Description
WHAT THIS ROLE WILL BE DOING:
As a Strategic Account Manager, you will be responsible for expanding our partnerships with key dealers and driving adoption of our proprietary and exclusive product lines and growing revenue through high-potential national and strategic accounts. You will be responsible for managing the business development and account management activities for one step distribution and other large national and strategic accounts as needed. You will be responsible for developing joint business plans, establishing a deep understanding of the client, trade specific procedures, complex stakeholder relationships, and go to market tactics designed to increase business with key account clients. In this highly visible role, you will collaborate closely with the sales, product management, marketing, and account management teams to develop value propositions tailored to key account client needs and communicate their progress with Management. The Strategic Account Manager will work in a team environment, operate remotely from a home office and must be close to a major airport.
KEY RESPONSIBILITIES BUT NOT LIMITED TO:
• Work every day to establish Wausau Supply as an industry leader and trusted partner for our clients
• Develop plans to identify, cultivate and convert appropriate prospect accounts into new, long-term Wausau Supply Preferred Account clients
• Create Joint Business Plans for mutually beneficial business
• Develop new programs with Corporate/Regional offices and wire up with local Wausau Sales teams to execute on commitments
• Establish multi-level relationships with the key stakeholders and decision makers within existing accounts and develop strategies to increase sales with these clients
• Support the winning efforts of the Wausau Supply sales team by driving the Wausau Supply position and preference
• Negotiate new programs and rebates where applicable
• Act as single point of contact and provide enhanced services that match the client's value chain while delivering superior customer satisfaction
• Identify and create relationships with the agreed upon decision makers in each existing owner account on a local, regional, and national level
• Understand how the client becomes successful and provide solutions for the client to reach their goals
• Identify the complete portfolio opportunity and prioritize our involvement utilizing our technical, marketing, and customer service resources
• Identify and create a business plan to increase our market share with the existing account based on understanding how the client becomes successful year over year
• Develop customer channels of communications to improve perceptions of the value of Wausau Supply products
• Clear and concise communication with customers to minimize conflict. If conflict does occur, mediate the situation utilizing key Wausau Supply personnel as support for the discussion
• Develop, implement and drive a sales strategy for the segment, based on year over year growth with the existing client base
• Review sales proposals to ensure that they meet revenue and margin targets
• Take directions from Director of Strategic Accounts; communicating via e-mail with Director of Sales & CSR group when needed
REQUIREMENTS
• Bachelor's and/or advanced degree preferred.
• Ability to analyze and evaluate product lines & systems, competitor offerings and positioning
• Ability to understand customer needs and develop appropriate exterior system solutions and business solutions
• Strong executive presence
• Skilled in negotiation, problem resolution and candid direct communication
• 5+ years of experience in sales, business development and/or national account level sales within the construction, residential sales industries, big box or one step distribution markets
• Proven sales growth track record
• Ability to formulate value-add questions and value propositions to create differentiation
• Ability to identify and navigate complex selling situations; then formulate strategies to overcome them
• Ability to work cross-functionally with proven experience working in a team environment
• Comfortable presenting in front of seasoned and executive level clients and industry stakeholders
• Knowledge and competency in a CRM system, MS Office, Adobe software
• Ability to lift 50lbs
• Valid driver's license
• Ability to travel up to 80%
PREFERRED QUALIFICATIONS
• Previous, relevant experience with national/regional account base such as big box and one step distribution.
• Experienced in new business development and advanced sales techniques including strategic and multi-influencer, selling environments
• Expert verbal and written communications skills
• Expert knowledge of competitor product lines
Reports to: Director of Strategic Accounts
