Strategic Account Manager

Job Summary

Leads company efforts to grow incremental profitable sales with customers that span multiple regions. Establishes relationships and identifies opportunities to grow and secure business within new and existing strategic accounts. In conjunction with the Supply Chain Services department, oversees the development and presentation of customer proposals. Works to drive innovation. Leads strategic opportunities for new and existing customers to generate desirable business opportunities within the assigned vertical market. Actively works with a multifunctional team to develop a strategy to meet and exceed revenue growth targets, by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company, regional, and branch business objectives.

Responsibilities

Essential Functions
Strategic Account & Opportunity Planning

• Maintains a strategic plan for key and target customers in addition to strategic regional projects.
• Responsibilities include: Call higher – presentation to customer management, selling the value of Border States Electric, clarifying the BSE value by using tools like video, presentations, capability brochures, and marketing collateral that clarifies the value proposition for BSE.
• Defines the customer engagement strategy, aligns stakeholders and mobilizes an aligned team to drive the process.
• Develops a clear and concise view of the customer organization which includes physical locations, divisions, operations.
• Defines customer stakeholders and develop internal champions.
• Develops a multiple year revenue plan to include goals and resources.

Joint Solution Development & Co-creation of Value Proposition

• Customer discovery to confirm value “fit” insights and prioritized opportunities.
• Blueprints the value proposition and monetizes it to co-create value.
• Actively works with a cross-functional team to develop an enterprise customer strategy to meet and exceed revenue growth targets, by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company objectives.
• Provides visibility to internal stakeholders for all efforts and action items.
• Manages goals and expectations of a “virtual” team.
• Acts as the commercial leader of the team providing vision and defining roles and expectations to accomplish revenue goals.
• Provides innovative solutions to obstacles and challenges.

Overall Relationship and Outcome Management

• Finalizes the value proposition with the customer which includes working with compliance on any specialized terms and conditions and master supply agreements.
• Targets TCCM opportunities to quantify the value add delivered.
• Executes value and delivers to customer commitments and orders – maintains quality metrics.
• Expands value through overall relationship and outcome management.
• Measures and strengthens the relationship.
• Expands share of wallet and becomes the trusted advisor.

Non-essential Functions

• Coordinates with the SCS Administrators for customer presentations, agreements and extended services.
• Contributes to Marketing Managers requests for supplier feedback and alignment that lead to an increase in customer share of wallet.
• Participates in conferences and educational opportunities for continuing personal development of relevant knowledge, techniques and skills.
• Performs other duties as assigned by supervisor or designate.

Qualifications

• Minimum of a four-year engineering degree or the equivalent in substantial technical work experience preferred.
• Minimum 5 years of experience with outsides sales and/or business development as well as experience in inside sales or technical sales role.
• Experience initiating and negotiating agreements highly preferred.
• Must be able to read, write and speak in English.
• Prefer strong working knowledge of PC for Windows, Microsoft Office (Excel, Word, Access and PowerPoint), Internet, Email and SAP software as needed.

Skills and Abilities

• Must possess strong leadership skills.
• Excellent customer service skills include being courteous, responsive, accurate and competent.
• Excellent interpersonal, written and verbal communication, reading, and customer service skills.
• Ability to articulate the value BSE provides to our existing and future customers.
• Ability to effectively plan and organize.
• Ability to understand customer negotiation points and the role of competition.
• Ability to work under pressure.
• Ability to get things done using sound judgement and effective communication.
• Creativity to develop innovative solutions and differentiate us from the competition.
• Curiosity to fully understand our customers business.

Physical Requirements

Frequency at which you would carry/lift in a typical day:
Occasionally 0 – 33% Frequently 34 – 66% Continuously: 67 – 100%

• Lift from Waist:
  • < than 10 lbs. - Not at all
  • 10 to 25 lbs. - Not at all
  • 26 to 50 lbs. - Not at all
  • 51 to 75 lbs. - Not at all
  • 75 to 100 lbs. - Not at all
  • 100 lbs. - Not at all
• Lift from Floor:
  • < than 10 lbs. - Frequently
  • 10 to 25 lbs. - Frequently
  • 26 to 50 lbs. - Occasionally
  • 51 to 75 lbs. - Not at all
  • 75 to 100 lbs. - Not at all
  • 100 lbs. - Not at all
• Carried for Distance:
  • < than 10 lbs. - Not at all
  • 10 to 25 lbs. - Not at all
  • 26 to 50 lbs. - Not at all
  • 51 to 75 lbs. - Not at all
  • 75 to 100 lbs. - Not at all
  • 100 lbs. - Not at all

Physical Activity

Frequency at which you would do the following in a typical day:

• Sitting (a continuous period of being seated) - Frequently
• Standing (for sustained periods of time) - Frequently
• Walking (moving about on foot to accomplish tasks) - Frequently
• Bending/stooping (downward and forward) - Occasionally
• Crawling (moving about on hands and knees or hands and feet) - Not at all
• Climbing/Walking Stairs (ascending or descending) - Frequently
• Reaching (extending arms in any direction) - Frequently
• Crouching/squatting (bending the body downward and forward by bending leg and spine) - Occasionally
• Kneeling (bending legs at knee to come to rest on knee(s)) - Occasionally
• Balancing (maintaining body equilibrium to prevent falling) - Occasionally
• Repetitive motion (substantial movement (motions) or the wrists, hands, and/or fingers) - Frequently
• Pivoting (movement in any direction with one foot, keeping the other in contact with the floor) - Occasionally
• Pushing/Pulling (using upper extremities to press against or draw or tug) - Occasionally
• Grasping (Applying pressure to an object with the fingers and palm) - Frequently
• Fingering (picking, pinching, typing; working with primarily fingers and not whole hand) - Frequently
• Talking (expressing or exchanging ideas by means of the spoken word) - Continuously
• Driving (the control and operation of a motor vehicle) - Frequently
• Desk work (work usually performed at a desk) - Frequently
• Use of a computer - Frequently
• Use of a telephone - Frequently
• Hearing (Perceiving the nature of sounds at normal speaking levels) - Continuously
• Exposure (to adverse weather & temperature conditions) - Occasionally
• Travel (travel needed to perform job duties) - Frequently

Additional Information

This job description is a summary of the job duties and responsibilities and is not intended to cover all possible job duties and is subject to change at the employer’s discretion. Employees must be able to perform the essential job duties and satisfy job requirements either with or without a reasonable accommodation.