Strategic Account Manager

Strategic Account Manager

Work Model: This role can be performed remotely from an approved location, with flexibility based on business needs and applicable requirements.

The Linear Motion Division is a major contributor to the Segment, with approximately 1,500 global associates and $400M in revenue. There are 9 main sites located across the United States, Mexico, the Caribbean, & Europe.

The primary function of the Strategic Account Manager role is to accelerate the growth of sales within the Linear Motion Division. Reporting to the Director, Sales, primary duties include revenue goal achievement, implementing a sales plan to drive profitable growth, and executing to the plan. The successful candidate will be energetic, persuasive and well organized and able to demonstrate the ability to sell strategically. Define and execute appropriate sales strategies; business development, marketing, technical, and sales support programs to maximize sales and profitability.

Major Responsibilities:

• Responsible for meeting/exceeding sales targets while providing detailed and accurate sales forecasts.
• Drives revenue growth on new designs and or share gain on existing designs at assigned direct OEMs.
• Lead Voice of the Customer activity to support strategy, innovation priorities and product roadmaps.
• Develops and implements strategic sales plan and institutes effective standard work for sales processes based on company goals that will promote sales growth and customer satisfaction.
• Monitors customer and market trends and clearly communicates risks and opportunities to leadership team.
• Leads quarterly business and monthly performance reviews
• Negotiates customer contracts and programs as required.
• Establishes strong relationships throughout customer organization including VPs and C-Suite executives.
• Establishes strong relationships with internal support teams within Linear Motion Division.
• Gathers detailed information about accounts, identifies decision-makers, understands strategic business challenges and priorities, and leads team in analyzing information and prioritizing opportunities critical to accounts.
• Drives commercial and product strategies to outpace market growth of defined Strategic Accounts.
• Ensures high post-sales satisfaction, facilitating positive long-term relationships and high potential for repeat business with accounts.
• Cultivates business and market development growth opportunities by promoting value propositions to meet customer needs.
• Contributes to a culture of success, and ongoing business and goal achievement.
• Demonstrates technical product training and effectively communicates features, benefits, and advantages over the competition.
• Nourish and overservice and ease to do business philosophy with customers.
• Represents company at trade shows, association meetings and other industry events.

Representative Decisions

• Identification of customer needs & motivation.
• Development of a plan to win Sales funnel opportunities.
• Maintenance and follow up on existing customer accounts.
• Prioritization and escalation of customer requests/needs.

Expected Outcomes

• Meeting sales growth, design wins, and new opportunity targets for assigned customers.
• A strong opportunity funnel of new business opportunities at new and existing customers.
• Penetration and growth at new, target customers.
• Significant revenue growth and share gain in key markets.
• High level of customer satisfaction and customer advocacy.

Required Education / Experience / Skills:

The ideal candidate will be a proven leader with in-depth industry experience and a true passion to win. Candidate must have exceptional project management skills, a record of contributing to high-performance teams and developing outstanding relationships with internal and external customers. A strong work ethic with proactive communication skills that encourage courageous conversations are a must.

• Bachelor's Degree Engineering, Marketing, Business Administration or relevant field experience.
• 5+ years' experience in large account management.
• Experience in sales, product, engineering or marketing management.
• Strong customer orientation with ability to build executive level relationships.
• Strong presentation and communication skills.
• Excellent analytical and organizational skills.
• Ability to lead and motivate team members.
• Successful experience building a go-to-market strategy and sales plan.
• Proven track record of profitable growth.
• Basic knowledge to work with Power BI, Microsoft Teams, Excel, forecasting and reporting software.
• Experience working with 80/20, Policy Deployment methodologies, and CRM is preferred.

Travel: Up to 50% required

Language: English required

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This position is primarily located in an office environment with occasional time spent in manufacturing settings. The physical demands are limited.

**Must be willing and able to travel by all forms of transportation.

WORK ENVIRONMENT:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This position is primarily located in an office environment.

Restrictions imposed by federal export control laws may limit this job opportunity to candidates who are a "U.S. Person,' which includes U.S. citizens, U.S. nationals, U.S. permanent residents, individuals granted asylum in the United States, and refugees in the United States.

Expected salary: $130,000 – 150,000 annually. The salary range provided is intended to display the value of the company's base pay compensation for all statewide locations across the United States. Salary is dependent on a multitude of factors, including but not limited to the physical worksite location, candidate's skill set, level of experience, education, and internal peer compensation comparisons.