Company Description
Swagelok® Allentown | Lehigh Valley Fluid Systems, LLC has been a trusted provider of high-quality fluid system components since 1971. As an authorized distributor of Swagelok® products, we deliver solutions that are backed by the Swagelok Limited Lifetime Warranty, ensuring reliability and long-term cost savings for our customers. Dedicated to innovation, quality, and exceptional customer service, we constantly strive to improve and provide innovative solutions. Our service area includes major cities and counties throughout eastern Pennsylvania, making us a key partner to various industries in the region. Our commitment to technical excellence and integrity defines our customer-focused approach.
Position Summary:
The Technical Account Manager is a field sales and service role that sells Swagelok products and services using technical knowledge, business acumen and selling skills to influence customers. They assist them in the proper application of our products and services resulting in revenue generation. In addition, the position provides input and participates in market and territory planning, and the development of the sales plan and other various company initiatives. This position provides technical support to end-users, to facilitate growth of sales in targeted product initiatives, and market segments.
Position Requirements
There are six primary areas of focus:
1. Fulfills customer and organization-driven inquiries for On-site technical assistance, gathers customer application information to determine customer needs and helps guide customers with the proper selection of our products and services while assessing opportunity for additional growth. Shares the information with the team to help establish the next steps to further promote our products and services.
2. Develop and expand the existing customer base by executing the sales process, identifying growth opportunities within Tier 1 and Tier 2 accounts, proactively managing Tier 3 accounts, and delivering product demonstrations and solution presentations.
3. Servicing assigned customers at their locations, managing customer inventory, and driving sales on a routine schedule
4. Engages in price management for Tier 1 & Tier 2 accounts, coordinating activities with New Account Coordinator and documents and presents value impact partnership reports.
5. Acts as the eyes and ears of the organization, monitoring business partners for changes in leadership, direction, applications, and other opportunities for revenue growth.
6. Works with a team to develop proposals and solutions
Other Responsibilities
- Answer customers’ questions about products, prices, and availability.
- Delivers sales presentations, and product demonstrations.
- Be a technical resource to the customer.
- Work closely with Customer Service Representatives to fulfill customer needs and orders.
- Stay proficient in selling process and product features
- Monitor market conditions or trends and participate in sales forecasting and planning.
- Maintain customer records by updating and maintaining CRM.
- Manage assigned customer base and grow their product baskets.
- Work with other Sales Associates to develop strategies for common customers and industries
- Provide input and participate in Marketing, market planning, and development of the sales plan, business reviews and other various company initiatives
- Servicing assigned customers at their locations, managing customer inventory, and driving sales on a routine schedule
- Routinely counting and filling inventories while coordinating with customer site contacts and Sales Associates while exhibiting a high level of Swagelok presence
- Gather customer needs and requirements in cooperation with Sales & Marketing organization to help build the territory plans
- Actively participate in key phases of the sales process with prospects
- Proactively prevent and solve problems of a technical nature occurring at existing customers and engaging team when appropriate to escalate support.
- Develop and maintains relationships with customer technical staff, to keep and to extend business opportunities
- Use reporting tools in business system, up-dates the business partners and opportunity databases with valid, accurate and complete information (visits reports, action reports, cases, regulatory requests…)
- Monitor competitive activities at customers’ facilities
- Promote the positive company reputation and develops long-term relations with customers
- Perform other duties and assignments as assigned
Education and Experience:
- BS/BA in Engineering, Marketing, Business, or a related field, or equivalent combination of education and 0–2 years of related experience.
- Internship or early professional experience in technical sales, account management, customer success, or technical support preferred.
- Experience working with technical products, engineering teams, or B2B customers is a plus.
Knowledge, Skills and Abilities:
- Strong mechanical aptitude and technical capacity
- Strong work ethic
- Must have proven organizational and planning/time management skills with the ability to develop specific goals and plans to prioritize, organize, and accomplish your work.
- Strong presentation skills
- Outstanding communication skills
- Critical thinking with creative problem-solving abilities
- Understanding of customer applications and develop/provide fluid handling solutions specific to customer needs and specifications
- Interpretation of customer applications in order to develop Process and Identification (P&ID) of fluid schematics
- Computer Skills: Proficient in Microsoft business applications (Word, Excel, PowerPoint, and Outlook), and ability to utilize a customer management software (CRM)
Competencies:
· Role Model/Character/Integrity: Individuals are recognized and spoken about as models of integrity and strong character
· Self-Awareness: Ability to recognize their own feelings and how their actions and behaviors impact others
· Self-confidence: Possesses confidence in one’s ability to meet challenges and make sound decisions.
· Self-control: Recognizes and manages one’s emotions and strong feelings under stress or when provoked.
· Adaptability/Resilience: Recovers quickly from change or setbacks.
· Initiative: Acts on opportunities.
· Optimism: Always references the positives in any situation.
· Empathy: Recognizes and understands the emotions of others.
· Social awareness: Pays attention to others and is considerate and respectful of them.
· Customer Orientation: Delivering, anticipating, and maintaining professionalism with customers.
· Organizational Awareness: Effectively reading and acting on knowledge about an organization.
· Influence: Affects others through personal power and persuasion.
· Teamwork & Collaboration: Ability to work effectively with others to deliver results.
· Fosters Communication (Listening, Verbal Fluency): Active listening style that achieves understanding and appreciation for others and expressing oneself in a clear and well-articulated fashion appropriate to audience.
· Achievement/Results Focus: Getting results in a consistent and reliable manner ‑ neither over committing nor playing it safe.
· Openness to Cultures: Demonstrates a global business perspective that allows for high effectiveness.
· Business Acumen: Has awareness of financial impact that decisions have within a department and across the company.
· Thinking with Depth/Breadth: Has the thinking resources that show a depth of knowledge drawn from a wide range of experience. Brings valuable information and relevant facts that are forward thinking.
Other Requirements of the Job:
- Current Driver’s License with proof of insurance
- Professional Business casual attire