Director, Key Account

Wajax

10d

About The Position

Since 1858, Wajax has been a leading industrial products and solutions provider continually innovating to serve Canadian industry coast-to-coast. Wajax works in an extensive range of industries and core sectors of the Canadian economy including energy and renewables, food and beverage, construction, industrial/commercial, transportation, forestry, mining, metal processing, and oil and gas. The company is powered by people passionate about making a difference and dedicated to driving Canadian industry forward, providing experience and expertise that support the industries that build cities, power businesses, and provide essential resources. The Director, Key Account is responsible for identifying, planning, facilitating, developing, and evaluating relationships with Key Account Organizations and Wajax, representing the key customer internally, and building an internal network to execute account business plans. This role involves monitoring industry intelligence, evaluating account potential, identifying growth opportunities, collaborating on product and service development, and coordinating programs to support customer needs and company objectives. The Director will also analyze customer financials, lead the Core Key Account Team in developing 3-5 year account strategies and operational plans, provide input into budgets and forecasts, support value-based offers, ensure seamless project execution, monitor KPIs, and achieve targets for order input, revenue, growth, profitability, and customer satisfaction, while also managing and escalating operational issues and potential risks.

Requirements

• Bachelor degree in business or related discipline, combination of education & experience will be considered.
• Minimum 7-10 years of strategic sales experience with a proven track record in attaining/exceeding account management and sales goals, with leadership experience in general management &/or project execution.
• Leadership level industry experience and knowledge of market including drivers, challenges, competitive landscape, trends.
• Advanced business management knowledge with deep understanding of planning, reporting, forecasting, financing, operations.
• Strong relationship management, networking, coordination and collaboration skills with ability to achieve account strategy in a complex, diverse multi-industry environment.
• Superior strategic planning capabilities with ability to incorporate business intelligence & customer capabilities to determine value proposition and opportunity insights.
• High degree of business acumen (financial, market positioning, industry and customer), in order to complete thorough analysis, draw deep insights and make sound decisions.
• Excellent project management skills, process discipline with ability to manage & resolve complex business problems, at times in absence of existing procedures or practices.
• Proven negotiation, presentation, selling and closing skills.
• Able to develop the necessary knowledge of both the customer’s and our products, services, structures and processes so can leverage resources & capabilities, identify process improvements and capture new product & service opportunities.
• Proficiency in Microsoft Office skills including Outlook, Excel, Word, and PowerPoint.

Responsibilities

• Identifies, plans, facilitates, develops and evaluates relationships at all required decision-making and influencing levels between the Key Account Organizations and Wajax including executive relations.
• Represents the key customer to Wajax and ensures a unified approach towards the customer.
• Builds an internal network with functional support and technical specialists in order to successfully execute the account business plan in a complex environment with multiple business units and product portfolios structure.
• Monitors and evaluates relevant industry intelligence including project plans, regulatory rulings, investor presentations, competitor activity, ownership changes etc. to inform strategy and planning.
• Evaluates the key account potential and account penetration and identifies customer opportunities to increase account penetration and expansion (both adjacent & transformational growth opportunities) & capitalize on existing contract opportunities while ensuring alignment with overall account strategy.
• Collaborates with Key Accounts and internal resources to initiate the sourcing / testing of products and the development of services to solve customer problems.
• Initiates and coordinates the development & implementation of programs which directly support both strategic & operational service needs of the customer & Wajax company objectives including process improvements, service model changes, cost reduction programs & customer tool introductions to achieve key account goals.
• Analyzes the key customer’s financials, market, business targets & strategy, issues, needs processes, value chain and key business drivers and effectively transfers this knowledge to the organization.
• Leads the Core Key Account Team to develop and maintain account business plans according to the defined processes that include a 3 – 5 year account strategy based on key customer analysis and aligned to the strategic goals of the key customer, operational plan to execute the account strategy and secures the necessary resources to achieve it.
• Collaborates with the Core Key Account Team and Branch Management to provide input into a consolidated annual budget, provides quarterly forecasts and continuously provides updates to the strategic and operational plans to ensure the proper reporting to the organization.
• Supports creation of value based offer, including terms and conditions, calculations and alignment to key customer.
• Ensures seamless transition to project execution and delivery, conducts win-loss analysis, and monitors and reports on KPIs / results as required.
• Leads the Core Key Account Team and Extended Key Account Team to achieve targets for order input, revenue, year-over-year revenue growth, share of wallet growth, profitability and customer satisfaction.
• Communicates customer requirements to all necessary departments and key account team members, coordinates and moderates operative business and escalates operational issues to the appropriate resources to ensure resolution.
• Recognize potential risks with business impact and escalate when appropriate to ensure mitigation.

Benefits

• Competitive health and dental benefits with no waiting period for eligibility (100% employer paid premiums), plus health spending account.
• Wajax led e-learning, and product training through industry leading manufacturers.
• Exclusive discounts with a variety of manufacturers and service providers such as Ford, GM, Chrysler, Dell, TELUS, a group mortgage, home & auto insurance program, pet insurance, footwear & workwear, fitness membership, perkopolis, and more.
• Recognition program where points are earned for merchandise or gift certificates, plus cash awards.
• Company matched pension plan.
• Award-Winning Health and Wellness Program.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 501-1,000 employees