Strategic Account Manager

3 weeks ago

Austin, United States White Cap Full time

A position at White Cap isn’t your ordinary job. You’ll work in an exciting and diverse environment, meet interesting people, and have a variety of career opportunities.

The White Cap family is committed to Building Trust on Every Job. We do this by being deeply knowledgeable, fully capable, and always dependable, and our associates are the driving force behind this commitment.

Job Summary

Responsible for overseeing the relationship of our largest regional customers by working with their headquarters, other decision makers, and White Cap stakeholders to drive sales growth. The Strategic Account Manager will own the C-suite relationship, support Account Managers to drive jobsite-level growth, create and executive account strategies, and leverage analytics to drive account growth. Serves as the lead resource to accomplish the complete ownership of these customers. Manages a ~20 – 30 customer portfolio of $40M – $75M.

Major Tasks, Responsibilities and Key Accountabilities

Develops and manages new and existing corporate customer relationships (e.g., C-suite leaders) to maximize account profitability, often building relationships from scratch.

Coordinates with local Account Managers with customer relationships and selling large projects. Drives continuity between our field teams and the customer's offices (e.g., corporate-level to jobsite).

Builds and maintains strong relationships with job site superintendents, customer field contacts, and a wide network of stakeholders within the strategic account and surrounding areas.

Develops and executes strategic key account plans aligned with the account’s goals to drive customer growth, leveraging analytics to enhance performance visibility and identify growth opportunities.

Proposes and secures customer category programs (Safety program, Tool program etc.).

Advocates for account needs by convening and steering the sales team, rallying resources, and calling people to action in order to build credibility and track results.

Cooperates with internal stakeholders (e.g., Operations) to drive the account’s success.

Coordinates complaints as the first point of contact (handling by sales).

Nature and Scope

Identifies key barriers/core problems and applies problem solving skills in order to deal creatively with complex situations. Troubleshoots and resolves complex problems. Makes decisions under conditions of uncertainty, sometimes with incomplete information, that produce effective end results.

Independently performs assignments with instruction limited to the expected results. Determines and develops an approach to solutions. Receives technical guidance only on unusual or complex problems or issues.

May oversee the completion of projects and assignments, including planning, assigning, monitoring and reviewing progress and accuracy of work, evaluating results, etc. Contributes to employees' professional development but does not have hiring or firing authority.

Work Environment

Typically located in a comfortable environment but with regular exposure to factors that may cause noticeable discomfort or a moderate risk of accident or illness, such as temperature extremes, moving machinery, loud noises, and fumes.

Most of the time is spent sitting in a comfortable position and there is frequent opportunity to move about. On rare occasions there may be a need to move or lift light articles.

Typically requires overnight travel 20% to 50% of the time.

Education and Experience

Typically requires BS/BA in a related discipline. Generally 5-8 years of experience in a related field OR MS/MA and generally 3-5 years of experience in a related field. Certification is required in some areas.

Preferred Qualifications

5+ years sales experience in commercial construction supply distribution, with strong past performance.

Strong presentation skills both in person and virtually.

Strong analytical skills, with proficiency in using PowerPoint, PowerBI and Excel.

Experience with CRM (e.g., SFDC).

If you’re looking to play a role in building America, consider one of our open opportunities. We can’t wait to meet you.

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