Strategic Account Manager

Title: Strategic Account Manager (SAM)
Type: FTE, Salaried + Commission
Location: Major US Cities with up to 50% travel - preference to Houston, TX or Indianapolis, IN
Eligibility: US Permanent Residency is required for this position

Summary

The Strategic Account Manager (SAM) is responsible for building and maintaining long-term executive-level relationships with a defined portfolio of customers while serving as the primary liaison between customers and cross-functional internal teams to ensure successful solution delivery and an exceptional customer experience. Working closely with the Customer Experience team, the SAM is accountable for achieving territory sales, growth, and profitability objectives through strategic account management, business development, quoting, and opportunity identification. This role leverages Salesforce.com, Horizon Pro, and

data analysis to manage customer strategies, identify new business opportunities, and expand existing accounts through program enhancements, testing compliance, and additional product offerings.

As the owner of business outcomes within the assigned territory, the SAM must be highly organized, results-driven, and capable of managing multiple priorities in a fast-paced environment. This is a customer-facing role requiring regular travel, virtual meetings, and attendance at industry events, reporting directly to the Director of North American Sales.

Requirements

• Proven sales history, account management, customer service or other relevant experience
• College Degree or equivalent work experience
• Must have fluid analysis or lubricant sales experience
• Experience working in oil and gas field – highly preferred
• Experience with preventative maintenance – highly preferred
• Experience working in
• Demonstrated ability to communicate, present and influence credibly effectively at all levels of the organization, including executive and C-level
• Experience in delivering client-focused solutions based on customer needs
• Proven competence to manage multiple projects at a time while paying strict attention to efficiency and detail; ability to adapt to constant change in said projects
• Exceptional listening, negotiation and presentation skills
• Excellent verbal and written communications skills
• Proficient with corporate productivity and web presentation tools
• Ability to work with cross-department teams
• Basic knowledge of email Marketing solutions (Pardot)
• Advanced knowledge of CRM solutions (SFDC)
• Familiar with project and ticket management, workgroup collaboration tools and process-based workflows
• Ability to multi-task, prioritize, and manage time effectively

Description and Responsibilities
Understand Organizational Priorities – 20%

• Serve as point of contact to executive leadership of customers in defined territory
• Conduct quarterly Program Enrichment Reviews for account generating 70% of territory revenue.
• Prepare recommended improvements for customer and company using quarterly reviews.
• Identify and submit continuous improvement ideas.

Account and Opportunity Planning – 25%

• Work with the AM to establish strategic account plans
• Create strategic and implement plans for top accounts producing 70% of revenue
• Input incoming/outgoing calls/email and update leads/open opportunities in SFDC (daily)
• Target new business from accounts over $100k, including cold calls and customer referrals
• Contribute to development of growth quota for existing line of business (territory)
• Recruit companies and sponsors for annual Customer Summit

Joint Solution Development – 20%

• Assess/ validate customer needs and opportunities for additional programs/tests/services
• Support onboarding introduction through collaborative efforts with customer service
• Create and demonstrate value of fluid analysis with customer
• Maximize user adoption and compliance
• Up-sell and cross-sell services
• Responsible for evaluating pricing increase yearly (Jan)

Cross-Functional Account Team Leadership – 10%

• Collaborate with Customer Experience, technical Business Consultants and Marketing
• Advise internal team members’ customer needs and expectations
• Administration, project management, campaign and team support

Overall Relationship and Outcome Management – 25%

• Identify, target, track efforts of potential customers over $100K, report out monthly
• Work with top 70% revenue accounts to resolve issues with key decision makers
• Lead internal teams to address and rectify issues of customer dissatisfaction
• Personal skill development in the areas of sales (training, seminars, sales meetings)
• Track and measure prospecting results to identify adjustments and best practices

Supportive Functions and Other Duties – as assigned

In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the supervisor based upon the particular requirements of the company.

• Provide coverage to other Marketing Department functions, as defined by the Director of NA Sales
• Coordinate efforts with Customer Experience to reduce duplication of efforts and reduce inefficacies.
• Adherence and support of the Employee Handbook inclusive of the Standards of Conduct
• Lean and support of the quality management system
• Other duties as assigned