Strategic Account Manager

JOB SUMMARY:

The Strategic Account Manager is responsible for growing the assigned territory by attracting new clients and growing existing client relationships. He/she will coordinate Arbill resources to fulfill client requirements, including implementation, business reviews, safety products, safety programs, EH&S consulting and safety technology tools. He/she will utilize Arbill's full suite of products and services to assist our clients in keeping their employees safe every day. This is a sales leadership role within the Commercial Sales group and throughout Arbill.

JOB DUTIES

• Offer solutions that deliver value to clients and become a trusted advisor through consultative support and sales methods
• Match client needs with up-to-date safety solutions helping to create a world class safe workplace
• Lead the client relationship at the highest level; build long-term, collaborative and trust-based relationships through proactive communication and solution-oriented engagement
• Lead and train commercial sales staff, including orientation, onboarding, assigning duties, as well as coaching, counseling and evaluating employees
• Maintain and grow client relationships across many functional roles including Procurement, Safety, Operations, etc.; increase utilization by selling clients on all business units
• Drive profitable top-line revenue growth through client intimacy; support clients' goals of rolling out an integrated safety solution
• Maintain customer satisfaction with quick client response and follow up; proactively communicate on a regular basis with clients to provide advice and solutions.
• Build and deliver Safety Reviews quarterly to identify opportunities for improvement with both potential and current clients to create safer workplaces. Analyze, evaluate, review information, and strategize.
• Use CRM tool, Rhythm, and Qlikview software to report and track client status, opportunities, and wins
• Develop and implement strategic sales plans to accommodate corporate goals
• Direct sales forecasting and set budget and performance goals accordingly
• Review market analyses to determine customer needs, price, schedules, and discount rates
• Analyze sales statistics to formulate policy
• Direct product simplification and standardization to eliminate unprofitable items for sales lines
• Organize and deliver effective sales presentations to clients and prospective clients
• Meet with key clients, assisting sales representatives with maintaining relationships and negotiations and closing deals
• Analyze and control expenditures of division to conform to budgetary requirements
• Analyze and take appropriate action utilizing periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion
• Direct product research and development. Work with Supply Chain and EHS to add new products and services
• Monitor and evaluate the activities and products of the competition
• Recommend or approve budget, expenditures, and appropriations for research and development work
• Generate leads to meet or exceed sales goals and increase sales growth and margin
• Negotiate all contracts with prospective clients
• Assist in determining pricing schedules for quotes, promotions, and negotiations
• Take initiative and make independent judgement/decisions, gather data, and prepare reports
• Review weekly and monthly reports
• Coordinate sale efforts with marketing programs
• Visit clients and potential clients to evaluate needs or promote products and services
• Maintain client records and manage multi-site customer agreements
• Answer client questions about credit terms, products, prices and availability
• Work closely with VP of Operations with respect to vendor relations and coordinate new product penetration with sales team
• Engage in active listening and adapt messaging of Arbill capabilities to achieve a long-term win/win solution
• Expand safety knowledge by pursuing ongoing training to deliver best-in -class safety solutions

Requirements

SKILLS/COMPETENCIES

• Management - lead sales team, direct and functional associates
• Project management - able to organize needs for safety, operations and management of client;
• Strong verbal communication - with clients, resources, suppliers, internal support, stakeholders; effective and appropriate communication patterns and the ability to use and adapt knowledge in various contexts. able to navigate discussions to mutual success
• Strong written communication - Email, Summary Documents, On-Line presentations, new and existing client presentations, proposal creation
• Technology savvy - PowerPoint, CRM platform, QLIK, Rhythm, Excel
• Strategic thinker - solution-oriented in the face of adversity; uses knowledge of industry and market trends to develop long-term strategies based on vision and mission and translates them into business plans, and modifies the plan based on changing conditions
• Emotional intelligence - a strong understanding of interpersonal dynamics; gains trust and consensus with clients to deliver a win/win solution.
• Relationship management - actively listen, assess, and communicate to meet client needs and gain consensus. Ultimate ownership of the client relationship and meeting desired results.
• Organization/Planning - establish a systematic course of action for self and others to accomplish objectives; determine priorities and allocate resources effectively.
• Creativity/Innovation - encourage others to innovate, proactively seek to improve new ideas or methods, and create processes to foster new ideas.
• Detail Oriented - achieves thoroughness and accuracy when accomplishing a task through concern for all the areas involved.
• Enthusiastic - excited about and committed to furthering the organization's objectives.
• Honesty/Integrity - instills mutual trust and confidence, creates a culture that fosters high standards of ethics, behaves in a fair and ethical manner toward others, and demonstrates a sense of corporate responsibility and commitment.

QUALIFICATIONS:

• Bachelor's Degree
• At least 10 years of field experience in relevant Safety and EH&S experience, including client support
• Extroverted, dynamic, people-oriented personality
• Self-motivated with an entrepreneurial spirit
• Comfortable working in a fast-paced environment
• Travel approximately 30% required
• Strong technology skills
• Strong understanding of safety procurement processes