Senior Account Manager, Industrial Channels

Company Overview:

EZ-ACCESS , a leading manufacturer of aluminum ramps and accessibility solutions, is dedicated to improving mobility and independence. As a DBA of Homecare Products, Inc., we design and manufacture high-quality products for residential, commercial, and industrial applications.

Position Overview:

EZ-ACCESS is seeking a Senior Account Manager to join our Sales team. This role is responsible for growing EZ-ACCESS sales through national and regional industrial distributors, B2B e-commerce platforms and an independent broker network.

On the sales side, this position wins new distributor and end-user business, manages and holds brokers accountable, negotiates programs and terms, and builds a reliable pipeline and forecast. On the e-commerce side, this position ensures every priority product is set up, priced, merchandised and discoverable on distributor websites, supplier portals and B2B marketplaces, so that online demand converts into orders.

The Senior Account Manager serves as the primary point of coordination for the industrial channel among Sales, Marketing, Product, Pricing, Accounting, Operations and Customer Service. The ideal candidate is a self-directed builder who can create repeatable processes, work independently in a remote role and grow into leading a larger channel team.

Key Responsibilities

Industrial Sales and Account Growth

· Own revenue, gross margin, sell-through and market-share targets for assigned industrial distributor accounts.

· Grow existing accounts by expanding assortment, adding new SKUs and product lines, and increasing share of category.

· Identify, pursue and open new distributors in industrial MRO, safety, facilities, construction and related supply channels.

· Lead account negotiations, including programs, terms, rebates, co-op, freight and annual agreements, within approved guidelines.

· Conduct quarterly business reviews with distributor buyers and category managers covering performance, forecasts, promotions and growth plans.

· Develop target end-user verticals, such as data centers, utilities, facilities and commercial construction, and build the programs and specification support needed to win projects.

· Prepare customer presentations, line reviews, new-item submissions and proposals.

· Maintain key contacts, call notes, opportunities and pipeline in the CRM on a timely basis.

Broker and Rep Network Management

· Own relationships with independent brokers and sales agencies representing EZ-ACCESS to industrial distributors.

· Recruit, onboard and train brokers on EZ-ACCESS products, pricing, programs and value proposition.

· Set clear goals, territories and account responsibilities, and administer commission structures within approved agreements.

· Hold monthly pipeline reviews and quarterly performance reviews with each broker.

· Track broker performance with scorecards, expand what works and recommend corrective action where performance falls short.

· Join brokers on key customer calls, line reviews and trade shows to strengthen relationships and gather market feedback.

· Provide brokers and distributor sales teams with the sales kit, training and support materials needed to sell effectively.

Distributor Onboarding and B2B E-commerce

· Lead the onboarding of new distributors from vendor application through first purchase order, including vendor setup, item setup, pricing implementation and operational requirements.

· Manage item setup through supplier portals and onboarding systems, including UPC and GTIN validation, product attributes, pack and freight data, compliance documents and EDI requirements.

· Ensure products are listed, searchable and orderable on distributor websites, B2B marketplaces, e-procurement catalogs and punchout platforms.

· Monitor online performance of EZ-ACCESS products on distributor and B2B platforms, including traffic, search visibility, conversion and order trends where data is available.

· Coordinate with distributor e-commerce teams on digital merchandising, featured placements, promotions and online programs.

· Build and maintain a repeatable onboarding playbook, timeline and checklist so each new distributor launches faster than the last.

· Coordinate with IT and Customer Service on EDI, order flow, drop-ship and data-integration requirements.

Digital Content and Online Merchandising

· Ensure product titles, descriptions, specifications, images, videos, CAD and installation documents are accurate, complete and optimized for each distributor platform.

· Partner with Marketing to deploy product content, SEO keywords, application imagery, spec sheets and brand messaging for industrial buyers.

· Coordinate content updates through supplier portals, product-information systems and syndication tools.

· Conduct regular SKU and content audits to verify assortment, availability, pricing accuracy and brand consistency across distributor sites.

· Troubleshoot missing information, incorrect product mapping, suppressed listings and other digital-content issues.

· Partner with Marketing on channel marketing programs, including distributor catalogs, email campaigns, co-op activity and digital advertising on distributor platforms.

Pricing, Programs and Margin Integrity

· Partner with Pricing and Product to place each distributor on the correct price level and implement approved pricing accurately in customer and internal systems.

· Protect MAP, channel pricing integrity and margin across distributors, brokers and online listings.

· Prepare pricing analyses, quote support, price lists and pricing-change submissions for industrial accounts.

· Communicate approved pricing changes, effective dates and program updates to distributors and brokers.

· Investigate pricing, freight and margin discrepancies and coordinate corrective action.

· Provide pricing recommendations and competitive information while recognizing that final pricing approval remains with Product and authorized company leadership.

Forecasting, Reporting and Analytics

· Prepare and manage the annual industrial sales budget, forecast and quarterly forecast adjustments based on market trends and customer demand.

· Report weekly on pipeline, onboarding status, sell-through, revenue and margin by account and broker.

· Review sales data in Power BI, the ERP and CRM, and identify trends, risks and growth opportunities.

· Track fill rates, chargebacks, deductions, scorecards and portal compliance, and resolve issues before they affect revenue or customer relationships.

· Provide sales reporting and recommendations to leadership and participate in strategic planning sessions.

Market Development and Cross-Functional Coordination

· Monitor customer, market and competitor activity, including competitor assortments, pricing and distributor presence, and share findings with leadership.

· Partner with Product and Marketing on product mix, specifications, packaging, launches and collateral needs for industrial customers.

· Coordinate quotes, freight, drop-ship, inventory and order-flow requirements with Operations, Traffic and Customer Service.

· Partner with the retail and marketplace team on shared processes, pricing and content standards.

· Represent EZ-ACCESS at industry trade shows and customer events as approved.

· Communicate account requirements, risks, deadlines and decisions to the appropriate stakeholders.

SUCCESS MEASURES

Success in this role includes:

· Industrial revenue, gross margin and sell-through targets are met or exceeded.

· New distributors are opened and onboarded on schedule, with first orders placed.

· Assortment and share grow within existing distributor accounts.

· Every broker operates against clear goals and a scorecard, with measurable pipeline and results.

· Priority SKUs are fully set up, accurately priced and optimized on every distributor and B2B platform.

· Pricing levels, MAP and channel programs are implemented accurately and consistently.

· Target end-user verticals have active programs generating qualified opportunities.

· Forecasts, pipeline reporting and account reviews are accurate, timely and actionable.

· Onboarding time for each new distributor decreases as the playbook matures.

QUALIFICATIONS

To perform this position successfully, an individual must be able to carry out each essential responsibility satisfactorily. The requirements below represent the knowledge, skills and abilities needed for the role. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION AND/OR EXPERIENCE

· Bachelor's degree in Business, Marketing, Supply Chain or a related field preferred; an equivalent combination of education and experience may be considered.

· Five or more years of B2B sales, channel or distribution management experience for a manufacturer selling through industrial distributors.

· Proven record of meeting or exceeding sales and margin targets and opening new distributor accounts.

· Hands-on experience managing independent brokers or manufacturer's representatives, including goals, training, scorecards and commission terms.

· Direct experience onboarding products with national industrial or MRO distributors through supplier portals, item setup and EDI.

· Experience with B2B e-commerce, distributor websites, e-procurement or online marketplaces, including product content and digital merchandising.

· Experience in building products, safety, access or MRO categories preferred.

· Experience with specification selling to contractors, engineers or facility managers preferred.

· Experience leading or mentoring a team, or readiness to step into a leadership role, preferred.

LANGUAGE AND COMMUNICATION SKILLS

· Strong written and verbal communication skills with a high level of accuracy and attention to detail.

· Confident presenter and negotiator with distributor buyers, brokers and company leadership.

· Strong relationship-building, follow-up and issue-resolution skills.

· Ability to train and motivate external sales partners.

MATHEMATICAL AND ANALYTICAL SKILLS

· Strong working knowledge of price levels, discounts, rebates, gross margin, freight and promotional impacts.

· Ability to build forecasts, pipeline reports and account plans from sales and market data.

· Ability to analyze e-commerce and sell-through data and turn findings into action.

· Ability to prepare and validate pricing and quote calculations accurately.

REASONING AND DECISION-MAKING ABILITY

· Ability to build processes and programs from the ground up with limited supervision.

· Ability to manage multiple accounts, brokers, launches and deadlines at the same time.

· Demonstrates initiative, sound judgment, accountability and appropriate escalation.

· Ability to distinguish between decisions within the position's authority and matters requiring leadership approval.

· Ability to make sound decisions and communicate company policies in high-pressure situations.

TECHNICAL AND PROFESSIONAL SKILLS

· Advanced proficiency in Microsoft Excel, including formulas, lookups, pivot tables and data analysis.

· Experience with CRM, ERP (Dynamics GP or similar) and Power BI or similar reporting tools.

· Working knowledge of supplier portals, EDI, product-information management and content-syndication tools.

· Solid understanding of B2B e-commerce, digital merchandising and online search optimization.

· Strong organizational, documentation, project-management and time-management skills.

WORK ENVIRONMENT

· Remote position; a dedicated home office is required.

· Travel of approximately 20 to 25 percent for customer meetings, broker ride-alongs, line reviews and trade shows.

· Must be able to travel, sit and stand for extended periods of time.

· Must provide all travel and expense documentation and follow the company travel and expense policy.

· Works collaboratively with a cross-functional team while independently managing assigned responsibilities.

Job Type: Full-time

Pay: From $125,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Employee assistance program
• Health insurance
• Life insurance
• Paid time off
• Referral program
• Tuition reimbursement
• Vision insurance

Work Location: Remote