TerraSource Global
  • 03-Aug-2018 to 02-Oct-2018 (CST)
  • Sales
  • Belleville, IL, USA
  • Full Time

Position Summary

The Strategic Account Manager is responsible for driving expanded relationships with strategically important large customers where there is significant revenue growth potential. Assigned to three to five named customers, the Strategic Account Manager serves in a "quarterback" role in coordinating engagement of all company resources which may include Account Managers, Customer Service Representatives, Field Service, Subject Matter Experts (Engineering), Independent Manufacturers Representatives, and Distributors.  The scope of this role includes the entire range of company product and service offerings for assigned customer capital equipment, aftermarket parts, and billable services.  An essential function of this role is developing and executing key account management plans that ensure assigned customers' needs and expectations are met by the company.

The measurements of success for the Strategic Account Manager at assigned accounts include:  1) Growth of the capital equipment installed base  2)  Growth in the share of aftermarket parts spend 3)  Increased engagement across the customer enterprise, not only with multiple functional areas but also all relevant locations.

Essential Duties and Responsibilities include the following:

  • Meets sales targets for profitable revenue and share growth.

 

  • Daily / Weekly / Monthly tracking of leading KPIs such as quote volume and incoming orders

(bookings) for both capital equipment and aftermarket parts / services.

 

  • Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones over a multi-year time horizon.

 

  • Achieves strategic customer objectives defined by company management

 

  • Maintains high customer satisfaction ratings that meet company

 

 

Supervisory Responsibilities

This position does not have any supervisory responsibilities.

Education

Bachelor's degree (B.S. /B.A.) in Engineering or Business from an accredited college or university and a minimum of 10 years related experience in a business-to-business sales environment.

Skills/Experience

  • Excels in achieving outstanding performance results with strong leadership skills effectively establishes goals, self-motivated, self-confident and effective interpersonal skills

 

  • Knowledge of both capital and aftermarket part & service business model sales and buying process understanding from initial planning stage through deal closure

 

  • Strong business acumen knowledge of financials, ability to effectively structure the financial aspects of a business proposal, and ability to define the economic benefits to the customer

 

  • Effective planning and program management skills strong skills at defining strategies and plans to drive growth in defined area of responsibility

 

  • Problem solving and analytical skills ability to understand key customer technical issues and define how TSG products will solve customer challenges

 

  • Excels in managing responsibilities across a geographically dispersed territory as well as working cross functionally in a shared service structure

 

  • Experience in managing and negotiating complex projects

 

Travel

Employee must be able to travel 25-50 % of the time.

Physical Demands

To perform this job successfully, the physical demands listed are representative of those that must be met by an employee. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit, stand, walk, use hands to handle and feel, reach with hands and arms, talk and hear. The employee may occasionally be required to crouch. The employee may occasionally lift items as heavy as 25lbs. Specific vision abilities may include the employee's ability to see near and far distances.

 

DISCLAIMER: The above information on this job description has been designed to indicate the general nature and level of work performed by the employee within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of any employee assigned to this job. Nothing in this job description restricts management's right to assign duties and responsibilities to this job at any time.

 

Full Job Description
TerraSource Global
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