Description
JOB SUMMARY:
The Strategic Account Manager is responsible for growing the assigned territory by attracting new clients and growing existing client relationships. He/she will coordinate Arbill resources to fulfill client requirements, including implementation, business reviews, safety products, safety programs, EH&S consulting and safety technology tools. He/she will utilize Arbill’s full suite of products and services to assist our clients in keeping their employees safe every day. This is a sales leadership role within the Commercial Sales group and throughout Arbill.
JOB DUTIES
- Offer solutions that deliver value to clients and become a trusted advisor through consultative support and sales methods
- Match client needs with up-to-date safety solutions helping to create a world class safe workplace
- Lead the client relationship at the highest level; build long-term, collaborative and trust-based relationships through proactive communication and solution-oriented engagement
- Lead and train commercial sales staff, including orientation, onboarding, assigning duties, as well as coaching, counseling and evaluating employees
- Maintain and grow client relationships across many functional roles including Procurement, Safety, Operations, etc.; increase utilization by selling clients on all business units
- Drive profitable top-line revenue growth through client intimacy; support clients’ goals of rolling out an integrated safety solution
- Maintain customer satisfaction with quick client response and follow up; proactively communicate on a regular basis with clients to provide advice and solutions.
- Build and deliver Safety Reviews quarterly to identify opportunities for improvement with both potential and current clients to create safer workplaces. Analyze, evaluate, review information, and strategize.
- Use CRM tool, Rhythm, and Qlikview software to report and track client status, opportunities, and wins
- Develop and implement strategic sales plans to accommodate corporate goals
- Direct sales forecasting and set budget and performance goals accordingly
- Review market analyses to determine customer needs, price, schedules, and discount rates
- Analyze sales statistics to formulate policy
- Direct product simplification and standardization to eliminate unprofitable items for sales lines
- Organize and deliver effective sales presentations to clients and prospective clients
- Meet with key clients, assisting sales representatives with maintaining relationships and negotiations and closing deals
- Analyze and control expenditures of division to conform to budgetary requirements
- Analyze and take appropriate action utilizing periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion
- Direct product research and development. Work with Supply Chain and EHS to add new products and services
- Monitor and evaluate the activities and products of the competition
- Recommend or approve budget, expenditures, and appropriations for research and development work
- Generate leads to meet or exceed sales goals and increase sales growth and margin
- Negotiate all contracts with prospective clients
- Assist in determining pricing schedules for quotes, promotions, and negotiations
- Take initiative and make independent judgement/decisions, gather data, and prepare reports
- Review weekly and monthly reports
- Coordinate sale efforts with marketing programs
- Visit clients and potential clients to evaluate needs or promote products and services
- Maintain client records and manage multi-site customer agreements
- Answer client questions about credit terms, products, prices and availability
- Work closely with VP of Operations with respect to vendor relations and coordinate new product penetration with sales team
- Engage in active listening and adapt messaging of Arbill capabilities to achieve a long-term win/win solution
- Expand safety knowledge by pursuing ongoing training to deliver best-in -class safety solutions
Requirements
SKILLS/COMPETENCIES
- Management – lead sales team, direct and functional associates
- Project management – able to organize needs for safety, operations and management of client;
- Strong verbal communication – with clients, resources, suppliers, internal support, stakeholders; effective and appropriate communication patterns and the ability to use and adapt knowledge in various contexts. able to navigate discussions to mutual success
- Strong written communication – Email, Summary Documents, On-Line presentations, new and existing client presentations, proposal creation
- Technology savvy – PowerPoint, CRM platform, QLIK, Rhythm, Excel
- Strategic thinker – solution-oriented in the face of adversity; uses knowledge of industry and market trends to develop long-term strategies based on vision and mission and translates them into business plans, and modifies the plan based on changing conditions
- Emotional intelligence – a strong understanding of interpersonal dynamics; gains trust and consensus with clients to deliver a win/win solution.
- Relationship management – actively listen, assess, and communicate to meet client needs and gain consensus. Ultimate ownership of the client relationship and meeting desired results.
- Organization/Planning - establish a systematic course of action for self and others to accomplish objectives; determine priorities and allocate resources effectively.
- Creativity/Innovation - encourage others to innovate, proactively seek to improve new ideas or methods, and create processes to foster new ideas.
- Detail Oriented - achieves thoroughness and accuracy when accomplishing a task through concern for all the areas involved.
- Enthusiastic - excited about and committed to furthering the organization’s objectives.
- Honesty/Integrity - instills mutual trust and confidence, creates a culture that fosters high standards of ethics, behaves in a fair and ethical manner toward others, and demonstrates a sense of corporate responsibility and commitment.
QUALIFICATIONS:
- Bachelor's Degree
- At least 10 years of field experience in relevant Safety and EH&S experience, including client support
- Extroverted, dynamic, people-oriented personality
- Self-motivated with an entrepreneurial spirit
- Comfortable working in a fast-paced environment
- Travel approximately 30% required
- Strong technology skills
- Strong understanding of safety procurement processes