Account Manager

Summary

Northern Tool + Equipment serves tradespeople and weekend warriors by providing tools, equipment, and a hassle-free customer experience. The Account Manager will build and grow long-term customer relationships within an assigned territory through consultative selling, pipeline and CRM management, customer outreach, and consistent follow-through. The role is responsible for identifying customer needs, driving revenue growth, supporting retention, and achieving sales, customer satisfaction, and KPI goals.

Responsibilities

• Territory and Pipeline Management: Manage assigned territory activity and work assigned leads to achieve sales, growth, productivity, customer engagement, and KPI goals. Prioritize customer outreach, maintain a regular territory coverage cycle, identify and qualify new opportunities, convert leads into revenue-producing accounts, manage opportunities through defined sales stages, and maintain an active pipeline to support forecasting, account growth, and increased market share
• Customer Relationship Management: Build trust-based customer relationships by conducting purposeful outreach, understanding customer business needs, providing timely follow-up and maintaining a high level of service and customer satisfaction
• Consultative Selling: Use discovery questions, active listening, product knowledge and business acumen to assess customer needs and recommend solutions that support the customer’s operations, purchasing priorities and business objectives
• Sales Performance: Achieve assigned sales targets by identifying incremental revenue opportunities, promoting relevant products and programs, overcoming objections, negotiating effectively and confidently advancing opportunities through the sales process while protecting business value
• CRM and Data Discipline: Maintain accurate and timely customer records, account activity, follow-up actions, sales opportunities and relevant customer insights in CRM. Utilize CRM as the primary tool for managing customer engagement, opportunity progression, territory planning, pipeline health, forecasting and follow-up commitments to support sales growth and business continuity
• Product, Program and Market Knowledge: Promote the Company’s products, services, reliability, marketing offers and promotional programs while effectively positioning solutions against customer needs and competitive alternatives
• Collaboration and Communication: Keep supervisor informed of key customer developments, potential issues, pipeline opportunities and related information. Coordinate effectively with stores, customer care, merchandising, operations and other internal partners as needed to resolve issues, provide consistent customer experience and support team goals
• Remote Work Effectiveness: Demonstrate accountability, responsiveness and strong organization while working in a remote environment. Effectively use phone, email, chat, CRM and business systems to communicate, collaborate and maintain productivity
• Continuous Improvement: Partner with supervisor to review sales activity, customer engagement, development opportunities and action plans that support individual performance, territory growth and professional development. Regularly review KPI performance, identify gaps, and implement action plans to improve sales effectiveness and territory results Perform related duties as assigned to support department and business objectives

Skills

• Candidates must be based in Minneapolis/St.Paul area to come into office on a as needed basis
• High school diploma or equivalent experience
• 2+ year of sales (B2B preferred), account management, outbound customer outreach or relationship-building experience
• Strong customer relationship, consultative selling, active listening and follow-through skills
• Demonstrated ability to prospect, qualify opportunities, overcome objections and advance customer conversations through the sales process
• Strong business acumen with the ability to understand customer needs, identify growth opportunities and recommend solutions that support revenue, margin and customer retention goals
• Ability to manage a sales pipeline, prioritize territory activity and maintain accurate CRM records to support follow-up, forecasting and account growth
• Ability to identify customer needs, recommend appropriate solutions and communicate effectively by phone, email and business systems
• Solid proficiency with Microsoft Office and ability to learn and use internal business systems
• Experience using Customer Relationship Management (CRM) software to manage account activity, customer records, follow-up actions and sales opportunities
• Strong attention to detail, planning, organization, problem-solving and decision-making skills
• Ability to work independently, manage time effectively, meet deadlines and maintain productivity in a remote work environment
• Demonstrates Northern Tool + Equipment's 12 Core Competencies
• College degree or coursework preferred

Qualifications

Must Haves

• Candidates must be based in Minneapolis/St.Paul area to come into office on a as needed basis
• High school diploma or equivalent experience
• 2+ year of sales (B2B preferred), account management, outbound customer outreach or relationship-building experience
• Strong customer relationship, consultative selling, active listening and follow-through skills
• Demonstrated ability to prospect, qualify opportunities, overcome objections and advance customer conversations through the sales process
• Strong business acumen with the ability to understand customer needs, identify growth opportunities and recommend solutions that support revenue, margin and customer retention goals
• Ability to manage a sales pipeline, prioritize territory activity and maintain accurate CRM records to support follow-up, forecasting and account growth
• Ability to identify customer needs, recommend appropriate solutions and communicate effectively by phone, email and business systems
• Solid proficiency with Microsoft Office and ability to learn and use internal business systems
• Experience using Customer Relationship Management (CRM) software to manage account activity, customer records, follow-up actions and sales opportunities
• Strong attention to detail, planning, organization, problem-solving and decision-making skills
• Ability to work independently, manage time effectively, meet deadlines and maintain productivity in a remote work environment
• Demonstrates Northern Tool + Equipment's 12 Core Competencies

Nice to Haves

• College degree or coursework preferred

Benefits

• Eligible incentive programs; the OTE for this role is $90,000.
• Flexible Work Schedule: full-time schedule, Monday – Friday, complemented by a mostly remote work schedule.
• Employees working 30+ hours per week enjoy a robust benefits package, including medical, dental, vision, and a 401(k) plan with an enhanced company match.
• Generous Employee Discount: Enjoy a significant discount on the quality tools and equipment we offer.
• Paid Holidays: 7 paid federal holidays.