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Title:  Account Manager



Prospects and penetrates new and existing accounts and manages and leverages representative/distributor network within a specified region or territory to identify and develop product opportunities in a variety of processes and applications to support product line growth initiatives.  Manages all aspects of sales and support activities at those accounts and/or assigned territories, and increases sales revenue and customer satisfaction.




  • Identifies, qualifies, and pursues sales opportunities at existing and new accounts within assigned area.       
  • Coordinates activities to increase sales and establish and maintain a high level of customer satisfaction at all accounts.    
  • Penetrates all levels of assigned accounts on a face-to-face basis to ensure an intimate, timely, and firsthand knowledge of customer issues.
  • Supports representative/distributors in identifying, qualifying, and pursuing sales opportunities at existing and new accounts within assigned region.
  • Maintains regular contact with representative/distributors to ensure an intimate and timely knowledge of customer issues. Also works directly with customers, as needed, to gain firsthand knowledge of the issues.     
  • Monitors progress of representative/distributors in meeting sales objectives  
  • Produces quotations and books orders for all sales activity at assigned accounts.   
  • Provides initial level of technical support at  accounts.          
  • Arranges for advanced levels of support from AE customer service, applications, engineering,  marketing, etc.   
  • Develops account profiles, including competitive positions and sales volume, sales opportunities, company direction,  decision makers, etc.     
  • Produces and updates account strategies and tactics.          
  • Forecasts sales in accordance with AE processes and procedures.   
  • Works closely with AE marketing and Engineering to ensure rapid response to opportunities and effective solution to customer issues at  account.     
  • Travels as needed to properly perform all aspects of duties for remote customers. Local/regional travel is required; approximately 50-60% should be expected.
  • Performs other duties as requested.




  • Proven sales aptitude and sales skills, both tactically and strategically.
  • Good working knowledge of industrial heating processes. 
  • Excellent communication skills - in writing, by phone, and group and one-on-one presentations. 
  • Excellent organizational skills with attention to detail.
  • Ability to condense information into action lists.
  • Ability to exercise strong follow-up on commitments.
  • Strong team player.
  • Good problem solving skills and strength in managing conflicts.
  • Computer literacy with confidence in using Windows, spreadsheets (Excel), word processors (Word), and presentation graphics (PowerPoint). 
  • Ability to comprehend and relate technical product and process specifications.




  • 3+ years of account management and sales experience identifying and closing opportunities industrial OEM and end user markets
  • Proven experience selling and/or supporting a variety of high-tech accounts in the industrial, medical, or energy equipment space.    
  • Working knowledge of the target account base in the territory.
  • Previous experience working with manufacturers reps, distribution channels and direct accounts.
  • Preferred additional experience:
    • Working knowledge of furnace or thermal processes.




BSEE or equivalent education and/or experience.



Advanced business degree or course study in Sales and Marketing, Business Administration, or Engineering disciplines.



Nearest Major Market: San Jose
Nearest Secondary Market: Palo Alto