Account Manager - U.S. West

WeldFit is looking for a dynamic, high-performing Account Manager to grow WeldFit’s business across the U.S. West Coast (States include: CA, NV, AZ, OR, WA, ID). Based in the Southern California area, Las Vegas area, or Phoenix area, the Account Manager will be responsible for driving sales growth by implementing and managing WeldFit’s sales strategy within the assigned region, with primary focus on Line Intervention (Hot Tap and Line Stop) and Mobile Recompression services and a secondary focus on Flow Assurance. The Account Manager owns customer relationships in the territory and works closely with WeldFit’s field service team. The ideal candidate has a history of bringing on new business with natural gas utilities, pipeline operators, and energy infrastructure customers, and of hitting sales quotas.

Duties/Expectations:

Prospecting 

• Find prospects and leads to solicit WeldFit products and services across all six states in the territory.
• Green Sheet completed for every first meeting with a new account.
• Unearth new sales opportunities through networking and turn them into long-term partnerships.
• Three new customers added in the first 12 months.
• Perform direct sales contact and sales development work through all levels of a customer or prospect organization.
• Minimum 4 customer meetings per week, at least 3 in person.
• Identify opportunities to grow the regional customer base and prepare action plans to convert sales prospects into new accounts.
• Account map and Account Plan for top 3 target accounts within 90 days; reviewed quarterly with RSM.
• Participate in local marketing events such as seminars and trade shows.
• Minimum 3 regional industry events, association meetings, or customer seminars per year.
• Develop the mobile recompression market in the territory, targeting gas suppliers, power providers, and other customers that need contracted compression capacity.
• 5 qualified recompression prospects identified within 6 months; first contracted award within 12 months.
• Meetings conducted with all Target accounts within 60 days.
• Cold calling on prospective and/or existing clients within the assigned region.
• Minimum 25 prospecting touches per week (calls, emails, LinkedIn), logged in Salesforce.
• Understand current and prospective customer’s needs, business issues, and buying motives.

Account Management 

• Identify opportunities to up-sell and cross-sell Line Intervention, recompression, and Flow Assurance across the existing customer base within assigned region.
• Second product line sold into at least 3 existing accounts per year.
• Work closely with Field Service Operations, Estimating, and Manufacturing regarding key sales, job scheduling, and customer commitments.
• Weekly coordination with the West service center on upcoming work; no scope or schedule commitment made without Operations confirmation.
• Develop trust, loyalty and solid long-term relationships with key customer decision-makers.
• Contacts mapped across field, engineering, operations, and procurement for every Target/Core account.
• Facilitate executive-level client relationships, strategic business planning, and service delivery.
• Executive-level contact with WeldFit Execs at each Target account
• Remain aware of the competitive environment and profitability of each account.
• Competitor and loss reason recorded on 100% of Closed Lost opportunities.
• Lead the Approved Materials List (AML) and Master Services Agreement (MSA) process for new customers as the main point of contact.
• MSAs initiated with 3 new customers.

Customer Service

• Respond to complaints and resolve issues to ensure customer success and satisfaction.
• Customer issues acknowledged within 24 hours.
• Provide customer support when needed, including urgent and emergency requests.
• Urgent field requests escalated to Operations immediately.
• Provide professional after-sales support to increase the likelihood for repeat business.
• Customer follow-up within 2 weeks of completion on every service job.
• Ensure the timely review, strategy development, accurate evaluation and effective bid on all inquiries.
• RFQs acknowledged within 1 business day; complete information handed to Estimating per WeldFit standards; quotes delivered by customer due date.

Sales Process 

• Manage sales goals and quotas.
• Manage the entire sales cycle from finding a customer to securing a deal.
• Qualified pipeline of at least 3x the next quarter’s bookings target.
• Responsible for hitting KPI activity metrics established by management.
• Weekly activity minimums in 2.1.2 and 2.1.5 met; weekly schedule sent to RSM.
• Provide accurate and timely forecasts, funnel hygiene, target/objective updates to deliver on all account objectives and annual targets.
• Monthly forecast within ±10% of actual; no open opportunity older than 30 days without a dated next step.
• Prepare a variety of status reports such as sales forecasts, meeting notes, and progress to goals.
• Prepared for weekly funnel review and L10; quarterly performance review with RSM.
• Complete Strategic Selling plans (Blue Sheets) for high-priority opportunities.
• Blue Sheet completed for every opportunity over $500K.

Additional Responsibilities

• Ensure accurate data management on all accounts, contacts, and opportunities in Salesforce.
• Opportunities entered within 8 hours of customer request; records complete per WeldFit standards.
• Maintain reporting requirements through Salesforce platform.
• Meeting notes logged within 24 hours of every customer meeting.
• Conduct technical presentations and discussions to promote the WeldFit product and service offering.
• Minimum one technical presentation or lunch-and-learn per quarter, with SME support as needed.
• Stay up-to-date with new features and product launches.
• Continually evaluate the market and competitive landscape within assigned region.
• Quarterly territory update to RSM on competitor activity, pricing, and major customer projects.
• Visit installation projects to understand product applications and to help develop strong customer relationships.
• Minimum 2 active WeldFit job site visits per year.

Experience Level:

• 5+ years of experience selling equipment and/or services to natural gas utilities, pipeline operators, or energy infrastructure customers, preferably in the western United States (States include: CA, NV, AZ, OR, WA, ID). Relevant backgrounds include utility-facing sales, pipeline construction or integrity contractor sales, Hot Tap and Line Stop products or services, and valve and fittings distribution. Experience with compression or gas boosting services is a plus.

Education/Experience Requirements:

• BA/BS degree in Business Administration, Marketing, Communications, Engineering, or relevant field, or an equivalent combination of education and industry experience.

Required Skills:

• Excellent communication and negotiation skills.  
• Proactively addresses clients’ needs and facilitates the WeldFit sales process from beginning to end.
• Proven work experience as a sales executive, with a track record of opening new accounts and achieving quota.
• Ability to independently manage a large multi-state territory.
• Salesforce experience preferred.

Physical Requirements:

• Communication Skills
• Approximately 75% travel