Sales Account Manager

About the role

AXEL is seeking a Sales Account Manager who can win new business, expand existing accounts, and build lasting customer relationships. You will take ownership of an assigned territory and account portfolio, develop strategic account plans, and guide complex sales opportunities from the first conversation through negotiation and close.

Success requires understanding customer needs, communicating the value of AXEL products, and delivering profitable growth.

This is a field-based outside sales role. Your primary duty is making sales and obtaining orders or contracts for AXEL products, customarily and regularly through in-person visits away from AXEL’s place of business. Administrative activities support those outside sales responsibilities.

What you will do

• Win new business through consistent prospecting, qualification, on-site customer visits, and follow-through from initial contact to closed sale.
• Build and execute account plans that identify growth opportunities, key decision makers, customer priorities, competitive positions, and clear next steps.
• Grow and retain assigned accounts by developing relationships across purchasing, technical, operations, and leadership teams and identifying additional product and application opportunities.
• Lead discovery conversations to understand customer applications, business needs, purchasing processes, and barriers to a decision. Work with technical colleagues to develop appropriate solutions.
• Manage complex sales cycles involving multiple stakeholders, product evaluations, and commercial negotiations. Establish realistic milestones and keep opportunities moving.
• Prepare proposals and quotations, communicate product and commercial value, and negotiate pricing and terms within approved authority while protecting margin. Handle objections constructively and move conversations forward when customers say no.
• Maintain accurate CRM records, including contacts, account activity, opportunity volume and value, next actions, and expected close dates. Provide timely forecasts and take ownership of sales commitments.
• Work with Technical, Operations, Production, Customer Service, and Supply Chain to align customer requirements with product capabilities, capacity, and delivery expectations. Communicate realistic commitments and follow through on open issues.
• Coordinate approved pricing updates, order-related questions, and resolution of customer concerns in support of account growth and retention.
• Stay current on AXEL products, customer applications, industry trends, and competitive activity. Support applicable company quality policies and ISO 9001:2015 and IATF 16949 requirements.
• Perform other related duties as assigned.

What you bring

• A proven record of winning new B2B business and expanding existing accounts, with concrete examples of the results achieved and the actions that drove them.
• Experience using strategic or consultative selling to build account plans, identify decision makers, understand customer needs, and manage complex sales cycles.
• Strong negotiation skills, including discussing pricing, defending value, protecting margin, and responding effectively to objections.
• Discipline in prospecting, CRM use, forecasting, time management, and follow-through. You take ownership of your territory, commitments, and results.
• The ability to build trust with customers and work effectively across internal teams, including when navigating difficult conversations or resolving service issues.
• Willingness and ability to learn technical products and applications, ask thoughtful questions, and translate product capabilities into clear customer benefits.
• Proficiency with Microsoft Office and CRM systems; experience with inventory or order-management systems is a plus.

Education and experience

• Experience in grease, lubricants, specialty chemicals, or related industrial sales is preferred. Candidates with strong B2B sales results and the ability to learn technical products are encouraged to apply.
• Five to ten years of relevant sales, business development, or account management experience preferred.
• Bachelor’s degree in business, marketing, or a related field preferred; equivalent relevant education and experience considered.

What success looks like

You deliver against agreed sales volume and profitability goals, convert qualified prospects into customers, and expand business within existing accounts. Your account plans guide daily priorities, your pipeline and forecasts reflect realistic opportunities, and customers and colleagues can rely on your commitments.

Travel and working conditions

• Frequent business travel for in-person selling and account visits is required. Travel percentage depends on the assigned territory and business needs.
• Office and remote administrative work includes prolonged periods at a computer and frequent phone and virtual communication.
• Ability to lift approximately 20–25 pounds occasionally. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform essential functions.
• No supervisory responsibility unless otherwise assigned.

Job Type

Full-time

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Employee assistance program
• Flexible spending account
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Referral program
• Vision insurance

Work Location: In person