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Strategic Account Executive

2 months ago

St Louis, Missouri, United States Altor Solutions Full time

Job Title: Strategic Account Executive

Reports to: Director, Key Accounts

FLSA Status: Exempt

Travel: Travel requirement 50-75%

Overview: The primary goal is to achieve profitable sales growth and provide exceptional service to clients by executing the following responsibilities, which include a travel requirement of 50% or more. This role acts as the main relationship steward for Altor Solutions' most significant accounts, with full accountability for customer satisfaction and success.

Key Responsibilities:

  • Collaborates in the development and execution of strategies aimed at maintaining and/or increasing sales within existing accounts, incorporating insights from regional account managers and operations teams.
  • Engages with clients to grasp their overarching goals and requirements, crafting a tailored plan for each account to address both immediate and long-term needs.

Regularly communicates with clients to nurture relationships, inform them of new products and services, and gather feedback. Provides insights on additional offerings to enhance service value. Acts as a primary contact for resolving issues or challenges encountered by clients during product use, ensuring swift resolution of any problems or complaints.

  • Develops a collaborative business plan with clients, focusing on key performance indicators and deliverables related to growth, innovation, service quality, and customer satisfaction.
  • Compiles and presents reports on aggregate sales, business development, service, and quality performance, including customer scorecards.
  • Coordinates and oversees product training and technical presentations with regional account managers at both branch and corporate levels, emphasizing value-added capabilities and services.
  • Ensures effective support and execution of customer projects and key deliverables to achieve service excellence.
  • Serves as a primary escalation point to expedite the resolution of customer issues and challenges.
  • Guarantees that sales, quality, scheduling, and customer service teams provide ongoing support to assigned accounts. Offers feedback to marketing and product engineering teams for future enhancements, sharing insights and customer needs throughout the product lifecycle.
  • Collaborates with essential functional stakeholders, including Customer Service, Operations, New Product Development, Supply Chain, and Finance, to ensure alignment with customer requirements and a positive experience.
  • Maintains updated communication and compliance with Altor Solutions policies regarding pricing, inventory, payment, freight, and terms and conditions.
  • Works alongside Altor Solutions direct and distribution sales teams on project collaboration, cross-selling, and product training initiatives.
  • Partners with Marketing for participation in trade shows and industry associations, as well as gathering business intelligence, leads, and materials to drive profitable growth.
  • Manages contacts, leads, opportunity pipelines, and new product development requests through CRM systems.
  • Prepares and delivers quotes, proposals, and presentations to facilitate business acquisition efforts.
  • Establishes and implements a customer acquisition strategy targeting key markets to achieve results aligned with company objectives.
  • Reviews performance metrics and collaborates with management to ensure focus and alignment.
  • Provides insights and feedback on market trends and new product and service opportunities.

Competencies:

To excel in this role, candidates should demonstrate the following competencies:

  • Business Acumen - Understands the business implications of decisions; displays a focus on profitability; possesses knowledge of market dynamics and competition; aligns work with strategic objectives.
  • Analytical Skills - Gathers and evaluates data; utilizes intuition and experience to complement analytical findings.
  • Problem Solving - Identifies and resolves issues promptly; analyzes information skillfully; develops alternative solutions; collaborates effectively in group problem-solving scenarios.
  • Customer Service Orientation - Manages challenging customer situations; responds promptly to customer needs; seeks customer feedback to enhance service quality.
  • Decision-Making - Demonstrates a willingness to make informed decisions; exhibits sound judgment; includes relevant stakeholders in the decision-making process.
  • Professionalism - Approaches others with tact; remains composed under pressure; treats all individuals with respect; takes responsibility for actions; follows through on commitments.
  • Key Attributes: Self-motivated, Competitive, Prepared, Accountable, Resilient, Responsive, Resourceful, Adaptive, Creative.

Qualifications:

Successful candidates will possess the following qualifications:

A Bachelor's degree from an accredited institution, combined with a minimum of 7 years of relevant sales and business development experience, or an equivalent combination of education and experience.

  • Proven ability to manage key accounts and cultivate new business opportunities.
  • Strong negotiation and value-selling capabilities.
  • Excellent interpersonal communication and presentation skills.
  • Demonstrated proficiency in situation assessment and decision-making.
  • Solid business acumen with strong financial and analytical skills.
  • Experience in a collaborative sales environment.
  • Experience in molded plastics is advantageous.
  • Technical knowledge in operations and package engineering is a plus.

Reasoning Ability:

Ability to address practical problems and navigate various concrete variables in situations with limited standardization. Ability to interpret diverse instructions presented in written, oral, diagrammatic, or scheduled formats.

Computer Skills:

Proficiency in Microsoft Office Suite, including word processing and spreadsheet software; familiarity with inventory management, order processing systems, and database software is preferred.

Work Environment/Physical Demands:

The characteristics of the work environment and physical demands described here are representative of those encountered while performing essential job functions. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. While performing job duties, employees may occasionally be exposed to moving mechanical parts. The noise level in the work environment is typically quiet. Employees may occasionally lift and/or move up to 10 pounds. Regular tasks require the use of vision, manual dexterity, and effective communication. Employees frequently stand, walk, and sit, with occasional reaching required.

Equal Opportunity Employer, including disability/protected veterans.