Horizontal Directional Drilling (HDD) Account Manager

Description

At Kondex Corporation, the HDD Account Manager is responsible for growing Kondex's Horizontal Directional Drilling business by proactively developing dealer, distributor, and contractor relationships. This role requires strong understanding of HDD applications, field performance, and contractor needs and drives profitable revenue growth through account development, new business acquisition, product demonstrations, training, issue resolution, market intelligence, and opportunity identification.

This role serves as Kondex's primary commercial representative in the field and plays a critical role in expanding market penetration and customer loyalty.

Position Accountabilities

1. Sales Growth & Business Development

• Grow existing accounts through relationship development, territory planning, and proactive account management.
• Develop new business opportunities with dealers, distributors, and contractors.
• Achieve sales and margin objectives.
• Maintain an active sales pipeline.
• Recommend product applications that will provide a competitive advantage in various regions of the country.
• Support distribution development execution, including dealer onboarding, training, capability development, and territory coverage improvements.
• Collaborate with HDD Account Managers and the Market & Product Strategy Manager to share VOC, competitive insights, and application trends.

2. Customer, Dealer & End-User Management

• Build and maintain strong relationships with HDD dealers, distributors, and contractors.
• Conduct regular dealer/distributor visits, contractor meetings, and jobsite visits to understand application needs and product performance.
• Ensure customers understand Kondex product benefits and competitive positioning.
• Customer Satisfaction & Service Coordination
• Resolve customer concerns and coordinate issue resolution with internal teams.
• Ensure timely responses and support to dealers and contractors.
• Assist the Director of Sales with escalated customer needs.

3. Account Planning & Forecasting

• Create and manage account plans, sales forecasts, and territory strategies.
• Track account performance and recommend corrective actions.
• Maintain accurate CRM entries, account plans, opportunity pipeline, and required reports.

4. Product Application & Field Support

• Conduct and support product demonstrations, training sessions, jobsite evaluations, and industry events.
• Coordinate with Engineering and Quality to address field issues and support product performance.

5. Market & Competitive Intelligence

• Monitor competitive activity, dealer behavior, pricing, and HDD market trends.
• Participate in trade shows, industry events, and customer training activities.
• Report on industry trends, best applications, and regional market needs in HDD applications, tooling performance, and field operating conditions.
• Provide timely and accurate market feedback to internal stakeholders.

6. Travel to customers, trade shows, etc approximately 75% of time

Requirements

1. Bachelor’s degree in Business, Engineering, Construction Management or related field preferred.
2. Five or more years of successful sales, account management, or filed service experience in HDD/underground utility installation markets
3. Experience working with dealer/distributor networks and negotiating at the dealer/distributor level preferred
4. Experience with HDD tooling or drilling operations preferred
5. Demonstrated success growing territories, developing accounts, and generating new business
6. Strong mechanical aptitude, comfort with field-based applications, and ability to communicate technical information to customers
7. Experience conducting or supporting product demos and training
8. Working knowledge of Microsoft Office and CRM systems
9. Highly desirable behavioral competencies include customer orientation, communication, influence and positive impact, results orientation, problem solving and decision making and organizing and planning

Kondex is an Equal Opportunity Employer

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