Strategic Account Manager

4 weeks ago

Everett, Washington, United States Fortive Corporation Full time

Gems Setra is seeking a highly skilled Strategic Account Manager to drive sales growth in the Eastern U.S for our industrial segment.

This role is an exciting opportunity for someone who excels at using existing business to identify and win new opportunities. The ideal candidate has a consistent record of building high-value business relationships across all key decision makers and partners in their account base.

The Strategic Account Manager will work cross-functionally within the organization to ensure the appropriate level of daily support and priority for new business opportunities.


Key Responsibilities:
  • Develop trust/relationships with a portfolio of strategic partners to ensure growth and business continuity.
  • Develop and execute account specific growth plans and strategies at these accounts.
  • Lead pricing initiatives to help Gems Setra achieve margin/price goals on an annual basis.
  • Report progress against forecasts, budgets, targets, and action plans using Customer Relationship Management (CRM) and other tools required.


Ensure alignment between our account management strategy and the customer's top business objectives; timely and effective communication within Gems Setra to the proper groups is key.


Conduct regular, extensive contact and follow-up with existing and new strategic customers, regarding all aspects of the overall business relationship.


Identify and qualify new opportunities to ensure that we are working the right projects that align with our technology and capabilities; this will require working closely with Engineering and Product Management through the design and customer qualification process.

Work with Director of Sales to grow revenue with targeted customers, implement action plans, and report on progress.


Effectively manage new cross selling opportunities using our funnel management process; keeping your funnel up to date is a strict requirement of the role.

Manage customer feedback and resolve problems in a timely and thorough manner.


Achieve or exceeds order and sales targets.


Coordinate and contribute to the development of Strategic and Annual business plans with a focus on the strategic markets and other key segments.


Qualifications:

Critical Success Factors:

Strategic:


Ability to develop and implement a business plan to increase market share at strategic accounts that have substantial influence on specification decisions within targeted verticals.

Communication:

Excellent communication skills; able to adapt and articulate Gems Setra value proposition to a wide variety of decision makers.


Deliver Results:
Proven track record of driving growth and delivering results through data-driven continuous improvement tools and methods (sales funnel process, gap analysis, CRM utilization, value selling, etc.)


Travel:

Must be willing to travel domestically by all forms of transportation up to 80%.


Required Skills/Experience:

Bachelor's degree in engineering, Business, or related field required.

5+ years of technical B2B sales experience.

Experience selling technical and industrial products, with a preference for instrumentation and/or control products across multiple verticals.

Ability to grow key account business and develop key relationships.

Consistent record applying sales techniques such as value-selling and driven cross-selling.

Experience prospecting to secure new business.

Proficient in Salesforce (SFDC) or similar CRM system.

Strong skills in Microsoft Office, including Outlook.

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