What are the responsibilities and job description for the Senior Strategic Account Manager (Government) position at Wesco?
As a Senior Strategic Account Manager (Government), you will promote and sell Wesco's services including electrical, lighting, datacom, physical security, safety materials, A/V, automation, and controls to Government market sectors. You will support and call on Federal, State, Local, and Education customers direct and indirect. You will maintain client relationships with key target accounts that have a major strategic impact on the long-term success of the organization.
Responsibilities:
- Leads the development and execution of the strategic account plans at key, named accounts.
- Drives new business development. Will research, qualify, contact, present and close new clients based on an assigned territory or market segment.
- Work with branches and customers with pre and post-sale customer support.
- Work internally to coordinate between business units and other groups inside Wesco.
- Continuously develops relationships with priority customer stakeholders, understands their key business issues, and recommends ways to deliver value.
- Liaison between the field and Global Accounts teams as it relates to pursuing new agreements, Value-Add/Total Cost of Ownership (TCO) commitments and increasing customer wallet-share.
- Maintains and manages a pipeline of opportunities at named accounts, including renewals, projects, and share improvement opportunities.
- Communicates customer activity, opportunity status, renewal status, and strategic plan progress to management.
- Leads solution development efforts that best address customer needs.
- Engages supplier sales resources to enlist their support and create solutions.
- Expert in strategic selling and takes the lead in high level sales engagements. Provides pre and post-call coaching to branch sales team.
Qualifications:
- High School Degree or Equivalent required; Bachelor’s Degree preferred.
- 5 years proven sales experience as a strategic account manager of large account portfolios
- Experience managing multiple stakeholders and projects.
- History of success maintaining and developing key relationships.
- Success in strategic planning, resource allocation, leadership techniques, production methods and coordination of people and resources.
- Ability to understand where potential exists in assigned accounts and can recognize and create opportunities.
- Excellent communication and interpersonal skills with an aptitude for building strong client relationships.
- Strong negotiation and problem-solving skills.
- Proficiency with CRM software and Microsoft Office.
- Self-starter and able to work efficiently under pressure.
- Ability to travel up to 25%.
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