Reporting to the Director of Account Management, the Account Manager is responsible for planning and executing daily and weekly account-development activities in alignment with the goals of the GXC Sales Department and the Director of Account Management. The role manages assigned market vertical(s) and accounts, building durable relationships, identifying opportunities, and advancing prospects through disciplined sales and account management follow-up processes.
This position requires continuous acquisition of product and industry knowledge to become proficient in the distinctive attributes, set-up, and end-use of GXC countermeasure and metal detection solutions. Product knowledge is developed through formal training (including manufacturer-led training as scheduled) and reinforced through independent learning and structured shadowing/on-the-job application.
The Account Manager is expected to build a sales funnel, generate and qualify leads, maintain accurate CRM data, conduct outreach campaigns, deliver virtual and in-person demonstrations, and produce formal estimates. After closing, the Account Manager coordinates handoffs and remains engaged through installation, end-user training, and post-sale service communication to ensure customer success and protect long-term account value.
Assignments may be specialized by operational vertical or customer segment (e.g., K-12, events, government/regulated environments), requiring the Account Manager to tailor messaging, compliance awareness, and service expectations to the needs of each vertical while maintaining consistent GXC sales standards.
Account and Pipeline Management
- Plan and execute daily, weekly, and monthly account activity to meet defined sales and account-growth objectives.
- Prospect, qualify, and advance leads through the sales funnel using a prescribed management process, maintaining momentum and clear next steps.
- Develop and maintain regular customer contact cadence using fresh, relevant content aligned to assigned market vertical(s).
Lead Generation, Outreach, and Research
- Self-generate leads through targeted research and trend identification; maintain lead lists and segmentation for outreach campaigns.
- Conduct outbound email and phone follow-up sequences in accordance with defined campaign standards and messaging discipline.
- Perform company and contact research to support prospecting, personalization, and account strategy.
Product Knowledge, Demonstrations, and Consultative Selling
- Develop working expertise in GXC countermeasure and metal detection products through training, shadowing, and ongoing learning.
- Sell and schedule appointments that enable detailed discovery, product discussion, and live demonstrations based on customer needs.
- Conduct product demonstrations both in person and virtually; communicate value propositions clearly and professionally.
Quoting, Closing, and Post-Sale Coordination
- Prepare formal estimates and quotes; confirm scope, assumptions, timelines, and required approvals prior to submission.
- Drive opportunities to closure, maintaining accurate closed-won /closed-lost customer documentation and rationale in the CRM.
- Oversee post-sale coordination including installation scheduling, end-user training coordination, and routine post-sale communication in partnership with Operations and Service teams.
CRM, Reporting, and Systems Discipline
- Maintain accurate records in designated systems, ensuring activities, communications, opportunities, and forecasting data are current and defensible.
- Demonstrate operational proficiency with tools that may include Salesforce, ZoomInfo/Uplead, Webex, SharePoint, and video communication platforms.
- Provide regular reporting of activity, pipeline status, and account performance as required by leadership.
Customer Presence, Travel, and Events
- Attend trade shows, conferences, and customer events as required to support pipeline development and account relationships.
- Travel as required to support meetings, demonstrations, implementations, and account retention initiatives.
- Represent GXC professionally in all customer-facing settings and communications.
Administrative and Expense Management
- Manage expenses responsibly and complete monthly expense reporting in accordance with policy and required timelines.
- Maintain organized documentation for quotes, customer communications, and project handoffs to support traceability and execution.
QUALIFICATIONS / EXPERIENCE
- Bachelor’s degree preferred (Business Management, Sales, Marketing, Communications, Education, or a technical field) OR equivalent professional experience.
- Four (4) years of professional work history in a fast-paced technical sales or account management environment (or equivalent).
- Strong oral and written communication skills, including customer-facing presentation capability.
- Demonstrated attention to detail and disciplined follow-through in CRM documentation and quoting.
- Ability to self-book and manage travel arrangements and itineraries.
- Ability to travel throughout the United States as required.
- Valid driver’s license required; Employment is contingent on meeting role-related eligibility requirements, consistent with applicable law.
- Bonus Experience: Experience supporting K-12 environments (school administration exposure or direct sales/account management within K-12).
- Consultative sales and account management discipline
- Professional relationship-building and stakeholder management
- Outbound prospecting and campaign execution (email/phone follow-ups)
- Live and virtual product demonstration capability
- Pipeline management, forecasting hygiene, and CRM discipline
- Clear written estimates and scope communication
- Executive-level presentation skills (PowerPoint) and verbal communication
- Tool proficiency: Salesforce/CRM, collaboration platforms, Microsoft Office (Excel/PowerPoint), and workflow systems
- Time management and prioritization across concurrent opportunities
- Professional judgment, integrity, and follow-through
AUTHORITY AND DECISION-MAKING
- May make routine operational decisions within approved procedures to plan daily and weekly account activity, progress assigned opportunities, maintain CRM accuracy, and coordinate standard customer follow-up across assigned verticals and accounts.
- Must escalate non-routine exceptions involving pricing or scope deviations, customer requirements outside standard offerings, approval-dependent quote assumptions, or commitments that may affect delivery, compliance, or cross-functional execution to the Director of Account Management.
- Authorized to approve routine outreach execution, opportunity-stage updates, meeting scheduling, travel arrangements, expense submissions, and handoff documentation within established procedures; approval of non-standard commercial terms rests with Director of Account Management.
- Recommends corrective actions, account-growth strategies, quote refinements, and post-sale coordination improvements based on pipeline activity, customer feedback, and account performance; final approval for material commercial decisions, exceptions, and strategic account actions rests with the Director of Account Management.
WORKING CONDITIONS / PHYSICAL REQUIREMENTS
- Fine motor dexterity and the ability to work from an electronic device consistently throughout the workday.
- Ability to travel regularly, including overnight travel, as required by customer needs, demonstrations, and events.
- Ability to learn new tasks, retain product knowledge, and apply sales workflows consistently.
- Ability to maintain focus and independence in a remote or field-based working environment.
- Ability to make timely decisions, manage multiple priorities, and apply established workflows under time constraints.
Compensation: This position offers a base salary of $65,000–$68,000 annually, plus commission-based earning opportunities.
— Sarah J.
·
Marketing Manager
★★★★★
Verified
