Strategic Account Sales Manager

Larsen Manufacturing is a premier provider of precision metal fabrication, stamping, and assembly services, delivering innovative solutions to industries such as automotive, aerospace, and industrial manufacturing. We are dedicated to excellence, customer satisfaction, and continuous growth.

We are seeking a Strategic Accounts Sales Manager to drive sales growth, develop key customer relationships, and lead business development initiatives for strategic accounts. This individual will play a crucial role in expanding our market presence and achieving revenue goals.

Key Responsibilities:

• Strategic Account Management:
• Lead the process of evaluating and justifying accounts for strategic status, presenting findings to the Executive Committee for approval.
• Develop and maintain Comprehensive Account Profiles for assigned strategic accounts, including:
• Identifying metal sales potential (Serviceable Available Market - SAM).
• Tracking key decision-makers, influencers, and stakeholders.
• Setting sales goals as a percentage of SAM.
• Developing and executing long-term (2-3 years) growth plans for strategic accounts.
• Manage and execute strategic plans to achieve annual revenue and profit targets.
• Customer Engagement & Business Development:
• Promote Larsen’s full range of capabilities to C-suite executives and key stakeholders at customer organizations.
• Initiate and coordinate customer meetings, plant tours, quality audits, and other engagement activities.
• Enhance relationships and business opportunities with independent sales representatives assigned to strategic accounts.
• Promote Early Supplier Involvement (ESI), Design for Manufacturing (DFM), and Value Analysis/Value Engineering (VAVE) activities.
• Drive and negotiate supply agreements and customer contracts.
• Sales Strategy & Forecasting:
• Develop and manage revenue forecasts, financial budgets, and 3-year sales projections.
• Track and analyze sales opportunities, ensuring follow-ups and maximizing success rates.
• Conduct regular business reviews with customers to strategize future growth and align on objectives.
• Cross-functional Collaboration:
• Engage and coordinate Business Unit Directors on new design opportunities.
• Involve Program Management and executive leadership in customer development efforts.
• Work closely with internal teams to resolve service-related gaps that may impact strategic account growth.

Qualifications & Experience:

Education: Bachelor's degree in Business, Engineering, Sales, or a related field preferred. Equivalent experience will be considered.

Experience:

• Proven B2B sales success with large, multi-million-dollar accounts.
• Direct experience managing key customer relationships and leading strategic business development initiatives.
• Experience in evaluating market trends, competition, and sales potential to drive business decisions.
• Sales and Customer Program Management training preferred.

Skills & Competencies:

• Strong negotiation, relationship-building, and account management skills.
• Strategic thinker with an investigative mindset to identify opportunities.
• Ability to influence, train, and collaborate across departments and at customer organizations.
• Technical knowledge of R&D, Engineering, and Manufacturing processes.