Strategic Account Manager

The Strategic Account Manager (SAM) works with the field sales team and marketing to identify and develop key relationships with target end-users and channel partners.  S/he is an integral member of our cross-functional team including regional sales, product marketing, R&D, and packaging engineering to drive our business forward and support our long-term ambition to become the industry leading provider of sustainable cold chain solutions. This position is responsible for driving results for the entire sales cycle including building and developing senior-level customer contacts, setting the sales strategy and negotiating with the customer for profitable new, cross-sell and expansion business. Success is measured by building a book of business, achieving sales targets, building strong relationships and by demonstrating good leadership skills.

Qualifications

·        Bachelor’s degree in business, engineering or related field

• 3 years of successful sales experience in national account manager position

·        Planning: forward looking ability and vision to complete strategic 2-4 year business plan

·        Ability to negotiate profitable contract terms and conditions 

• Strategic selling capabilities with a demonstrated history of quota achievement
• Demonstrated “hunter” capabilities: track record of landing new business
• Excellent interpersonal communication skills including presentation skills
• Ability to access decision makers in corporate environments and “sell” the product on the “shop floor”
• Strong customer orientation
• Possesses a solid grasp of sales metrics, KPI’s and performance measures
• Strong professional written and verbal communication and interpersonal skills

·        Experience in strategic planning and execution

·        Ability to work effectively in matrix organizations collaborating with varying department leaders

·        Independent and strategic thinker requiring minimal supervision for decision-making and resolution of business performance obstacles and conflicts

·        Collaborative team player who “gets things done”

• Solves practical problems and deals with a variety of variables across complex situations and to interpret a variety of instructions
• Analyzes and interprets business information, technical procedures, or governmental regulations; communicates clearly and succinctly in a variety of communications mediums and settings; can get messages across that have the desired effect
• Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully. Looks beyond the obvious and doesn’t stop at first answers. Develops alternative solutions
• Follows instructions, responds to management direction.  Takes responsibility for own actions; keeps commitments. Commits to long hours of work when necessary to reach goals. Completes tasks on time or notifies appropriate person with an alternate plan
• Effectively facilitates open communication and relationships with staff, organizational colleagues, prospects, and customers. Relates well to all kinds of people. Builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can diffuse even high-tension situations comfortably
• Spends time and the time of others on what’s important; quickly zeros in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus
• Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom line oriented; steadfastly pushes self and others for results