Strategic Account Manager Midstream - Pipe, Valves and Fittings (PVF)

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 West Region - New Mexico, Colorado, Wyoming, Montana, North Dakota, or Minnesota Locations 

 

Job Summary

Leads company efforts to grow incremental profitable sales with Midstream customers. Establishes relationships and identifies opportunities to grow and secure business within new and existing strategic accounts. In conjunction with the Supply Chain Services department, 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 Midstream 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 Low Carbon strategies.
• Positions Border States as a solution provider to help customers achieve their goals.
• Maintains a strategic plan for key and target customers. 
• Responsibilities include: Maintain day to day relationships at the field, regional, and corporate offices – presentation to customer management, selling the value of Border States, clarifying our value by using tools like video, presentations, capability brochures, and marketing collateral that clarifies the value proposition we offer.
• 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 relationship.
• Expands share of wallet and becomes the trusted advisor.

Non-essential Functions

• Coordinates with the SCS Administrators for customer presentations, agreements and extended services. 
• Contributes to category requests for supplier feedback and alignment that lead to an increase in customer share of wallet. 
• Participates in conferences, industry networking and educational opportunities for continuing personal development of relevant knowledge, techniques and skills. 
• Performs other duties as assigned by supervisor or designate.

Qualifications

• Minimum of a four-year engineering degree or the equivalent in substantial technical work experience preferred.  
• Minimum 5 years of experience with outsides sales and/or business development as well as experience in inside sales or technical sales role.