Strategic Account Manager

2 weeks ago

Fargo, United States Border States Full time
Be part of a growing, successful company in an exciting and challenging field. Border States is 100% employee-owned, which means you're empowered to make decisions, find solutions and receive rewards for your hard work.

This position will be located in: Pewaukee , WI Any of our Border States locations companywide or Remote or Hybrid.

Job Summary

Leads company efforts to grow incremental profitable sales with Gas Construction customers that may 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
  • Focuses on Gas Construction companies to understand their long-term goals and initiatives.
  • Understands customers' strategies related to traditional Oil & Gas business as well as current and future plans.
  • Positions Border States as a solution provider to help customers achieve their individual goals.
  • Maintains a strategic plan for key and target customers.
  • Responsibilities include: Maintain day to day relationships at the field, regional, and corporate offices - presentation to customer management, selling the value of Border States, clarifying our value by using tools like video, presentations, capability brochures, and marketing collateral that clarifies the value proposition we offer.
  • 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 develops internal champions.
  • Develops a multiple year revenue plan to include goals and resources.
  • Travels as needed to various customer locations in order to gain insight into customer operations and to build relationships with key stakeholders.

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.
  • Act 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 cost savings (Total Customer Cost Management/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 category requests for supplier feedback and alignment that lead to an increase in customer share of wallet.
  • Participates in conferences, industry networking 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 10 years of experience with outsides sales and/or business development as well as experience in inside sales or technical sales role.
  • Minimum 10 years' experience in gas industry.
  • Experience initiating and negotiating agreements highly preferred.
  • 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.
  • Must be comfortable giving presentations in person or in a virtual setting.
  • Excellent customer service skills include being competent, accurate, responsive, and engaged.
  • Excellent interpersonal, written and verbal communication, reading, and customer service skills.
  • Ability to articulate the value Border States 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:
    • 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:
    • 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:
    • 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.

Our History

Border States is a leader in the electrical supply distribution industry with over 120 locations in 31 states. Our employee-owners are second to none in delivering top-notch customer service and in demonstrating extra-ordinary people skills. We are one of the largest independent electrical distributors in the United States providing products and services to the construction, industrial and utility industries. Border States has a competitive benefit package and is a 100 percent employee-owned company. Employee-ownership is a significant part of our culture and our success stems from the dedication of our employee-owners. We practice open-book management and our employee-owners are empowered with clearly defined levels of authority to be innovative and decisive, allowing us to respond quickly to the needs of customers. Employee-owners understand their roles in the success of the company and care about customers' needs, which drives our focus on adding value to everything we do. We recognize that not all customers are the same and each has specific requirements. Our employee-owners understand these diverse needs and have the commitment, resourcefulness and flexibility to outperform all others.

Values
As a Border States employee-owner, you're responsible for living our mission, service philosophy and service standards.

Our Purpose
We believe unstoppable businesses shouldn't go it alone. We are owners - of relationships, of outcomes, of every moment these unstoppable businesses need to deliver.

Service Philosophy
We earn customer loyalty and confidence by caring about their needs and adding value to everything we do.

Service Standards
Border States employee-owners are competent, accurate, responsive, and engaged .

Your career
Join an experienced team at one of the largest electrical distributors in the United States. What are you waiting for?

Border States has a competitive benefits package which includes but is not limited to:

Health, Dental and Vision Benefits
Accident, Critical Illness, Hospital Indemnity
FSA & HSA
Employee Stock Ownership Plan (ESOP)
Disability Benefits
401(k) Retirement Plan
Life Insurance
Employee Assistance Program
Paid Holidays
Paid Volunteer Time
Personal Leave time and more
Border States provides bonuses to their employee-owners upon the achievement of branch and company goals.

Equal Opportunity For All

It's not just the law. It's something we've believed in since our founding. We value the diversity of all of our employee-owners and will always be an equal opportunity employer.

Drug Free/Smoke Free workplace

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