Strategic Account Manager

Job Summary

This is a hands-on, activity-driven role ideal for someone who is eager to learn, contribute, and grow within a dynamic team responsible for driving sales of all the company products by combining engineering knowledge with strong interpersonal and business skills. The Strategic Account Manager (SAM) plays a key role on the regional sales team by providing leadership and direction in the establishment, development, and growth of assigned Regional Strategic Accounts. This position will carry out responsibilities in all of the following functions and areas: creating strategic plans, communicating direction, implementing corporate business reviews, creating corporate road-maps, expanding relationships (Maintain and develop relationships at all levels of Management, Procurement, Operations, and Quality Assurance, Engineering, Sales, and Estimating/quotations departments), analysis and recommendations, corporate price negotiations, and leading cross-functional teams.

The territory for this role is Ohio, Kentucky & parts of Tennessee.

Responsibilities

• Meet or exceed sales quotas as established by the RSM and/or Vice President—Field Sales.

• Be proficient in BASE selling skills and implement to build strong customer relationships.

• Lead the charge in development of a strategic plan and implementation of strategic initiatives for regional strategic accounts. The focus includes increasing account share, revenue growth, profitability, building and expanding relationships with major stakeholders, increasing product mix, and expanding the company brand.

• Develop strategic roadmaps for strategic assigned accounts providing direction and insight on revenue generating locations.

• Develop intimate insight into the customer culture, needs, and supply chain, including key metrics leading to the recommendation of plans, initiatives, and/or corrective actions to provide the highest level of service to the customer’s organization.

• Lead and coordinate established business reviews with the assigned strategic accounts, including monitoring of competitive activity, leading to recommendations to the company team on areas of improvement.

• Organize and lead cross functional teams with the appropriate members of the company for the purpose of building and maintaining trusting relationships between the company and assigned strategic accounts.

• Support the preparation of proposals, presentations, and sales materials.

• Maintain and update CRM systems with accurate client information. Fully utilize the CRM as a communication, reporting, measurement, and tracking tool to enhance productivity.

• Collaborate with the entire the company team to align efforts, effectively communicate both verbally and written.

• Track and report on business development activities and performance metrics.

• Differentiate the company from other component vendors by building “partner” relationships with customers.

• Be proficient in and drive the use of all sales tools provided to support local markets.

• Work closely with Harrisburg Product teams to aid in the development of field presentations and application notes.

• Proactively utilize all resources and sales tools to maximize productivity, responsiveness, and customer delight.

• Continue personal development through an effective skill-building program as determined by the RSM, Director of Sales, and/or the Harrisburg Training Department.

• Demonstrate technical competence on all products/solutions within the area of focus.

• Provide forecasts and reports to RSM as required.

• Deliver presentations and hands-on demonstrations of the company products, applications, and technology for the purpose of product sales.

• Develop and maintain a working knowledge on all the company products/solutions.

• Qualify and follow up on all opportunities within the assigned strategic accounts.

• Follow up on all quotations within the assigned strategic account portfolio.

Qualifications

• Four-year degree in technical discipline preferred and/or equivalent experience.

• 5+ years minimum sales experience in the electronics or industrial automation & controls marketplace.

• Experience working with distribution preferred.

• Excellent networking, and influencing skills needed to communicate at all levels.

• Exhibits high-level interpersonal and negotiation skills.

• Successful history in achieving strategic and sales targets.

• Self-motivated with the ability to learn and adapt quickly.

Essential Job Functions

• Must be able to travel via airplane.

• Must have a valid driver’s license and be able to travel via automobile for up to six hours at a time.

• Must be able to lift a minimum of 50 lbs.

• Must be able to travel overnight 20-25% as dictated by assigned territory.

• Comply with company dress code guidelines.

• Punctuality is required.

• Regular and on-time attendance.

Perks & Benefits

The company offers a generous benefits package that includes medical, dental, and vision coverage, 401k matching, bonus plan and a generous time off package. There are also a wide variety of additional benefits available including 16 weeks fully paid maternity leave & 10 weeks fully paid paternity leave, auto allowance, life insurance, short & long-term disability, assistance, and more!

The company is committed to the diversity of our employees. We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, color, disability, gender identity or expression, marital status, national or ethnic origin, political affiliation, race, religion, sex (including pregnancy), sexual orientation, veteran status, and family medical or genetic information.

If you need special accommodations to access job openings or to apply for a job, please call 717-944-1300 between the hours of 8 AM and 5 PM, Eastern Standard Time, Monday – Friday or email [link for members] .

Notice to Staffing Agencies, Placement Services, and Professional Recruiters:

The company has an internal Staffing Department. Recruiters are hereby specifically directed NOT to contact the company employees directly in an attempt to present candidates. The company will not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to the company, including unsolicited resumes sent to the company mailing address, fax machine or email address, directly to the company employees, or to the company’s resume database will be considered the company property. The company will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume. The company will consider any candidate for whom a Recruiter has submitted an unsolicited resume to have been referred by the Recruiter free of any charges or fees. The company will not pay a fee to any Recruiter that does not have a signed the company contract in place specific to the position for which the resume was submitted. Recruiting vendor agreements will only be valid if in writing and signed by the company's Head of People & Organization or his or her designee. No other the company employee is authorized to bind the company to any agreement regarding the placement of candidates by Recruiters. By submitting a candidate to the company, recruiters agree to be bound and comply with this policy.