ABOUT BLACKHAWK
BlackHawk Datacom provides innovative technology solutions to help connect, protect and optimize critical operations in remote, harsh environments. Serving the energy, maritime and defense markets, our communications, physical security and electronic engineering services redefine visibility into high value remote assets.
BlackHawk Datacom is on an exciting growth trajectory. We are looking for bright, energetic individuals who want to make a difference, enjoy the satisfaction that comes with a sense of contribution, and thrive in a fast-paced environment. Experience in the Petrochemical and Refining environment is beneficial.
JOB SUMMARY
Reporting to the Sales Manager, the Account Manager is responsible for revenue generation from assigned accounts, as well as expanding the customer base to new subsets of Blackhawk’s target market verticals. The Account Manager employs a combination of tools, including database mining, networking, cold calling and market research to identify and pursue revenue opportunities that are in alignment with BlackHawk’s strategic plan. The Account Manager manages existing customer relationships to ensure maximum value for the company is achieved by meeting or exceeding revenue targets as determined by BlackHawk’s strategic business plan. The Account Manager serves BlackHawk’s customers and prospects as a Subject Matter Expert in the areas of physical security and remote communications.
The Account Manager manages all support functions essential to sales productivity. These include planning, reporting, customer/account management, sales process optimization, sales job design, sales program adherence and achieving revenue goals set by management.
In the performance of their respective tasks and duties, all employees are expected to conform to the following:
Perform quality work within deadlines with or without direct supervision.
Interact professionally with other employees, customers, and suppliers.
Work effectively as a team contributor on all assignments.
Work independently while understanding the necessity for communicating and coordinating work efforts with other employees within the company.
Maintain confidentiality.
Adapt to changing environments and goals.
Provide services that meet or exceed management, customer, and employee expectations.
ESSENTIAL DUTIES & RESPONSIBILITIES
Travels to corporate and field locations.
Aggressively searches for revenue opportunities that align with the BlackHawk strategic plan, using all tools available.
Cold calls prospects at remote and corporate locations to identify new opportunities.
Presents BlackHawk Datacom products and services to existing and prospective customers, both informally and as formal presentations.
Proactively monitors technology developments and engages in continuous education, both formal and informal, in order to bolster BlackHawk’s technology solutions efforts.
Coordinates with management on sales forecasting, planning, and budgeting processes used within the sales organization. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts.
Works closely with the Marketing, Engineering, Supply Chain, Field Services and Operations Teams to ensure that BlackHawk is positioned to lead the market in communications and security technologies while maximizing value for the company and our employees.
Practices servant leadership to create a culture within the Sales Team that demonstrates a strong sense of urgency, customer service commitment and pride in ownership of the BlackHawk brand.
Works in a consultative fashion with peers, Directors, and Managers in an effort to improve efficiency and effectiveness.
Acts as a good steward of BlackHawk Datacom’s resources and ensures control of departmental budgets.
Maintains communications with the Operations Teams to address any customer service issues.
Maintains active participation in the sales process with a focus on growing BlackHawk Datacom’s business.
EDUCATION, EXPERIENCE, REQUIRED ABILITIES, AND PREFERENCES
Four-year college degree from an accredited institution, or Five years’ sales or sales management experience in an industrial business-to-business sales environment.
Petrochem and refining sales experience strongly preferred.
Demonstrated proficiency in managing analytically rigorous initiatives.
Compliant with any licensing or certifications required by the State.
COMPENTENCIES
Analytical - Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data; Designs workflows and procedures.
Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.
Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
Effective Communication – (Oral) Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings; Provides timely and appropriate responses to verbal requests by Customers and Management. (Written) Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information; Replies timely and appropriately to written requests by Customers and Management.
Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.
Leadership - Exhibits confidence in self and others; Inspires and motivates others to perform well; effectively influences actions and opinions of others; Accepts feedback from others; Gives appropriate recognition to others.
Business Acumen - Understands business implications of decisions; Displays orientation to profitability.
Cost Consciousness - Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue; Conserves organizational resources.
Diversity - Demonstrates knowledge of EEO policy; Shows respect and sensitivity for cultural differences; educates others on the value of diversity; Promotes a harassment-free environment; Builds a diverse workforce.
Ethics - Treats people with respect; Keeps commitments; inspires the trust of others; Works with integrity and ethically; Upholds organizational values.
Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; supports organization's goals and values; Benefits organization through outside activities; Supports affirmative action and respects diversity.
Judgment - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.
Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
Quantity - Meets productivity standards; Completes work in timely manner; Strives to increase productivity; Works quickly.
Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly.
Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan.
Initiative - Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
Innovation - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.
SAFETY POLICIES AND PRACTICES
Employee must set example for others by 100% participation in all Safety required training and programs (such as S.T.A.R.T.). At all times, the employee is responsible for following all safety rules and regulations set by BlackHawk Datacom, their customers, and federal, state, and local governments. The employee is also responsible for wearing the proper Personal Protective Equipment (PPE) required by OSHA and the Company, in accordance with the tasks being performed.