Strategic Account Manager Job in Minneapolis 55401, Minnesota Us
Anderson Instrument Company
About the Job
PURPOSE OF POSITION
The Strategic Account Manager leads the Anderson Instrument Company's aggressive sales growth of controls, instrumentation, and applications specific systems with specific key accounts in the dairy, fluid food and beverage markets. The Strategic Account Manager may also have some responsibility for a portion of the surrounding geographic territories and managing distributors within this territory. This a highly strategic and visible position with the potential to succeed into higher-level, leadership positions with the organization.
ESSENTIAL FUNCTIONS
- Develops and executes a comprehensive strategic plan to capture market share at strategically positioned accounts (OEM's, System Integrators, AE Firms, End Users) within a targeted vertical.
- Creates detailed action plans at an account level to determine best approach based on competitive positions, prioritized buying influences, key differentiators, etc.
- Provides leadership (in front of the customer) to guide the sales team with a consistent value proposition through large, multi-tiered projects.
- Maintains a high level of visibility at designated strategic accts to build strong, value-based relationships with key decision makers.
- Performs all sales activities (including but not limited to maintaining a high frequency of customer onsite calls, product demonstrations/presentations, as well as product performance inquiries, channel management, product modifications, pricing exception requests) that result in AIC sales growth of 15%+ per year.
- Develops and maintains sales opportunities pipeline sufficient to capture annual top line growth target. Generates accurate and robust sales funnel for monthly review.
- Utilizes AIC Customer Relationship Management software (Salesforce.com) as the primary tool to manage day-to-day sales activities (including, but not limited to pre-call plans, detailed contact management, quotations, communication/email tracking, project stage management, etc.)
- Bachelor's degree or equivalent in business, engineering, or a related field required.
- Minimum of 5 years of sales experience and experience dealing with direct (OEMs, AEs) and indirect (distributors, reps, systems integrators) channel management.
- Minimum of 3 - 5 year of experience in the process instrumentation industry.
- Minimum 2 years of national account management experience.
- "Strategic-mindset" with the ability to develop and execute a business plan to guide to increase market share at strategic accounts that have substantial influence on specification decisions within targeted verticals.
- Highly polished, excellent communication skills with the ability to develop and articulate AIC's value proposition to high-level decision makers.
- Proven ability to drive sales growth and deliver results through process-oriented data-driven continuous improvement tools and methods (sales funnel process, CRM utilization, value selling, etc.)
- Proven leadership skills that consistently champion and support a culture of continuous improvement.
- Ability to communicate effectively with technical and non-technical customers.
- Must be willing to travel domestically and internationally up to 75%, including attendance at key tradeshows.
Additional Information:
- Travel Percentage: 75%
September 9, 2011
• Tags: Minnesota Us, Strategic Account Manager Job in Minneapolis 55401 • Posted in: General