SUMMARY: The Account Manager owns a portfolio of roughly 8–15 established mid-tier customers and is accountable for growing them by building and running account plans, expanding assigned accounts into new product lines and connectivity services, building relationships beyond a single buying contact, and structuring commercially sound deals with our deal desk. This role collaborates closely with Business Development, the deal desk, Product, Engineering, and Operations.
NUMBER OF POSITIONS OPEN: 2
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Portfolio Ownership & Growth
- Own revenue growth and retention across an assigned portfolio of roughly 8–15 mid-tier accounts, against an annual growth target
- Track buying patterns across the portfolio and proactively act on changes such as expansion signals, slowing orders, or competitive pressure
- Identify and drive cross-sell into new product lines and MultiTech connectivity services
- Partner with Business Development to take over newly won accounts and move them smoothly into managed coverage
Account Planning & Business Reviews
- Maintain a one-page account plan for each account, refreshed semi-annually to feed the budgeting and quota cycle, such as: current revenue by product line and trend; buying-center map and contact coverage; the customer’s business context and roadmap; 2–3 named opportunities with value and next step; and key risks (competitive exposure, single-threading, product lifecycle, and contract renewal)
- Run quarterly business reviews with the larger accounts in the portfolio
Relationships & Multi-threading
- Hold credible conversations about connectivity, integration, and product fit, bringing in technical specialists for deeper engagements
- Manage long, multi-stakeholder industrial sales cycles through to decision
- Build relationships beyond the primary buying contact, reaching the wider buying center across engineering, operations, procurement, and leadership
Deal Execution & Pipeline
- Work quotes through the deal desk, structuring commercially sound deals on value, volume, and terms (vs. defaulting to discounts)
- Maintain accurate pipeline, opportunity, and contact data in CRM as the leading indicator of portfolio health
- Forecast portfolio revenue and flag risks early, including at-risk renewals, single-threaded accounts, and product end-of-life transitions
- Coordinate with Operations and Product on lead times, lifecycle changes, and escalations that affect account health
QUALIFICATION REQUIREMENTS:
EDUCATION AND/OR EXPERIENCE:
- Bachelor’s degree in business, engineering, or a technical field, or equivalent experience
- 2–5 years of B2B experience in inside sales, account management, customer success, or applications/sales engineering
- Self-directed and organized enough to run account plans across 8–15 relationships without being chased
- A proven track record of growing accounts through your own targeted initiative
- Experience in industrial hardware, electronics, IoT, or connectivity a plus
- Technically literate; credibly discusses connectivity, integration, and product fit
- Commercially curious; notices when a customer’s buying pattern shifts and takes appropriate action
- Clear written and verbal communicator, comfortable presenting to customer leadership in business reviews
- Comfortable with long, uneven sales cycles and multi-stakeholder buying
- Experience with a CRM (HubSpot preferred) and proficiency in Excel and PowerPoint
PHYSICAL DEMANDS:
- Lifting requirements up to 25 pounds
- Requires sitting for periods of time
- Requires travel using all modes of transportation
WORK ENVIRONMENT:
- This is a remote position. Work is performed primarily from a home office, with regular travel to customer sites
- Minimal noise
- Our Minnesota facility includes a manufacturing environment. Moderate noise level
- Machinery operation requires the use of safety equipment to include but not limited to; safety glasses, hearing protection, wrist and shoe straps, and ESD smock
- Loose fitting clothing and jewelry are not permitted
- No food is allowed in the manufacturing area
- No cell phone use allowed in manufacturing area unless approved by management
EQUIPMENT AND TOOLS USED:
- Laptop computer
- Standard office equipment