Customer Development Representative

Principal Duties/Responsibilities:

· Attain revenue and profit targets as set by the sales organization.

· Generate new leads and opportunities within assigned accounts.

· Maintain a pipeline of qualified opportunities within assigned accounts.

· Lead renewal efforts to ensure customer retention.

· Own the renewal documentation (SOW, MSA, Addendums) to ensure on-time renewal of contracts.

· Develop executive level relationships at assigned accounts.

· Track and sell ATS Industrial Parts Services within assigned accounts.

· Lead efforts to adjust contract pricing, scope, or deliverables with assigned accounts.

· Own efforts to ensure timely payment from assigned contracts.

· Ensure ATS branding is current at assigned ATS contract sites.

· Collect data and build Quarterly Business Review meeting presentations.

· Coordinate and host Quarterly Business Review meetings.

· Maintain and keep up to date assigned account information in CRM.

· Onboard new customer plant and operational leadership to ATS contracts when there is turnover in their organization.

· Work with ATS Marketing to develop growth campaigns for assigned accounts.

· Lead internal account review meetings.

· Negotiation of any financial or commercial changes to a contract.

· Own the customer feedback and survey program for assigned accounts.

· Develops and deploys the strategy to sell and retain products and solutions to an existing portfolio of clients.

· Collaborates with internal stakeholders, including Finance, Operations, Sales, Senior Leadership, Product Management, and other to guarantee client optimization and cost reduction strategies.

· Increase profitable revenue through negotiating, winning and implementing new products/services/solutions while increasing demand for existing products/services/solutions, cross-sell opportunities and margin improvement goals during the renegotiation of active agreements.

· Consults as a subject matter expert, presenting the value proposition to executive level decision makers

· Aligns client business objectives with the entire ATS portfolio of offerings.

· Support the Area Manager with financial reviews and recommendations for commercial contract adjustments.

· Ensures contract terms and scope are understood by ATS operational leadership.

Success Metrics:

· Contracts renewed on-time

· Contract renewal revenue increases

· Expansion pipeline and closed revenue

· Quota attainment

· Contract profitability

· Customer satisfaction

Knowledge, Skills, Abilities (KSAs), & Competencies:

Essential KSAs:

· Bachelor’s Degree in Marketing, Business or related field and 5 years of experience or equivalent combination of education and experience.

· Minimum 3 years documented track record in significant/complex consultative services-led sales engagements and multiparty negotiations with partners and Clients.

· Minimum 3 years of experience in proactively engaging at Senior Executive level within client organizations.

· Minimum 3 years experience developing and executing business strategies to increase profitable revenue and margin growth.

· Demonstrates innovation and deep understanding of client business drivers.

Desirable KSAs:

· Manufacturing industry knowledge

· Capable of advising on solutions and technical requirements

· Able to negotiate all aspects of a contract

· Possesses a strong financial and business acumen

· Strategic planning

· Relationship management

· Public speaking

· Presentation skills

· Team building

· Adaptability

· Excellent Communication skills

· Problem solving

Physical Demands and Working Conditions:

While performing the duties of this job, the employee is regularly required to stand; walk; use hands/fingers to handle, or feel; reach with hands and arms; climb, ascend/descend or balance to heights that may require a ladder or lift; stoop, kneel, crouch, or crawl in confined spaces; and talk or hear. The employee is occasionally required to sit. The employee must occasionally lift and/or move more than 50 pounds. The employee is regularly required to use close vision and color vision. The employee is occasionally exposed to outside weather conditions and risk of electrical shock. Work is typically performed in a factory environment and is usually very loud. In the factory environment, the employee may be exposed to hazardous materials and/or greasy or slippery factory floors.