Corporate Accounts Manager

Wika Alexander Wiegand SE & Co•Pasadena, TX

53d

About The Position

Drives profitable sales growth and provides coverage to assigned accounts both jointly and alone Establishes productive, professional relationships with key personnel within the assigned accounts; proactively assesses, clarifies and validates customer needs and coordinates involvement of WIKA personnel to develop product offerings and solutions. Coordinates company executive involvement with customer management Implements and maintains national pricing strategy and negotiates contract and project pricing Partners with local Field Sales, Market Segment Managers, Sales Application Specialists, Product Managers and production facilities to ensure alignment of key accounts and segment strategies and executes upon these strategies Works with the Global Key Account Managers and WIKA subsidiaries to ensure the overall account strategies are being driven at a local level, within the US Maintains opportunity pipeline in conjunction with Field Sales and keeps activities and contacts current in CRM Leads a joint company strategic account planning process that develops mutual performance objectives, financial targets and critical milestones for short, medium and long term objectives Manages the AML process and responsible for getting WIKA product categories included on AMLs at corporate and plant level Communicates the overall account vision, results, wins, losses, learnings, competitive moves, and industry news to the PI sales and sales leadership teams Generates success stories for wins and coordinates loss project review sessions Demonstrates leadership within the PI sales team by practicing and applying our core values; encourages safety, integrity, teamwork, passion, resilience, initiative, positive attitudes and accountability Acts as the subject matter expert for anything related to the assigned accounts; i.e. key management, stock performance, strategic decisions, quarterly results, acquisitions, supply chain, etc. Represents the WIKA organization in a professional manner Performs ancillary duties as assigned or required

Requirements

Bachelor degree required
Minimum 10+ years of experience in sales, with a focus on large international accounts or a unique combination of experience and skills
Ability to lead projects and customer related teams without staff responsibilities
Ability to review and understand contract language
Must possess strong market segment and target market knowledge for each key account
Technical knowledge of the WIKA product portfolio or other instrumentation product lines
Highly motivated in competitive situations; possess a selling and winning attitude
Resilience to overcome rejection
Obsessive focus on end users, their wants and needs, their goals and objectives, how they buy, how they compete, how they partner with their suppliers.
Ability to develop relationship at all levels within WIKA and within the assigned accounts
Strong interpersonal and intercultural skills
Excellent communication, presentation and negotiation skills
Computer Literacy - Microsoft suite, CRM

Responsibilities

Drives profitable sales growth and provides coverage to assigned accounts both jointly and alone
Establishes productive, professional relationships with key personnel within the assigned accounts
Proactively assesses, clarifies and validates customer needs and coordinates involvement of WIKA personnel to develop product offerings and solutions.
Coordinates company executive involvement with customer management
Implements and maintains national pricing strategy and negotiates contract and project pricing
Partners with local Field Sales, Market Segment Managers, Sales Application Specialists, Product Managers and production facilities to ensure alignment of key accounts and segment strategies and executes upon these strategies
Works with the Global Key Account Managers and WIKA subsidiaries to ensure the overall account strategies are being driven at a local level, within the US
Maintains opportunity pipeline in conjunction with Field Sales and keeps activities and contacts current in CRM
Leads a joint company strategic account planning process that develops mutual performance objectives, financial targets and critical milestones for short, medium and long term objectives
Manages the AML process and responsible for getting WIKA product categories included on AMLs at corporate and plant level
Communicates the overall account vision, results, wins, losses, learnings, competitive moves, and industry news to the PI sales and sales leadership teams
Generates success stories for wins and coordinates loss project review sessions
Demonstrates leadership within the PI sales team by practicing and applying our core values; encourages safety, integrity, teamwork, passion, resilience, initiative, positive attitudes and accountability
Acts as the subject matter expert for anything related to the assigned accounts; i.e. key management, stock performance, strategic decisions, quarterly results, acquisitions, supply chain, etc.
Represents the WIKA organization in a professional manner
Performs ancillary duties as assigned or required