The Account Manager maintains and expands the relationship with named accounts in the Midwest. The Account Manager is responsible for achieving sales targets and assigned strategic account objectives. The Account Manager represents the entire range of S&B products and services to the assigned clients while leading the client account planning cycle and ensuring the assigned clients’ needs and expectations are met by the company.
Establishing productive, professional relationships with key personnel in the assigned client accounts
Completing account performance objectives and meeting client expectations by:
Coordinating involvement of S&B personnel, including support, service and management resources
Contributes to the company’s financial success by:
Meeting assigned targets for profitable sales volume and strategic objectives of assigned accounts
Contributes to the success of the relationship with the account by:
Proactively leading the planning process that develops mutual performance objectives, financial targets and critical milestones for the one- to three-year period
Thwarts critical client issues by:
Proactively assessing, clarifying, and validating client needs on an on-going basis
Spurs on-going development by:
Leading solution development efforts that best address client needs, while coordinating the involvement of all necessary S&B personnel
Job Required Knowledge, Licenses, Skills, and Abilities
Customer-Centric Attitude - Conducts daily business with a strong sense of customer understanding and sensitivity to ensure the needs of the customer are accurately represented to other S&B functions; Manages difficult or emotional customer situations; Responds promptly to customer needs.
Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives.
Leadership - Exhibits confidence in self and others; Inspires and motivates others to perform well; effectively influences actions and opinions of others; Accepts feedback from others; Gives appropriate recognition to others; Can network effectively and manage others without authority.
Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem-solving situations; Uses reason even when dealing with emotional topics.
Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
Initiative - Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
Judgment - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains the reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions
Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans. Experienced negotiator with strong conflict management skills
Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies the appropriate person with an alternate plan.
Communications - Effective interpersonal skills, intercultural communications and presentation skills
Travel - This position requires travel to customer and non-customer sites within the assigned region up to 40% of the time. Must always maintain a valid driver’s license per the S&B policy 602.02.
Required Education and Experience
Bachelor’s Degree in relevant business discipline from an accredited college or university or equivalent work experience
Minimum 10+ years of strategic sales experience in a business-to-business environment
PC proficiency (Microsoft Office, Salesforce)
Engineering or Computer Science degree/experience is a plus
IV. Working Relationships
Reports To: VP of Accounts
Indirect To: Head of NA Sales; Managing Director, NA
Interfaces with: Sales, Service Desk, Software Services, Development, Project Management, other personnel around the world, and customer representatives