Strategic Account Manager

3 weeks ago

Chicago, United States Worthington Steel Co Full time

The Strategic Account Manager is responsible for growing sales and market share based on established budgets for the assigned strategic accounts and territory. Additionally, this position is responsible for managing strategic initiatives with the assigned accounts to grow and maintain Tempel's business. This individual will work closely with cross-function departments, such as Engineering, Operations, Marketing, Quality and Customer Service to accomplish their goals and objectives.

**This role will be located and calling on established and new accounts in Southeast Region of the United States (Tennessee, Alabama, Georgia, North Carolina, South Carolina area). This role will be remote and will involve travel to customer locations. The travel will mainly be car travel during business hours.

Primary Functions:

  • Develop and manage the B2B relationship between Tempel and assigned accounts with the primary goal of profitable sales growth.
  • Research key accounts and trends within the territory to gain a solid understanding of the businesses, competitors, financial situation, and new business opportunities for Tempel.
  • Establish value-based strategic relationships between Tempel and the assigned accounts.
  • Focus on supply negotiations that take advantage of Tempel's footprint and market leadership.
  • Develop and maintain account plans which includes the following:
    • Strengths / weaknesses / opportunities / threats (SWOT analysis)
    • Tempel historical and projected business volume
    • Competitive positioning
    • Strategic growth plan
  • Collaborate with internal Tempel teams to provide the highest quality service to customers.
  • Identify and drive new business opportunities, while providing accurate forecasts of future growth for planning purposes.
  • Drive value-added activities utilizing all available Tempel resources to become a valuable business partner for the assigned accounts, rather than a supplier.
  • Negotiate contractual terms & conditions with collaboration and inputs from management.
  • Create and complete personal development goals with agreement from direct supervisor.
  • Participates in continuous improvement activities, as needed.
  • Perform other duties as assigned.

Competencies:

  • Strong negotiation skills.
  • Outstanding organizational and time management skills.
  • Strong leadership capabilities.
  • Extraordinary communication and interpersonal skills across geographical and cultural boundaries.
  • Deep technical understanding of the transformer and motor industry, including such end-markets as Automotive, Medical, Pumps, Energy and Aerospace.
  • Demonstrates a clear understanding of policies and procedures of operation; complies with and applies policies and procedures appropriately.
  • Keeps current with and effectively applies new work methods, skills, and technologies to complete work.
  • Demonstrates the willingness and competence to work in multiple functional areas.
  • Plans, prioritizes, and organizes work effectively to produce measurable results.
  • Assesses situations accurately and determines appropriate action.
  • Identifies and utilizes resources effectively and responsibly.

Minimum Qualifications:

  • Bachelor's degree in engineering, or similar technical field; Business; Marketing.
  • 5 - 10 years' experience in a key account management role with an industrial, global manufacturing company.
  • Previous experience and training in account value selling, or consultative selling.
  • Strong background in B2B sales.
  • Proven track record of sales growth within territory

Preferred Qualifications:

  • Proven experience with CRM systems (MS Dynamics, Salesforce, or similar CRM systems)

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