Strategic Account Manager

Key Responsibilities

• Increase revenue in current customer base by improving participation, purchasing activities and account penetration
• Develop and conduct a customer engagement strategy, face to face meetings, and attend industry events
• Develop and organize information in a format to successfully manage sales planning such as proposals, RFP responses, business plans, capabilities overview, testimonials and ROI case studies
• Establish productive, professional relationships with key buying influences in assigned customer accounts
• Provide market feedback to the company leadership team regarding competitive offerings, customer needs and generate product development ideas
• Coincide the involvement of company personnel, including support, service, management resources, in order to meet account performance objectives and customers’ expectations
• Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period
• Proactively assess, clarify, and validate customer needs on an ongoing basis
• Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel

Accountabilities And Performance Measures

• Achieves assigned sales targets in designated strategic accounts
• Mets assigned expectations for profitability
• Implement a customer facing territory plan to drive growth of existing business, drive growth of low performing units/locations, reactivate inactive units/locations and adding new units/locations
• Achieves strategic customer objectives defined by company leadership
• Mets strategic account plans that meet company standards
• Maintains high customer satisfaction ratings that meet company standards
• Completes required training and development objectives within assigned time frame

Core Competencies

• Deliver Results. Ensure that we achieve Shoes For Crews projections, goals and objectives and the discipline, organization and perseverance to deliver outstanding customer service.
• Manage Self. Manage emotions to remain calm, focused and optimistic while dealing with a constant stream of demands. Display courage when required to make tough decisions.
• Work with Others. Build relationships with the Sales Support, Operations, Business Development Specialists, Retail, and business support employees to achieve our mission.
• Display Leadership. Inspire others to achieve the company objectives and hold them accountable for high standards of performance. Make our sales team effective and hold individuals to account.

Minimum Requirements

• Demonstrated, successful sales performance including building and maintaining relationships to generate sales through phone and in-person meetings
• Proven and successful negotiation, presentation, problem solving and closing skills
• Demonstrated ability to develop relevant strategic plans and successfully execute related tactical objectives
• 5+ years of proven B2B sales experience with complex, multi-location accounts
• Professional written and verbal communication skills
• Strong organizational and planning skills
• Driven to meet goals, generate results and overcome objectives
• Proficient with a leading CRM solution (preferably Salesforce.com), Microsoft Office software including Word, Excel, Outlook and PowerPoint
• Current valid driver’s license with a safe driving record

Organizational Alignment

• Reports to the Vice President of Sales, Corporate Sales Division
• Enlists the support of sales support, business development team, implementation resources, product managers, and other sales and management resources as needed
• Closely coordinates company executive involvement with customer management
• Works closely with Customer Service Representatives to ensure customer satisfaction and problem resolution

Position Will Require Overnight Travel

This may vary higher and lower as business demands.