Strategic Account Manager

7 days ago

Oakland, California, United States Airgas Full time
Job Description

Job Title: Strategic Account Manager

Job Summary:

The Strategic Account Manager is responsible for retaining existing customers, expanding "wallet share" in existing customers and adding new customers. The target customer is national or strategic in scope, multiple sites/states and a minimum annual spend.

Key Responsibilities:

  • Retain existing customers and expand "wallet share" in existing customers
  • Add new customers to the portfolio
  • Work in a coordinated fashion with Area Vice Presidents, District Managers and Account Managers to achieve goals in selling Airgas' complete value and product offering
  • Develop proposals, presentations and pricing agreements for strategic accounts
  • Actively pursue and acquire, on an on-going basis, new and competitive accounts with emphasis on gases through product supply agreements
  • Maintain and upgrade selling skills and technical/product knowledge
  • Complete and turn in sales-related paperwork in a timely manner
  • Prepare annual sales analysis and forecasts for manager
  • Provide market and competitor information to manager
  • Maintain a professional and neat appearance of self and vehicle when representing the company
  • Ensure customer inquiries related to billing problems, cylinder balances, order status, time of delivery, etc. are promptly and courteously handled, providing follow-up as necessary
  • Manage pricing strategies and gross margins of assigned accounts
  • Schedule joint sales calls with Airgas Specialists, Account Managers and District Managers
  • Analyze existing regional company customer database; identify potential within that database and develop strategies for acquiring/enhancing this business
  • Responsible for monitoring and reporting existing strategic account activity within the regional company
  • Manage price adjustments in pricing system, create new agreements in the contract management system, and submit new agreements through the Regional Price Maintenance Site
  • Manage regional Group Purchasing Organisation agreements

Requirements:

  • BS degree from four year college or university, preferably in Sales, Marketing, or Business Management with emphasis in sales or marketing or equivalent experience
  • At least five years successful experience in outside sales and/or managing strategic accounts with a successful track record of displaying initiative and exceeding sales expectations
  • Experience negotiating, implementing, and following contracts
  • SAP and Salesforce experience or similar software system experience as well as intermediate skills operating a computer in a Google based environment is recommended

Knowledge, Skills and Abilities (KSA's):

  • Demonstrate initiative, self-starter, and results oriented
  • Executive/conceptual selling ability; able to view situations from "10,000 feet" as well as ground level
  • Solid time management and organizational skills, broad industrial product knowledge with solid communication and presentation skills
  • Ability to understand strategic price points/technical bids
  • Ability to set goals and motivate self and others to achieve these goals
  • Ability to work independently and as a team
  • Ability to identify opportunities and deploy the resources and applications to realize this potential

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