Strategic Accounts Manager III

The Strategic Account Manager maintains and expands relationships with strategically important large customers. Assigned to a certain named customer(s), the Strategic Account Manager is responsible for achieving sales quota and assigned strategic account objectives. He/she will represents the entire range of company products and services to assigned customers key personnel at an Executive level, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company. 

Job Responsibilities

• Establishes productive, professional relationships with key personnel in assigned customer accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.
• Provides expertise in commercial agreements including pricing, terms and conditions, etc.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
• Constantly becoming familiar in new trends and competitive intelligence within the industry.
• Creates and maintains forecasts, budgets and inventory.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address the customer needs, while coordinating the   involvement of all necessary company personnel.

Education/Skills/Knowledge
 

• Requires B.S. Degree in Business, Engineering, Ceramics, Chemistry or related field experience
• Requires advanced knowledge of refractory applications in all product areas, construction skills, sales and communication skills and some chemistry knowledge.
• Requires computer literacy in MS Word, PowerPoint, Excel, and Oracle CRM
• Has a solid understanding of business, financials, products/services, the market and the needs of assigned accounts; may help develop colleagues' understanding; may be recognized as an expert in one area           
• Works with complex or large territory/account, products/services, sales or account management processes; may serve as team lead             
• Has authority/opportunity to set and negotiate product/service terms              
• Requires at least 7+ years of high level strategic business-to business sales environment. This position requires extensive travel to client sites.