About The Role

The Senior Strategic Account Manager is responsible for developing, growing, and managing the company's largest and most strategic distributor relationships. This individual serves as a trusted business advisor to executive-level customers while leading cross-functional efforts to drive revenue growth, profitability, customer retention, and market share.

Reporting to the General Manager, this role partners closely with Merchandising, Marketing, Customer Experience, Operations, Supply Chain, and Product Development to execute strategic initiatives that strengthen customer relationships and position the company as a preferred supplier.

This position requires exceptional consultative selling skills, executive presence, strategic thinking, and deep knowledge of the promotional products industry.

Compensation & Schedule

Salaried: Based on experience

Monday - Friday, Full-Time

Benefits

We offer a comprehensive benefits package designed to support your life, health, and future. Benefits begin 0-90 days after hire and include Vacation, Personal, and Sick time; Medical, Dental, Vision, Life Insurance, and Disability coverage; Flexible Spending Accounts; and a 401(k) plan. You'll also enjoy discounts on brand-name apparel, fun employee events, and meaningful opportunities for growth and advancement. Join a company that invests in you from day one.

Key Responsibilities

Strategic Account Leadership

• Develop and execute annual business plans for assigned strategic distributor accounts.
• Build long-term executive relationships across customer organizations.
• Identify new revenue opportunities through product expansion, category growth, decoration capabilities, and strategic initiatives.
• Conduct quarterly business reviews utilizing sales analytics, market trends, and performance metrics.
• Create growth strategies that increase revenue, profitability, and customer loyalty.
• Negotiate annual agreements and strategic partnerships.

Business Development

• Identify opportunities to grow share within existing national accounts.
• Prospect and convert targeted high-potential distributors.
• Develop sales strategies around new product launches and emerging market trends.
• Collaborate with sales leadership on strategic account penetration plans.

Customer Relationship Management

• Become the primary executive contact for assigned strategic customers.
• Understand customer business models, goals, challenges, and competitive landscape.
• Resolve complex customer issues through collaboration across departments.
• Maintain high customer satisfaction and retention levels.

Cross-Functional Leadership

Partner with:

• Merchandising on product assortment and exclusive opportunities
• Marketing on campaigns and promotional initiatives
• Operations on service improvements and production capabilities
• Supply Chain on inventory planning and forecasting
• Customer Experience to improve service levels
• Finance on pricing strategies and profitability

Market Intelligence

• Monitor industry trends and competitive activity.
• Provide recommendations regarding pricing, products, decoration technologies, and service enhancements.
• Share customer insights to influence company strategy.

Performance Management

Responsible for achieving:

• Annual revenue targets
• Gross profit objectives
• Strategic account growth
• Customer retention
• New business development
• Forecast accuracy
• Sales pipeline management

Qualifications

• Bachelor's degree preferred.
• 7-10+ years of successful sales or account management experience.
• Minimum 5 years within the promotional products industry.
• Proven success managing national or enterprise distributor accounts.
• Demonstrated history of exceeding sales goals.
• Strong business acumen with the ability to analyze financial performance.
• Exceptional presentation and communication skills.
• Executive-level relationship management experience.
• Proficiency with CRM platforms and Microsoft Office Suite.

Desired Experience

• Experience working with Top 100 promotional products distributors.
• Knowledge of supplier operations and manufacturing processes.
• Understanding of decoration methods including screen print, laser engraving, embroidery, UV printing, digital print, and heat transfer.
• Experience leading strategic business reviews.
• Strong negotiation and contract management skills.
• Experience collaborating across multiple functional departments.

Leadership Competencies

• The successful candidate will demonstrate:
• Strategic thinking
• Executive presence
• Customer-first mindset
• Business and financial acumen
• Relationship building
• Consultative selling
• Problem solving
• Collaboration and influence
• Accountability
• Results orientation
• Adaptability
• Strong organizational skills

Key Performance Indicators (KPIs)

• Revenue growth
• Gross margin performance
• Customer retention rate
• Share-of-wallet growth
• New strategic account acquisition
• Quarterly business review execution
• Customer satisfaction scores
• Forecast accuracy
• Pipeline development
• Strategic initiative completion

Travel

Travel is expected approximately 50%, including customer visits, industry trade shows, national sales meetings, and executive business reviews.

Physical Demands

This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, and fax machines.