Strategic Account Executive

The Strategic Account Executive is responsible for the retention and growth of Mansfield’s largest and/or most complex customers. The essential Strategic Account Executive job duties include relationship management, customer retention, profitability and growth. The Strategic Account Executive is responsible for achieving sales budgets and assigned strategic account objectives, as well as representing the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company. This sales role successfully sells 6+ of the company’s product lines and manages at least 10 of the company’s top 150 accounts.

Responsibilities

Relationship Management

• Prepare business rules for new customers
• Participate (by phone or in person) in new customer implementation meetings with customers
• Lead new customer implementation meetings with internal MOC departments
• Develop and implement a regular contact strategy to connect with existing customers
• Lead bi-monthly meetings with existing clients to review open projects and current activities within the account; meetings will include project tracking for current items along with an annual summary of all items completed for the client in the past year
• Conduct in-person meetings with the client on a quarterly basis to review open project items
• Coordinate with Operations to ensure seamless interaction with the customer during on boarding
• Establish productive, professional relationships with key personnel in assigned customer accounts
• Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations
• Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones
• Proactively assess, clarify, and validate customer needs on an ongoing basis

Account Retention

• Coordinate customer interaction with other departments in MOC to ensure that the customer is delighted with Mansfield Oil and has a positive customer experience

Account Profitability

• Meet assigned budget for profitable sales volume and strategic objectives in assigned accounts
• Analyze profit and loss by customer and customer locations to identify areas for greater product penetration and greater profitability
• Decide upon and implement strategies to improve customer profitability
• Coordinate with Operations to ensure profitability improvement measures are implemented

Account Growth

• Stay current on MOC’s solution portfolio by attending any available training and by having regular discussions with the appropriate product line manager on potential opportunities within assigned customers
• Leverage the product line manager within MOC to coordinate a streamlined message to every existing client with regard to our product portfolio and service offerings
• Educate customers on MOC’s full portfolio of solutions
• Identify growth opportunities with existing clients to market and sell the full menu of MOC products and services
• Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel

Sales Administration

• Enter information, track, forecast and update account within MOC’s Customer Relationship Management (CRM) System
• Prepare bids and/or proposals for renewal business or for new business opportunities
• Coordinate with Operation to ensure customer pricing and data is accurate within MOC’s systems

Position Requirements

Formal Education & Certification

• Bachelor’s degree or equivalent experience required

Knowledge & Experience

• 5+ years business to business sales experience required, preferably in a customer account retention or business development type role
• 1+ years in petroleum sales preferred
• Proficient in Microsoft Office Suite of Products including Word, PowerPoint, Excel and Visio
• Prior experience using Customer Relationship Management (CRM) Systems preferred

  Qualifications & Characteristics

  • Authoritative business and financial acumen to translate customer requirements into meaningful business recommendations
  • Strong ability to lead, manage or enlist the support of others in the absence of formal authority
  • Strategic thinking around operations and positioning to execute plans, and align others with plans
  • Interpersonal, presentation and written/verbal skills that can influence at senior levels within accounts
  • Ability to manage large accounts and communicate with executive level clients
  • Ability to provide analysis of complex client business flows to present effective resolutions
  • Strong communication skills
  • Strong presentation skills
  • Strong problem solving skills
  • Ability to multi-task
  • Ability to work in a team environment

  Work Environment

  • Ability to travel up to 30% of the time
  • Sitting for extended periods of time
  • Dexterity of hands and fingers to operate a computer keyboard, mouse and other computer components

  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.