Sr Account Manager

Job Summary

The Sr Account Manager owns the strategy and performance of assigned accounts, driving sustainable revenue growth through long-term customer partnerships. This role is responsible for identifying and developing high-value opportunities, engaging senior-level stakeholders and influencers, and expanding the company’s presence within assigned accounts.

Essential Duties and Responsibilities

• Deliver sales targets for assigned accounts, with direct accountability for meeting and exceeding quarterly and annual revenue and profitability targets
• Build and direct Industry strategy using market data and sales analytics to prioritize customers, guide engagement plans, and respond to evolving market dynamics
• Maximize account revenue by increasing penetration, expanding contacts, and identifying and developing new opportunities aligned to sales goals & strategy
• Create and execute proactive account plans, including sales strategies, promotions, product placement, and coordinated account visits
• Lead account penetration planning in partnership with Jr Sales roles and sales leadership, including regular business reviews to track progress and results
• Own sales forecasting for assigned accounts, ensuring S&OP teams have timely, accurate inputs to support demand planning and supply alignment
• Serve as the primary liaison between customers and internal teams, representing the company at customer meetings and industry events as needed.

Job Requirements

• Identify customer and market opportunities, contributing new product & portfolio insights to support growth strategy
• Maintain strong awareness of market trends and competitive dynamics
• Own sales activity and performance reporting, ensuring accurate visibility into pipeline
• Proactively manage and resolve customer issues, escalating as needed to protect relationships and revenue
• Travel required, 50%

Skills and Abilities Required

• Previous experience with proven results in new business sales, account management, named account and/or territory sales. Experience B2B selling into industrial supply, education, office solutions, healthcare, or commercial accounts strongly preferred.
• Proven success in territory and/or named account management, within industrial industry preferred
• Demonstrated ability to manage and grow large established customer accounts through strong relationship building and strategic engagement.
• Highly organized, self-motivated, and effective at long-term planning and prioritization
• Strong analytical and forecasting skills
• Clear, confident communicator with strong presentation and written/verbal communication skills
• Solutions oriented problem solver with a positive, results-driven mindset.

Education and Experience Required

• Bachelor’s Degree in business or related field
• 4-7 years’ sales experience, with 5+ years outside sales experience, within the industry preferred

Computer equipment and level of software requirements

• Intermediate PowerPoint
• Intermediate Excel
• Outlook
• Experience using CRM (Salesforce preferred)
• Experience using ERP systems (Netsuite preferred) to review customer and product data

Specific Knowledge, licenses, certifications REQUIRED

• None

Supervisory Responsibilities

• None

Training Requirements

• None

Physical Demands

• Must be able to travel to customer and prospect locations regularly
• Some lifting and assembly for product samples at tradeshows
• Must be able to stand for extended periods of time (tradeshows)

Work Environment

• Usual office working conditions