Strategic Accounts Manager

Job Type : Full-Time, Exempt

Duration of role : Permanent

Number of Position : 1

Reporting to : Strategic Accounts Director

Location : Columbia, MD

About Us

At Tate we are passionate about everything we do. As an independent brand operating within Kingspan Group, a global plc group of companies, Tate has been recognized worldwide as an industry leader in the development and manufacture of data center infrastructure solutions and commercial office raised access floors, for over 60 years. With revenues of over $600m and growing, Tate plays a pivotal role in offering expertise in cutting edge design engineering in order to craft solutions, by working collaboratively with clients as a trusted partner.


Tate continues to grow and expand, operating multiple manufacturing and commercial sites across the US, Europe, the Middle East, Asia, and Australia. We are excited about our fresh, dynamic, and inclusive team of experts working on new innovations and forward-thinking designs, as we remain a market leading player within our industry. We continue to invest heavily in the best available manufacturing tools and equipment needed to adhere to Tate’s world class standards and in keeping with our Planet Passionate sustainability strategy, our focus is on having minimal climate impact.

We are excited to potentially welcome you as part of our team as we continue to grow on a worldwide scale.

About the Role

The Strategic Account Manager represents Tate Access Floors out in the market in a professional manner, exhibiting the sales and technical skills required to position Tate as the preferred manufacturer and supplier of structural ceiling, containment systems, modular containment systems, liquid cooling manifolds and value-added products as they become available to the business.

What You’ll Do

• Hunter mindset- Actively pursues and develops target accounts with strategic importance to the business, leveraging their contact book and internal connections.
• Stakeholder mapping of pursued accounts, identifying customer influencers and decision makers.
• Promotes the sale of Tate products to meet or exceed the sales budget.
• Identifies opportunities early to provide maximum visibility of the order pipeline.
• Develops and maintains excelled customer relationships for assigned accounts, with stellar customer service and response times.
• Tracks and develops account pipelines, identifying opportunities for portfolio progression
• Creates preferences for Tate products in assigned accounts
• Establishes positive relationships with owners, architects, contractors, and other key influencers in and around your assigned account
• Successfully manages the budget/bid process by understanding the project requirements, specifications and project scope. Provides competitive pricing direction. Follows up on outstanding bids to stay engaged with the sales process and to close the sale.
• Actively pursues assigned accounts project Pipeline.
• Provides presentations on Tate products, leveraging business product experts & sales engineers as needed.
• Assists both the architectural and engineering communities with retrieving project specifications, project details, lessons learned and best practices, helping to position Tate as the go-to company for Tate products.
• Reviews project cost estimates to effectively evaluate bid price recommendations.
• Makes pricing decisions based on the competitive environment, factory loading, margin targets, and other considerations.
• Works with Tate’s Project Managers to ensure that customers are getting the necessary support for pricing requests, material requests, delivery requests, etc., to the dealer’s satisfaction.
• Maintains project tracking in Salesforce CRM. Records pricing, contacts, and key activities for all projects.
• Participate in Tate monthly call with Sales Director to review projects, information, strategies, issues, and concerns as necessary and relative to the projects, the region, the competition, dealers, and/or the individual.
• Reviews of monthly sales, booking, and backlog reports.
• Actively participates in membership organizations that will benefit Tate, enabling networking opportunities and the ability to create quality business relationships.
• Provides cross territory support to other Regional Sales Managers in the promotion of Tate products.
• Maintains awareness of individual contribution to and impact of the quality, safety, environmental, and product compliance policies and activities; reports all quality issues, unsafe acts, and unsafe conditions to the proper personnel.

Additional Expectations

• Remain compliant with the Code of Conduct and Policies which includes the Kingspan Group Compliance Policy.
• Ensure that all duties related to product compliance are adhered to in accordance with the Product Compliance Policy, Laws, Regulations, and market demands.
• Responsible for all tasks to achieve compliance goals and demands of the Compliance Management System.
• Must raise concerns related to the Compliance Management System to their supervisor, manager, or any member of the Leadership Team, or through the confidential whistle blower service.

What You’ll Bring

• Minimum 5 years’ experience in a similar sales position.
• Experience in the architectural and/or data center field is highly preferred.
• Experience in product sales in Data Center environment preferred.
• Self-motivated team player with excellent communication skills, presentation skills, and listening ability providing for business opportunities and the ability to establish and maintain long term relationships with key Customers, Architects, Contractors and Dealers.
• Proficient in all Microsoft Office applications (Word, Excel, Power Point) and Outlook.
• Position requires travel as necessary across assigned region and to Tate Corporate based out of home office.
• Ability to interpret architectural plans and specifications.

What You'll Get

• Pay range: $180,000 USD to $230,000 USD. This role is eligible for a discretionary bonus.
• Career Scope and Advancement: As we grow, new positions and career opportunities arise, offering accelerated paths for the right candidates, locally and globally.
• World of Wellness Philosophy: We empower you to take charge of your health and well-being. You’ll have access to a wide range of medical, dental, and vision benefits, along with personalized guidance from a “Health Advocate.” We also offer other supplemental options, including 401k, legal, disability, and theft insurance, to ensure your financial wellness.
• Corporate Social Responsibility: Through Planet Passionate we are determined to reduce our manufacturing carbon (CO2e) emissions to as close to zero as technically possible, together with halving carbon intensity in our primary supply chain. We are very involved in our community, and you will have ample opportunities to support us in creating a better world.
• Skills Development: Given the dynamic pace of our business and a strong collaborative environment, your new role will be diverse and multifaceted – allowing you to be more versatile and develop a broader skill set.
• Mentorship and development: At Tate, we don’t believe in hierarchy, we work together as one team for one common goal. You will have access and exposure to our senior leaders and experts for learning in your role, and additionally mentorship for the future.
• Culture: We have a great team culture, highly collaborative, supportive, and social. Together we innovate, collaborate, take ownership, and strive for excellence.

Stay connected with us on LinkedIn for insights into life at Tate. Join us in our mission to make a difference through exceptional solutions.

Tate Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to legally protected characteristics. We are committed to providing reasonable accommodations to qualified individuals with disabilities. Employment is contingent upon the successful completion of post-offer requirements, including a background check and drug screening, in accordance with company policy and applicable laws.

Equal Opportunity Employer


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