Inside Sales Account Manager
Hercules Sealing Products, Clearwater, FL, United States
TOGETHER, WE DELIVER HIGH-QUALITY SOLUTIONS
At Hercules Sealing Products we are the premier name in the aftermarket hydraulic equipment repair parts sector. As a cornerstone of the fluid power industry, we leverage decades of expertise to meet the demands of partners worldwide, embodying the essence of a global leader originating from a foundation of unparalleled service and quality. We're excited about the future and committed to continuing this legacy.
Our success is deeply rooted in the caliber of our team members. We are committed to fostering a workplace culture that prioritizes employee development, encourages collaborative teamwork, and offers stimulating tasks paired with meaningful rewards for accomplishments.
Our culture is anchored in the values of Humble Servant Leadership, Engaging Environment, Respect, Customer Centric, Uncompromised Integrity, Leveraging Our Skills, Embrace New Ideas, and Surpass Expectations.
About the Role
The Inside Sales Account Relationship Manager plays a key role in driving strategic revenue growth by managing high-potential territories, reactivating dormant accounts, and nurturing new opportunities generated by the Business Development Representative (BDR). The ISAM is responsible for territory ownership, customer engagement, quoting, and long-term account growth, working in tandem with BDRs who focus on top-of-funnel prospecting and new lead generation. This is a salaried position with typical working schedule Monday – Friday, various hours based on territory. Key Responsibilities
Territory & Account Management
Own and manage assigned territories, acting as the primary point of contact for strategic outreach and account growth. Monitor and evaluate territory performance, creating action plans to grow revenue and market penetration. Regularly reassess territory activity and work with leadership during biannual stratification refreshes to adjust coverage as needed. Follow up on qualified leads and warm opportunities handed off from BDR, ensuring consistent communication and timely quoting. Provide feedback to the BDR on lead quality, conversion outcomes, and trends to refine top-of-funnel strategies. Maintain a strong pipeline of opportunities with accurate tracking in CRM (Zoho), ensuring timely updates and follow-ups. Identify and prioritize dormant and declining accounts with growth potential. Re-engage customers through tailored outreach, needs assessment, and presentation of value-driven solutions. Proactively address any friction points and position Hercules as a reliable partner to regain lost business. Quote, close, and grow new and existing accounts, leveraging product knowledge and value-based selling techniques. Work closely with product and marketing teams to deliver targeted solutions based on customer segment needs. Track against monthly and quarterly revenue targets, using a structured outreach cadence and follow-up strategy. Customer Relationship Building
Build lasting, consultative relationships with customers, positioning yourself as a trusted advisor. Conduct periodic account reviews and growth conversations with customers to identify upselling and cross-selling opportunities. CRM & Reporting
Maintain accurate account data and activity logs in Zoho CRM, tracking outreach, quoting, and sales stages. Monitor KPIs including conversion rate, quote volume, follow-up time, revenue growth, and contact frequency. Cross-Functional Collaboration
Work in close alignment with BDR, Customer Service Reps, and Regional Sales Managers (RSMs) to ensure seamless customer handoffs and shared revenue goals. Actively participate in sales huddles, pipeline reviews, and strategy sessions. Qualifications
High School Diploma or equivalent required. 3+ years of experience in B2B sales, account management, or business development, preferably in an industrial or manufacturing environment. Proven success in territory management, lead conversion, and pipeline development. Familiarity with CRM systems (Zoho preferred), sales reporting tools, and MS Office. Strong interpersonal, communication, and negotiation skills. Highly organized with a proactive and self-directed approach. Hercules participates in E-Verify. Upon hire, we will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee's Form I-9 to confirm work authorization
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The Inside Sales Account Relationship Manager plays a key role in driving strategic revenue growth by managing high-potential territories, reactivating dormant accounts, and nurturing new opportunities generated by the Business Development Representative (BDR). The ISAM is responsible for territory ownership, customer engagement, quoting, and long-term account growth, working in tandem with BDRs who focus on top-of-funnel prospecting and new lead generation. This is a salaried position with typical working schedule Monday – Friday, various hours based on territory. Key Responsibilities
Territory & Account Management
Own and manage assigned territories, acting as the primary point of contact for strategic outreach and account growth. Monitor and evaluate territory performance, creating action plans to grow revenue and market penetration. Regularly reassess territory activity and work with leadership during biannual stratification refreshes to adjust coverage as needed. Follow up on qualified leads and warm opportunities handed off from BDR, ensuring consistent communication and timely quoting. Provide feedback to the BDR on lead quality, conversion outcomes, and trends to refine top-of-funnel strategies. Maintain a strong pipeline of opportunities with accurate tracking in CRM (Zoho), ensuring timely updates and follow-ups. Identify and prioritize dormant and declining accounts with growth potential. Re-engage customers through tailored outreach, needs assessment, and presentation of value-driven solutions. Proactively address any friction points and position Hercules as a reliable partner to regain lost business. Quote, close, and grow new and existing accounts, leveraging product knowledge and value-based selling techniques. Work closely with product and marketing teams to deliver targeted solutions based on customer segment needs. Track against monthly and quarterly revenue targets, using a structured outreach cadence and follow-up strategy. Customer Relationship Building
Build lasting, consultative relationships with customers, positioning yourself as a trusted advisor. Conduct periodic account reviews and growth conversations with customers to identify upselling and cross-selling opportunities. CRM & Reporting
Maintain accurate account data and activity logs in Zoho CRM, tracking outreach, quoting, and sales stages. Monitor KPIs including conversion rate, quote volume, follow-up time, revenue growth, and contact frequency. Cross-Functional Collaboration
Work in close alignment with BDR, Customer Service Reps, and Regional Sales Managers (RSMs) to ensure seamless customer handoffs and shared revenue goals. Actively participate in sales huddles, pipeline reviews, and strategy sessions. Qualifications
High School Diploma or equivalent required. 3+ years of experience in B2B sales, account management, or business development, preferably in an industrial or manufacturing environment. Proven success in territory management, lead conversion, and pipeline development. Familiarity with CRM systems (Zoho preferred), sales reporting tools, and MS Office. Strong interpersonal, communication, and negotiation skills. Highly organized with a proactive and self-directed approach. Hercules participates in E-Verify. Upon hire, we will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee's Form I-9 to confirm work authorization
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