SUMMARY:

Plans, organizes and administers account management and related sales operations and activities, including pricing, segmentation and service definitions and resolutions; provides expert professional assistance to corporate management staff in account management and related sales matters.

ESSENTIAL FUNCTIONS:

• Develops and directs the implementation of goals, objectives, policies, procedures and work standards for the department; directs the preparation and administration of the department's budget.
• Develops, implements and oversees all account management and related sales initiatives, programs and systems.
• Responsible for strategic direction of the account management and related sales functions for the group, as well as assigned current and new key accounts. Manages staff including hiring, training, development and engagement of self and team members, evaluating performance, providing compensation recommendations, and performance management.
• Directs and participates in operational, monthly and cross functional meetings; ensures compliance with federal, state, local, and institutional standards, regulations and policies regarding operational and services in the handling of internal and customer related issues.
• Provides recommendations to executive management for improvement of the organization's policies, procedures and practices on account management and related sales matters.
• Anticipates and resolves litigation risks; investigates incidents and exposures; provides contract negotiation recommendations.
• Compiles, analyzes and reports of accounts, sales, and related service metrics to senior leadership.
• Manages special projects by identifying issues and priorities; communicates and coordinates, and evaluates results.
• Maintains currency of regulations, industry trends, current practices, new developments, applicable laws, and legislation.
• Contributes to the efficiency and effectiveness of the department's service to its customers by offering suggestions and directing or participating as an active member of a work team.
• Promotes and supports the overall mission of Pace Analytical by demonstrating courteous and cooperative behavior when interacting with customers and staff; acts in a manner that promotes a harmonious and effective workplace environment.

QUALIFICATIONS:

Education and Experience:

Bachelor's degree in business administration, chemistry, operations, or a closely related field; AND five (5) years of professional sales experience, two (2) years experience in a managerial role; OR an equivalent combination of education, training and experience.

Required Certificates, Licenses, and Registrations:

Continued employment is contingent upon all required licenses and certificates being maintained in active status without suspension or revocation.

• Valid Driver's License.

Required Knowledge and Skills

Required Knowledge:

• Expert principles, practices and techniques of account management and related sales administration.
• Administrative principles and practices, including goal setting, program development, implementation and evaluation, and the management of employees.
• Advanced principles and practices of developing teams, motivating employees and managing in a team environment.
• Principles and practices of budget development and administration.
• Applicable account management and related account management laws, codes and regulations.
• Computer applications and systems related to the work.
• Techniques for dealing with a variety of individuals from various socio-economic, ethnic and cultural backgrounds, occasionally where relations may be confrontational or strained.
• Advanced principles and techniques of providing effective oral presentations.
• Advanced principles and practices of program planning, development and evaluation.
• Principles and techniques of making effective oral presentations.
• Correct business English, including spelling, grammar and punctuation.

Required Skills:

• Planning, organizing and administering a comprehensive and varied account management and related sales support functions.
• Effective and efficient management of programs and staff.
• Training others in policies and procedures related to the work.
• Developing and implementing goals, objectives, policies, procedures and work standards.
• Developing effective work teams and motivating individuals to meet goals and objectives and provide customer services in the most cost effective and efficient manner.
• Performing expert professional-level account management and related sales duties in a variety of assigned areas.
• Interpreting, applying and explaining applicable laws, codes and regulations.
• Providing consulting services to supervisors and managers.
• Preparing clear and concise reports, correspondence and other written materials to various levels of the organization.
• Using initiative and independent judgment within established organizational and leadership guidelines.
• Using tact, discretion and prudence in working with those contacted in the course of the work.
• Performing effective oral presentations to large and small groups and to various levels of the organization.
• Contributing effectively to the accomplishment of team or work unit goals, objectives and activities.
• Establishing and maintaining effective working relationships with a variety of individuals contacted in the course of the work.

Pace® Analytical Services

Pace® makes the world a safer, healthier place. Committed to advancing the science of businesses, industries, consulting firms, government agencies, and others, Pace® offers local-level service backed by a national laboratory network. Through in-lab and emergency onsite services, Pace® ensures our air, water, soil, and more are safe.