STRATEGIC ACCOUNTS MANAGERPosition SummaryThe
Strategic Accounts Manager will develop, evolve and implement a dynamic business approach at the corporate level with target customers in the oil and gas vertical market with a concentration in downstream market. Reporting to and working closely with the Director of Strategic Accounts, the successful candidate will develop, evolve and implement Dialight's Corporate Account Strategy with customers in the industries and verticals we sell to.
Responsibilities:- Develop, propose, implement, and manage a sales strategy and tactical action plan, for selected target key accounts within specified market verticals across the territory. Including:
- Identifying and undertaking due diligence to define and prioritize target accounts
- Tactical sales plans, initiatives and actions required for growth at assigned accounts
- Marketing plans, initiatives and actions consistent with Dialight standards, targeted to assigned market vertical
- Sales forecasts and budget preparation for assigned accounts facilitated through our CRM
- Build effective and long-term relationships with the target accounts at every key stakeholder and influencing point and importantly at the most senior levels of management as well as local decision makers
- Drive 'Specification Lock' on Dialight products and generate/influence customer lighting standards where possible
- Negotiate and manage all national or regional SPA agreements for assigned accounts
- Coordinate and supply competitive price levels on national MRO bids to buying groups and national account managers from distribution
- Promote Dialight at national buying groups and coordinate efforts with these groups as needed to promote and position the Dialight solution at the end user
- Prioritize, manage, and respond to planned and unplanned business needs
- Frequent national & occasional international travel will be required
Qualifications:- Bachelor's in technical, finance or business curriculum
- 8+ year's progressive experience in Business Development, with four or more years of experience in the lighting or industrial industry
- Experience in selling lighting products in the heavy industrial marketplace
- Experience working with National and Strategic Account Professionals and Corporate decision makers
- Technical understanding of industrial electrical products, electrical distribution, and lighting systems
- Electrical industry experience and high levels of commercial awareness with an ability to prioritize, improvise and negotiate commercial agreements
- Highly developed organizational, presentation and negotiating skills
- Able to communicate and build/maintain lasting relationships with customers at all levels
- Willingness to travel nationally and up to 50% overnight travel monthly
- Strong verbal and written communication skills
- Excellent attention to detail, accuracy, and diligence
- Positive, proactive, and collaborative approach to all aspects of workload
- Target and results orientated
- Strategic and analytical in thought process with the ability to understand the effects of macro and microenvironment and events that influence business growth.
