Strategic Account Manager

The Strategic Account Manager (SAM) has lead responsibility for strategic account customers at WORLDPAC. The SAM will serve as the primary point of contact for all parts of the strategic/national account deal: prospecting leads, selling the Commercial Promise, closing profitable deals, managing ongoing marketing, as well as making enhancements to the deal. More specifically, the SAM is responsible for developing and guiding the implementation of account-specific business plans, serving as the primary account contact, providing account leadership, and achieving growth, profitability, and sales-to-target goals. The target focus customer groups are multi rooftop national chains, multi-location core installers, dealership groups and other large customers.

The SAM partners cross-functionally with the Operations and Marketing teams to deliver the promise of Service Is Our Best Part to each account. The SAM also serves as a leader and subject matter resource for the entire Commercial Sales team, and represents WORLDPAC at various company, client and vendor events.

Responsibilities

• Manage strategic accounts; build and maintain relationships with key customers and senior executives to grow sales, profitability, and market share.

• Under general direction, develop and implement a comprehensive sales plan that includes new and existing sales strategies for key accounts.

• Mine sales data to identify new customer accounts and make informed recommendations regarding product/service terms that will maximize sales and profits.

• Employ a standardized qualification process to gather information about accounts, identify decision makers, understand business challenges and priorities of customers, senior management, analyze data and prioritize opportunities critical to accounts.

• Sell the WORLDPAC value proposition using a consultative sales process, developing individual account goals and business plans with customers.

• Conduct monthly, quarterly and annual business reviews with customers and senior management to understand their needs and link them to WORLDPAC product/service strategies.

• Work cross-functionally with the marketing department to develop proposals, account or market plans, and forecast/report sales activity, with accountability for meeting/exceeding sales targets.

• Ensure professional sales coordination and account planning and resolves possible account ownership issues.

• Coordinate with the Marketing, Supply Chain, Credit, Finance, and Operations Departments to maximize communication and program execution.

• Build and maintain strategic partnerships with Commercial Sales Managers and Commercial Account Managers to deliver effective sales support at the field level; providing local leadership to drive sales success through a disciplined approach to program implementation.

• Assist with the training and development of the broader Commercial Sales organization.

Essential Job Skills

• Structured, organized, and focused thought processes; ability to lead by example, bias toward action with the ability to work independently and with a team.

• Proven record of accomplishment and business leadership skills identifying and capitalizing on opportunities to increase revenue growth, expand market penetration, and win market share in a highly competitive marketplace.

• Experience managing national or regional account headquarter relationships and field implementation.

• Exceptional verbal, written, presentation and communication skills with an ability to adjust meeting the audience's needs both internally and externally.

Requirements

• Bachelor’s degree and 5+ years of B2B sales

• Advanced Excel and presentation development skills

• Proficiency with Microsoft office; expertise in Microsoft Excel and PowerPoint required.

• Ability to travel up to 75% of the time

Posted Salary Range

USD $98,700.00 - USD $123,400.00 /Yr.