Strategic Account Manager

2 weeks ago

Texas City, United States Sterling Solutions LLC Full time
Company Summary:
Sterling Site Access Solutions, LLC is a national vertically integrated site access service provider to the North American Energy Infrastructure Marketplace. An Illinois based company, with facilities located across the country, including regional construction offices, distribution centers and world class manufacturing facilities. As a data driven company, Sterling provides complete turnkey ground protection products and services to the transmission & distribution, renewables, civil and oil & gas markets. Sterling is committed to developing our employees, providing best in class customer service and being responsible stewards of the environment.
Position Summary:
This position calls for a person who is action oriented with an ability to think strategically while also maintaining a passion for tactical detail level execution. In this role, you will be responsible for generating profitable revenue by penetrating specific strategic accounts and serving as a marketing consultant that provides efficient and effective programming solutions for your assigned accounts, within your industry vertical market, and/or geographical regions. It will be critical to have a combination of sales skills, marketing knowledge and analytical ability. The person will be equally comfortable building relationships at a buyer, project manager, and/or Executive level.

Travel Requirements:
Overnight travel is required up to 50-75% of time.

Essential Functions:
  • As a strategic account manager, it is critical to have a full understanding of the Sterling Sales and Operations Planning Process. You must also champion the process, and provide critical, strategic, and timely updates into the S&OP Process at regular intervals. That process includes:
    • Develop and execute strategic account plans that achieve revenue budget and forecasting goals.
    • Build strategic relationships within your designated list of assigned accounts. If you have a pre-existing relationships or book of business, that's a benefit to Sterling.
    • Track and record activity on accounts within Sterling's CRM system. Participate in daily/weekly/monthly/quarterly/yearly debriefing meetings.
    • Screen and evaluate other potential business deals by analyzing market and competitive strategies.
    • Work with internal team members in Environmental Construction Services (ECS), Marketing staff, and other Strategic Account Managers to increase sales opportunities and deliver seamless customer service thereby maximizing company revenue.
    • Develop and execute win plans using your knowledge of the market and competitors to identify and develop the company's unique selling propositions and differentiators. Lead the pursuit phases of opportunities from submission of bids to final award.
    • Conduct follow-up discussions post award to gain intelligence on key wins and key losses.
  • Create visibility of all regionally & nationally significant projects, with emphasis on a near term and long-term density of opportunities within your territory. Provide details relevant to our products and services for these projects.
  • Must have experience creating/providing impactful presentations to C-level, VP, and Management level customers/clients to educate and close business.
  • Present to and consult with mid and senior level management on business trends with a view to develop new services, products, and distribution channels.
  • Find and explore opportunities by researching the industry and other related events such as but not limited to publications, personal networks, professional organizations, and announcements both public and private.
  • As a strategic account manager, it will be required that you become a member of SAMA to learn and execute best practices in strategic account management.
  • Industry vertical experience and relationships.
  • Consistently demonstrate commitment and support for the Sterling vision, mission, policies and procedures.
  • Performs work in compliance with work instructions and policies as outlined by management.
  • Foster a culture of innovation, teamwork, customer-centricity, and compliance.
  • Cultivate strong partnerships with cross-functional teams to support departmental needs and overall business goals.
  • Cross train within the team, and across other departments, to provide backup support throughout the department.
  • All other duties and projects as assigned.

Minimum Qualifications:
  • Bachelor's Degree is preferred.
  • Minimum of eight (8) years' experience in sales and account management.
  • Access Matting and/or Construction Sales experience required.
  • Pre-existing relationships or a book of business is preferred.
  • Ability to communicate clearly and professionally, both verbally and in writing with a strong attention to detail.
  • Willingness to work a flexible schedule, the position will frequently require long hours and frequent weekend work.
  • Ability to present and speak to individuals or groups.
  • Desire to obtain a robust understanding of the products and services the company has available.
  • Strong decision making and analytical abilities.
  • Closing skills, motivation for sales, prospecting skills, selling to customer's needs, territory management, market knowledge, high energy level, ability to meet and exceed sales goals, professionalism, strategic planning skills, is proficient with computers, CRM and Microsoft software products.
  • Strong analytical skills with ability to deliver high quantity work that is consistently accurate and timely.

Disclaimer:
This job description is not designed to cover or contain a comprehensive listing of activities, duties, and/or responsibilities that are required of the employee for this position.

EEO Statement:
Sterling Site Access Solutions, LLC ( "Sterling ") is an equal opportunity employer and prohibits discrimination and harassment of any kind. All employment decisions at Sterling are based on business needs, job requirements and individual qualifications without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations where we operate.

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