Account Executive (Northeast)
Peckham Industries, Inc., Lancaster, NH, United States
Job Summary
The Account Executive is responsible for managing a portfolio of clients within an assigned geographical territory covering New England, including New Hampshire and Vermont. This role involves a balance of in-office administrative tasks and traveling to meet with clients and prospects. The successful candidate will have a foundational understanding of the concrete, blacktop, and aggregate industries and demonstrate the ability to manage client relationships, particularly with municipal and government entities.
Essential Functions
Determined. Manage and grow an assigned sales territory by maintaining strong client relationships, proactively engaging customers through regular travel and in-person meetings, and effectively balancing field activity with administrative responsibilities to support territory performance and service delivery.
Our word is our bond. Manage relationships with municipal, county, and state customers within the assigned territory by coordinating municipal bid pricing, developing competitive proposals, and actively engaging with municipal associations and key stakeholders to support client retention and business development.
Ownership and caring. Support territory growth by identifying and pursuing new business opportunities through proactive outreach and relationship building, while collaborating cross-functionally to align sales activities with company objectives and deliver coordinated client solutions.
Measurement. Provide regular updates to the Sales Manager on client interactions, sales activities, and territory performance by maintaining accurate reporting tools such as weekly KARE (Keep, Attain, Recapture, Expand) sheets and tracking key sales metrics including customer margin, revenue growth, retention, acquisition, and win/loss ratios to support informed decision-making.
Mastery. Support continuous improvement and sales effectiveness by participating in regular performance evaluations, incorporating feedback into professional development, and maintaining up-to-date sales process documentation that reflects current practices and supports the achievement of sales goals.
Requirements, Education And Experience
Basic technical knowledge of concrete, blacktop, and aggregate product lines.
Basic operational knowledge of customer businesses including concrete, blacktop, excavating, utility, development, and paving.
Strong collaboration skills with the ability to work effectively across departments.
Proficiency in Microsoft Word, Excel, and Outlook, along with strong digital communication skills.
Successful completion of the Sales Skills Evaluation and Values Competency assessment.
Preferably three (3) years of sales experience in a related industry.
Sandler Bronze Certification and Vantage Basic Sales Training are advantageous.
Must possess a valid driver's license, clean driving record, and have reliable transportation.
Authorized to work in the U.S.
Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
Travel Position may require up to 90% travel by personal vehicle to offices and client locations throughout New England, including New Hampshire and Vermont, based on business needs. Occasional travel to other company locations may also be required.
Work Environment/Physical Demands This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, and photocopiers. This is mostly sedentary, outside of travel, in an office space. The abilities to sit at a desk, frequent walking, bending, or standing, as necessary, are required.
Values At Peckham, you will experience our values wherever you work: corporate offices, plants, quarries, or paving operations. We share a common set of values - safety, integrity, dedication, and efficiency which are embedded in how we show up every day. Ours is a culture where we protect family and friends, our word is our bond, we are committed to serve and results matter. Our values are the foundation of our growth, and we believe will pave the way for future success.
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Essential Functions
Determined. Manage and grow an assigned sales territory by maintaining strong client relationships, proactively engaging customers through regular travel and in-person meetings, and effectively balancing field activity with administrative responsibilities to support territory performance and service delivery.
Our word is our bond. Manage relationships with municipal, county, and state customers within the assigned territory by coordinating municipal bid pricing, developing competitive proposals, and actively engaging with municipal associations and key stakeholders to support client retention and business development.
Ownership and caring. Support territory growth by identifying and pursuing new business opportunities through proactive outreach and relationship building, while collaborating cross-functionally to align sales activities with company objectives and deliver coordinated client solutions.
Measurement. Provide regular updates to the Sales Manager on client interactions, sales activities, and territory performance by maintaining accurate reporting tools such as weekly KARE (Keep, Attain, Recapture, Expand) sheets and tracking key sales metrics including customer margin, revenue growth, retention, acquisition, and win/loss ratios to support informed decision-making.
Mastery. Support continuous improvement and sales effectiveness by participating in regular performance evaluations, incorporating feedback into professional development, and maintaining up-to-date sales process documentation that reflects current practices and supports the achievement of sales goals.
Requirements, Education And Experience
Basic technical knowledge of concrete, blacktop, and aggregate product lines.
Basic operational knowledge of customer businesses including concrete, blacktop, excavating, utility, development, and paving.
Strong collaboration skills with the ability to work effectively across departments.
Proficiency in Microsoft Word, Excel, and Outlook, along with strong digital communication skills.
Successful completion of the Sales Skills Evaluation and Values Competency assessment.
Preferably three (3) years of sales experience in a related industry.
Sandler Bronze Certification and Vantage Basic Sales Training are advantageous.
Must possess a valid driver's license, clean driving record, and have reliable transportation.
Authorized to work in the U.S.
Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
Travel Position may require up to 90% travel by personal vehicle to offices and client locations throughout New England, including New Hampshire and Vermont, based on business needs. Occasional travel to other company locations may also be required.
Work Environment/Physical Demands This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, and photocopiers. This is mostly sedentary, outside of travel, in an office space. The abilities to sit at a desk, frequent walking, bending, or standing, as necessary, are required.
Values At Peckham, you will experience our values wherever you work: corporate offices, plants, quarries, or paving operations. We share a common set of values - safety, integrity, dedication, and efficiency which are embedded in how we show up every day. Ours is a culture where we protect family and friends, our word is our bond, we are committed to serve and results matter. Our values are the foundation of our growth, and we believe will pave the way for future success.
#J-18808-Ljbffr