Job Type
Full-time
Description
THE PERSONThe Senior Strategic Account Manager owns the strategic growth, health, and long-term success of an assigned portfolio of national accounts. This role is accountable for understanding each client's business, identifying future opportunities before the client does, mobilizing Benchmark's internal resources, and driving profitable growth through strategic planning and execution.
QUALIFICATIONSOur ideal candidate is:
- Humble. They are quick to point out contributions of others and define success collectively rather than individually. They support healthy conflict and enjoy sharing credit with the team. They are focused on fostering trust and they lead by example. They are willing to do any level of work and chip in whenever needed.
- Hungry. Goes above and beyond to achieve team goals. Self-motivated and diligently looks for the next challenge. Encourages others on the team to continuously improve and holds themselves and others accountable. Passionate about their work and their team.
- People Smart. Strong interpersonal skills and trustworthy. Quick to build trust among their coworkers. Has good judgment and intuition around the subtleties of group dynamics and understands the impact of their words and actions. A sense of humor is a must.
- Balanced. Smart, organized, process-oriented, and strategic. Able think ahead and see the bigger picture.
- Self-Aware. Handles problems proactively with good judgment and humility. Strong and responsive communicator, down to earth, and not easily offended.
- Disciplined. Firmly rooted in their core values and does the right thing - even when no one is watching.
- Goal-Oriented. Focuses on their own goals as well as the goals of the team and the organization.
- Confident. Strong and logical. Calm and cool under pressure.
- Lifelong Learner. Always looking to do more, learn more, and grow.
Requirements
Account Management and Relationship Building
- Build executive-level relationships positioning Benchmark as a trusted advisor.
- Lead business conversations around capital planning, risk management, asset strategy, and long-term planning.
- Create opportunities to influence client decisions before projects are formally identified.
- Build trust and influence with clients through transparent, respectful, and collaborative communication across all levels.
Account Development and Growth
- Anticipate client needs by analyzing accounts to identify growth opportunities, including additional sites and products.
- Collaborate with cross-functional teams (Client Managers, Marketing, Finance, Consultants) to develop customized strategies for client growth.
- Manage a book of business, including a specified revenue target, and identify areas for upselling and retaining clients.
- Actively participate in industry events and seminars to stay connected and expand the network.
- Continuously seek to improve processes, workflows, and tools to enhance account management efficiency and effectiveness.
Business Ownership
- Own the business performance of assigned strategic accounts.
- Know the sales, revenue, profitability, pipeline, strategic opportunities, risks, and client health of every assigned account.
- Develop strategies to grow sales while protecting existing business.
- Take ownership of problems by coordinating internal resources rather than waiting for direction.
- Operate with the mindset that your accounts are your business.
Client Success and Retention
- Conduct regular business reviews to track performance, address concerns, and ensure client satisfaction.
- Seek feedback to enhance services and exceed client expectations.
Internal Leadership
- Lead cross-functional account teams to deliver exceptional client experiences.
- Align Consultants, Account Specialists, Marketing, Finance, and Operations around account priorities.
- Remove obstacles and drive accountability across departments.
- Ensure everyone supporting the client understands priorities and next steps
Sales Planning
- Develop comprehensive strategic account plans for key clients.
- Identify executive relationships, buying influences, capital planning cycles, competitive threats, and expansion opportunities.
- Ensure strategic account plans result in measurable client actions and business growth.
- Regularly assess and adjust the sales approach to meet revenue goals.
Collaboration and Communication
- Work closely with internal teams (Business Development, Consultants, Marketing) to align resources, support client objectives and ensure seamless client experiences.
- Provide regular updates and reports on account activities, performance, and growth opportunities.
Administration and CRM
- Maintain accurate client records and activity in the CRM system, ensuring up-to-date documentation.
- Provide management with timely reports on forecasts and pipeline status.
Key RelationshipsThe Senior Strategic Account Manger position reports directly to the Senior Director of Sales & Marketing, is directly responsible for meeting sales goals, and will work closely, strategically, and collaboratively with a number of colleagues. This includes the Sales Leader, Project Coordinators, Client/Managers / Consultants, Scheduling, and Finance.
Qualifications Required
- Bachelor's Degree or equivalent experience in Business, Marketing, Public Relations, Communications, Engineering, or an industry-related field.
- Proven track record of exceeding sales goals and executing a successful sales process.
- Strong client-focused mindset with the ability to build trust, relationships, and anticipate and meet diverse stakeholder needs.
- Strategic thinker, skilled in developing long-term strategic sales plans aligned with company goals.
- Excellent verbal, written and active listening skills for conveying complex ideas and building rapport.
- Proficient in negotiation to secure profitable contracts while maintaining positive relationships.
- Solid understanding of financial concepts to maximize revenue and profitability.
- Aligned with company culture, values, and mission.
- Commitment to professional development and staying current with industry trends.
- CRM proficiency for data and activity tracking.
- Proficient in Microsoft Office Suite.
Preferred
- At least 5 years selling professional services.
- Experience in the commercial roof and/or pavement industry.
- Experience with EOS (Entrepreneurial Operating System).
Our employees enjoy a full suite of benefits including medical, dental, vision, life, AD&D, disability (short and long-term), supplemental insurances (accident and critical illness), employee assistance program, wellness reimbursement, 401(k) with employer matching contributions, and paid time off.
