My long-time client is looking for a Strategic Account Manager to lead the Company's aggressive sales growth of controls, instrumentation, and applications specific systems with specific key accounts in the dairy, fluid food and beverage markets. The Strategic Account Manager may also have some responsibility for a portion of the surrounding geographic territories and managing distributors within this territory. This a highly strategic and visible position with the potential to succeed into higher-level, leadership positions with the organization.
The Role:
Develop and execute a comprehensive strategic plan to capture market share at strategically positioned accounts (OEM's, System Integrators, Architectural & Engineering Firms, End Users) within a targeted vertical
Create detailed action plans at the account level to determine best approach based on competitive position, prioritized buying influences, key differentiators, etc.
Provide leadership (customer-facing) to guide the sales team with a consistent value proposition through large, multi-tiered projects
Maintain a high level of visibility at designated strategic accts to build strong, value-based relationships with key decision makers
Perform all sales activities (including but not limited to maintaining high frequency of customer onsite calls, product demonstrations/presentations, as well as product performance inquiries, channel management, product modifications, pricing exception requests) that result in sales growth of 15%+ per year
Develop and maintains sales opportunities pipeline sufficient to capture annual top line growth target
Generate accurate and robust sales funnel for monthly review
Utilize Salesforce.com as the primary tool to manage day-to-day sales activities (including, but not limited to pre-call plans, detailed contact management, quotations, communication/email tracking, project stage management, etc.)
Qualifications
BS in business, engineering, or a related field - required
5+ years of sales experience and experience dealing with direct (OEMs, A&Es) and indirect (distributors, reps, systems integrators) channel management
3 – 5+ years of experience in the process instrumentation industry
2+ years of national account management experience
"Strategic-mindset" with the ability to develop and execute a business plan to guide increased market share at strategic accounts that have substantial influence on specification decisions within targeted verticals
Highly polished, excellent communication skills with the ability to develop and articulate the value proposition to high-level decision makers.
Proven ability to drive sales growth and deliver results through process-oriented data-driven continuous improvement tools and methods (sales funnel process, CRM utilization, value selling, etc.)
Proven leadership skills that consistently champion and support a culture of continuous improvement
Ability to communicate effectively with technical and non-technical customers
Must be willing to travel domestically and internationally up to 75%, including attendance at key tradeshows
Experience calling on companies like Tetra Pak, Nelson-Jameson, GEA Process Engineering, SPX Process Equipment, Ecolab, DCI, Johnson Diversey, Emerson – Rosemount Div. or similar would be a huge plus
The person who snags this role is going to need to be also interested in growth potential. It is very likely that the person we select for this will be groomed for a step up into a director role. Will need to be - clearly - on the ascent of your career... not the downside. We cannot consider someone out of work for this role. We cannot consider a relo for this role. We cannot consider someone without solid success for this role.
Compensation includes a salary in range of $85K to $90K+ with car and bonus to $115 to $135K+ - uncapped. Great benefits as well as solid growth potential for career and income.
If this interests you and you meet the requirements, please forward a confidential Word resume to me for prompt consideration and a reply.
