Sr. Strategic Account Manager - Distribution Job

Sr. Strategic Account Manager - Distribution Job

Location: Wauwatosa, WI, United States Employment Type: Regular Category: Sales

Situation In Organisation: Reports directly to the Durable Goods National Sales Leader - General Transportation, Bostik Inc., and will interact with Business Directors of Assembly, Mobility and Engineering Adhesives and with R&D, PLM, Business Development, Technical Service, and other commercial team members on a regular basis to achieve objectives.

Job Dimensions:

• Proven leader with in-depth industry experience and passion to win with exceptional project management skills, a record of contributing to high performance teams and developing outstanding relationships with internal and external customers
• Drive growth by developing sales processes from lead generation to closing business. Support or develop Strategic Account Management activities
• Manage budgeting and sales planning
• Execute strategic plans outlined by the Market Managers (Regional and Global), and approved by applicable National Sales Leader and/or Commercial Director
• Build initiatives to drive profitable growth to achieve annual budget set in collaboration with the global management team
• Work closely with market teams to focus on chosen technology/market combinations that will maximize additional sales
• Establish financial goals, establish roles & responsibilities, monitor financial performance
• Responsible for product / account budget targets (sales and margins)
• Manage significant cross-process collaboration
• Practice Safe work habits in accordance with OSHA, EPA guidelines, and Bostik specific EHS expectations

Activities:

• Support existing contracts and product offerings while building strategy to guide and support future negotiation, driving existing projects to completion, driving excellence in customer service/scorecard levels, and continually seeking opportunities to align on long term product road maps
• Build strategy for future multiyear contracts or product expansions by collaborating across / within Arkema / Bostik businesses and functions, understanding customer motivation, and reaching agreement
• Manage and develop dedicated account support while collaborating with shared resources to execute on growth strategy, share capture and cost savings projects, and in support of customer operations
• Analyze customer history, data and the market to optimize forecast accuracy
• Act to control inventory positions and accounts receivable
• Engage with R&D, legal and other departments as needed to complete technical and commercial specifications, product testing, agreements, contracts or other documentation
• Oversee delivery of sales quotes to customers and ensure adherence to pricing strategy defined by business
• Attend product training while committing to self-study to enhance product and industry knowledge
• Develop and implement a product strategy that will identify changes in industry and competitive pressures
• Develop strategic initiatives that will help maximize profitable growth in order to achieve annual budget objectives
• Work closely with market teams (MST) to focus on chosen technology/market combinations
• Manage significant cross-process collaboration
• Timely response to Business Team or Sales Leadership requests for critical information

Context And Environment:

• Must be willing to travel extensively. Up to 50% travel
• Must have a mind set for driving results and entrepreneurial spirit
• Must have exceptional project management skills, a record of contributing to high performance teams and developing outstanding relationships with internal and external customers
• Must have a strong work ethic with relentless passion for success
• Must have a teachable spirit and thirst to learn while inspiring direct reports to cultivate similar competencies
• Must have a strong sense of resiliency and urgency

Accountabilities:

• Execute strategic plan through collaboration with various functions within IA to partner for success
• Accountable for maximizing ROI and EBIDTA
• Accountable for supporting top line distribution sales revenue and interacting as key member of highly effective Distribution sales leadership
• Provide and support a safe work environment with a strong sense of continuous improvement
• Act with a high sense of professionalism, compassion, and accountability

Qualifications / Experience Required:

• Bachelors degree, Technical degree preferred
• 10 + years experience managing industrial accounts. Distribution management experience preferred
• Strong customer orientation with ability to build executive level relationships
• Successful experience building a go-to-market strategy and sales plan with proven track record of profitable growth
• Ability to work in a self-directed, hands-on environment
• Exceptional interpersonal, communication, listening, analytical, organizational, and presentation skills
• Ability to work independently as well as in a team with demonstrated ability to work cross-functionally in collaborative style
• Strong computer skills (Word, Excel, PowerPoint, Salesforce.com)
• Ability to travel 50 % of the time
• Must have positive attitude with passion to win business in dynamic environment
• Must exhibit a strong sense of reasoning, analytics and problem solving