Strategic Account Manager - Oil & Gas/Energy

Be part of a growing, successful company in an exciting and challenging field. Border States is 100% employee-owned, which means you’re empowered to make decisions, find solutions and receive rewards for your hard work.
 
This position will be located in: Fargo, ND or Houston, TX or Dallas, TX or Oklahoma City, OK or Fargo, ND or Grand Forks, ND or Minot, ND or Bismarck, ND or Watford City, ND or Williston, ND or Dickinson, ND or Gillette, WY or Farmington, NM, or Albuquerque, NM or Hobbs, NM or Odessa, TX or Amarillo, TX or El Paso, TX or Lubbock, TX or Big Spring, TX or Abilene, TX or Midland, TX or San Angelo, TX 

 

Job Summary

Leads company efforts to grow profitable sales with Oil & Gas/Energy customers that may span multiple regions. Establishes relationships and identifies opportunities to grow and secure business within new and existing strategic accounts. In conjunction with the Customer Success team, oversees the development and presentation of customer proposals. Works to drive innovation. Leads strategic opportunities for new and existing customers to generate desirable business opportunities within the assigned vertical market. Actively works with a multifunctional team to develop a strategy to meet and exceed revenue growth targets, by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company, regional, and branch business objectives.

Responsibilities

Essential Functions
Strategic Account & Opportunity Planning

• Focuses on Oil & Gas/Energy companies to understand their long-term goals and initiatives.
• Understands customers’ strategies related to traditional Oil & Gas business as well as current and future plans in the areas of Renewables and Low Carbon strategies.
• Positions Border States as a solution provider to help customers achieve their individual goals.
• Develops and maintains a strategic plan for key and target customers. 
• Responsibilities include: Call higher – presentation to customer management, selling the value of Border States, clarifying the Border States value by using tools like video, presentations, capability brochures, and marketing collateral that clarifies the value proposition for Border States.
• Defines the customer engagement strategy, aligns stakeholders and mobilizes an aligned team to drive the process.
• Develops a clear and concise view of the customer organization which includes physical locations, divisions, operations. 
• Defines customer stakeholders and develops internal champions.
• Develops a multiple year revenue plan to include goals and resources.
• Travels as needed to various customer locations in order to gain insight into customer operations and to build relationships with key stakeholders.

Joint Solution Development & Co-creation of Value Proposition

• Customer discovery to confirm value “fit” insights and prioritized opportunities.  
• Blueprints the value proposition and monetizes it to co-create value.
• Actively works with a cross-functional team to develop an enterprise customer strategy to meet and exceed revenue growth targets, by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company objectives.
• Provides visibility to internal stakeholders for all efforts and action items. 
• Manages goals and expectations of a “virtual” team. 
• Act as the commercial leader of the team providing vision and defining roles and expectations to accomplish revenue goals.
• Provides innovative solutions to obstacles and challenges. 

Overall Relationship and Outcome Management

• Finalizes the value proposition with the customer which includes working with compliance on any specialized terms and conditions and master supply agreements. 
• Targets cost savings (Total Customer Cost Management/TCCM) opportunities to quantify the value add delivered.
• Executes value and delivers to customer commitments and orders – maintains quality metrics. 
• Expands value through overall relationship and outcome management.
• Measures and strengthens the customer relationship.
• Expands share of wallet and serves as the trusted advisor.

Non-essential Functions

• Coordinates with the Customer Success team for customer presentations, agreements and extended services. 
• Contributes to Marketing Managers requests for supplier feedback and alignment that lead to an increase in customer share of wallet. 
• Participates in conferences and educational opportunities for continuing personal development of relevant knowledge, techniques and skills. 
• Performs other duties as assigned