Strategic Sales Account Manager

Strategic Sales Account Manager

EthosEnergy

Remote

The purpose of a Strategic Sales Account Manager is to manage and develop long-term relationships with EthosEnergy’s (EE) most important and valuable customers and/or accounts. The primary objective of a strategic account manager is to maximize the value of these accounts by ensuring they are receiving exceptional service and support, and by identifying opportunities for compounded growth and expansion.

The strategic account manager will develop growth and expansion with national key accounts by developing a deep understanding of the customer's business and needs, establishing and maintaining strong relationships with key stakeholders within the customer's organization and by identifying new business opportunities. This position will focus on upsell/cross-sell opportunities by developing and executing account plans that align with the customer's goals and objectives. They will coordinate internal resources to ensure that the customer is receiving excellent service and support and provide regular reporting and updates to senior management on the status of these key accounts.

Job Responsibilities

• Developing and maintaining relationships with key clients: Responsible for building strong relationships with EE’s most important clients. This would involve regular communication and collaboration to ensure that their needs are being met and that we are aware of any issues or concerns;
• Identifying new business opportunities: Have a deep understanding of EE’s products and services and be able to identify new business opportunities within your key accounts and/or in new markets. Focusing on outage identification and program management;
• Developing and implementing sales strategies: Develop and implement sales strategies to meet revenue targets and drive growth. This would involve identifying key sales channels, building relationships with potential partners, and working closely with your WH sales and commercial team to execute on your strategy;
• Providing technical support and expertise: Be highly knowledgeable about the technical aspects of EE’s products and be able to provide technical support and expertise to clients when needed;
• Collaborating with cross-functional teams: Work closely with other teams within EE, including engineering, operations, and commercial, to ensure that your key accounts are receiving the highest level of service and support. Performance Measures;
• Revenue growth: The primary goal is to increase revenue from key accounts. The growth of revenue from these accounts is a key performance indicator for this role;
• Customer satisfaction: Ensuring the customer is satisfied with the company's products or services is critical;
• Retention rate: Retaining existing customers is often more cost-effective than acquiring new ones. The strategic account manager is responsible for ensuring that key accounts are retained and that the company is meeting the needs of these clients;
• Cross-selling and upselling: Identifying opportunities to cross-sell or upsell additional products or services to their key clients. The ability to increase sales by introducing new products or services to the customer base is an important metric for measurement;
• Relationship building: Building and maintaining strong relationships with key clients is a critical part of this role. The ability to establish strong relationships with clients can lead to increased trust and loyalty, resulting in long-term business relationships;
• Forecast accuracy: Accurate forecast of future sales opportunities and revenue growth from key accounts. Dimension/Scope;
• This role will oversee the successful delivery of $8M - $35M of sales order input per year. You will develop and execute a sales strategy and plan to be approved by the VP of Sales for the eastern hemisphere.

Required Skills/Knowledge

• Deep understanding of turbo machinery industry and knowledge of the products or services offered. This includes staying updated on industry trends, market dynamics, and competitive landscape;
• Proven experience in sales, with a track record of achieving and exceeding sales targets. Familiarity with sales techniques, strategies, and best practices is essential;
• Strong analytical and problem-solving skills to assess data, market trends, and client feedback. The ability to use data to make informed decisions and drive strategic account plans is important;
• Strong account management skills, including the ability to build and maintain long-term relationships with key clients. This involves understanding client needs, anticipating challenges, and providing effective solutions;
• Leadership qualities to inspire and motivate internal teams working on strategic accounts. This may involve leading virtual teams or collaborating with individuals from different departments;
• A strategic account manager should be adept at identifying challenges and finding innovative solutions to address them. This includes resolving issues that may arise during the client relationship;
• Track record of building customer development strategies for a specific geography around a purpose-built overarching regional sales strategy within a segmented group of targeted customers;
• Track record of working within a structured sales operating rhythm that drives continual improvement;
• Track record of operational alignment within a sales strategy that ensures seamless customer execution and success;
• Track record of continual improvement of a sales strategy across performance metrics and review cycles that keep the overall business aligned (week over week, month over month and quarter over quarter);
• Excellent sales, sales strategy, coaching, negotiation, CRM and performance skills;
• Strong collaboration across teams (commercial, operations, technical and leadership);
• A proven business development track record within industrial sales and services;
• Extensive self-development skills and track record;
• High level understanding of business value drivers;
• Proven ability to influence and impact at all employee levels but particularly at the customers mid and senior level;
• Strong networking skills externally and internally - the ability to cultivate and build strong relationships with counterparts.

Experience

• Experience of B2B industrial sales;
• Successfully sold at least one LTSA >$30m with EthosEnergy or other comparable company;
• Successfully sold MSA to global/national company and have recorded revenue growth year over year;
• Consistency of exceeding annual budget goals;
• Understanding of the sales process and dynamics and a commitment to excellent customer service;
• Ability to develop and present programs to both customers and sales organizations;
• Demonstrated ability to work independently and manage time effectively. Self-motivated with high energy. Ability to plan and execute responsibilities working independently;
• Demonstrated the ability to work with and lead other sales managers through a mutually agreed sales strategy providing year over year orders growth;
• Technical skills required to understand and propose products or solutions by focusing on client requirement;
• Strong Critical & Strategic thinking skills; Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems.

Education Requirements

• Bachelor’s Degree preferred, or equivalent combination of education, training, and experience.

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