders to minimize the financial impact of expired material.
• Accurately inputs data, communicates efficiently, and supports supplier visits.

Education and Experience

• Bachelor’s degree preferred or a minimum of three years of direct experience in Purchasing, Planning or Estimating.
• Excellent verbal and written communication skills.
• Excellent organizational skills, experience in MS Office; and working knowledge of MS Excel.

Please send your resume and cover letter to careers@gracoroberts.com to apply.

Primary Responsibilities

• Receive work orders and schedule from Production Manager.
• Inspect raw material received from warehouse against work order.
• Prepare finished goods as per work order/instructions.
• Ensure finished good fill weights are in accordance with work instructions.
• Ensure all required packaging materials are correct and listed on work order.
• Package finished goods in appropriate containers as per work order.
• Label product for storage (as required).
• Initial all required areas on work order/work instructions before submitting to Labeling Department.
• Transfer ambient unused raw material to “Raw Material Return to Receiving Area” location in warehouse. Note: If working with cold storage raw material, return to “Raw Material Return to Receiving Area” and verbally notify Receiving Department.

Contribution to Quality Objectives

• Ensure quality product is received from warehouse per work order.
• Ensure correct product and lot number is received from warehouse as per work order.

Equipment Utilization

• Mixing equipment as per work instruction
• Electronic weight scale
• Liquid Nitrogen/Dry Ice
• Forklift, stand-up/standard
• Computer (minimal)
• Calculator
• Pallet Jack

Education and Experience

• Minimum 6 months chemical compounding/blending and/or chemical handling or packaging experience
• Minimum high school diploma or equivalent
• Excellent verbal and written communication skills

Summary

Will play a fundamental role in achieving customer acquisition, retention, and margin growth objectives. Will make dozens of calls per day, working with customers, prospects, and channel partners, generating interest, qualifying prospects and closing sales. Will generate revenue by soliciting and obtaining orders, understanding and interpreting technical requirements, providing technical information, and developing accounts.

Primary Responsibilities

• Source new sales opportunities through inbound lead follow-up and outbound cold calls and emails
• Make a minimum number of successful calls per day; successful defined as “a two-way interaction with the decision-maker or influencer to advance the sale”
• Understand customer needs and requirements
• Cultivate qualified opportunities, close sales, and once account matures, transfer to the appropriate sales executives for further development
• Close sales and achieve quarterly quotas
• Research accounts, identify key players and generate interest
• Maintain and expand database of prospects within assigned territory
• Team with channel partners to build pipeline and close deals
• Give effective presentation to prospects
• Assess competitors by analyzing and summarizing competitor information and trends; identifying sales opportunities
• Develop sales opportunities by researching and identifying potential accounts; soliciting new accounts; building rapport; providing technical information and explanations; preparing quotations
• Close new accounts by answering telephone, fax, and e-mail inquiries; verifying and entering information
• Fill orders by transferring orders to customer service; communicating expected delivery date; explaining stock-outs
• Develop accounts by checking customer’s buying history; suggesting related and new items; explaining technical features
• Update all opportunities, activities, and lead advancements in Salesforce or other designated CRM system
• Maintain and improve quality results by following standards; recommending improved policies and procedures
• Update job knowledge by studying new product descriptions; participating in educational opportunities Accomplish department and organization goals by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments

Metrics:

Will be measured based on the following:

• Total number of calls
• Total number of successful calls
• Total number of sales
• Margin dollar growth over prior year
• Total number of leads generated and qualified for both retention and acquisition accounts

Requirements

• BA/BS degree
• Team player; comfortable cultivating account and handing it over to appropriate salesperson once mature
• Self-starter
• Proven inside sales experience
• High-energy and positive attitude
• Track record of over-achieving quota
• Strong phone presence and experience dialing dozens of calls per day
• Proficient with corporate productivity and presentation tools
• Experience working with Salesforce or similar CRM system
• Excellent verbal and written communications skills
• Strong listening and presentation skills
• Ability to multi-task, prioritize, and manage time effectively

Inside Technical Sales Representative Skills and Qualifications:

Meeting sales goals, closing skills, prospecting skills, technical aptitude, relationship building skills, people skills, data entry skills, customer-focus, professionalism, strong motivation for sales.

To be considered, please submit your resume and cover letter.

Primary Responsibilities

As an ambassador for our customers and their experience with GracoRoberts, the Account Specialist/Customer Service Representative is responsible for wowing the customer at every touchpoint throughout the customer buying journey, while balancing the needs of the organization.

The following duties should be performed with a focus on delivering an exceptional customer experience:

• Enter quotes, design projects, sample requests, and customer purchase orders into system. Note special circumstances affecting customer requirements, order ship date, risk level, and/or status.  Works with Purchasing to ensure customer requirements are flowed down to vendors.
• Deliver quotes, purchase order confirmations, order status, and related communication updates to customers
• Always participate on call queue during assigned working hours.
• Respond to all customer inquiries in a timely and professional manner.
• Enter out-of-system quote requests for pricing and availability into Company’s ERP system.
• Obtain and review customer Quality Clauses and update Customer Profile with any important info that must be noted at time of order entry.
• Monitor customer supplier portals for new quotes and orders as applicable.
• Enter new accounts in system, and assist requesting references and submitting references for Net 30 terms approval.
• Provide quality review (QC) of other Customer Service Representative’s orders
• Process customer reports of nonconformance as specified in the Quality Management System. Gather and document all necessary information to explain and validate issue, and forward to the Quality & Compliance Manager for review and action by the appropriate parties.
• Run reports and analyze to ensure that all customer commitments are fulfilled as promised.
• Update customer open order reports with due dates or shipping information.
• Obtain copies of specifications and submit for review by Quality department
• Pull and supply any requested paperwork for customers. Ie: CofC, CofA, MFG cert, Mercury Free Cert, Test Report etc.
• Partner with Technical Account Manager as needed on issues regarding product, price and/or service delivery process.
• Attend all scheduled department meetings and training sessions.
• Conduct proactive telemarketing and/or customer relations calls as directed by the Customer Service/Account Services
• Educate, promote and register customers on our e-commerce website to acquire price quotes, place orders, and obtain TDS and SDS.
• Assist accounting with any invoice discrepancies by reaching out to buyers to help initiate payment.
• Other duties as assigned.

Qualifications

• Minimum of two years’ experience in a similar position with direct experience interacting with customers and entering data with a high degree of accuracy
• College degree preferred
• Full competence and experience in Office Suite Software (Word, Outlook, Excel, Outlook)
• Excellent verbal and written communication skills.
• Well-developed time management and organizational skills.
• Teamwork – balances team and individual responsibilities;
• Interpersonal Skills – remains open to others’ ideas and tries new things. Displays empathy for internal and external customers.
• Quality – demonstrates accuracy and thoroughness; looks for ways to improve and promote quality; applies feedback to improve performance; monitors own work to ensure quality.
• Adaptability – comes from a mindset of solving problems, adapts to changes in the work environment; manages competing demands
• Attendance/punctuality – is consistently at work and on time; ensures work responsibilities are covered when absent.
• Ethics – works with integrity and ethically; uphold Company values

Please submit your resume and cover letter.