Director, Strategic Accounts

Regal Rexnord•Milwaukee, WI

About The Position

Position Overview: Responsible for driving growth through a large, complex strategic account in our Power Efficiency Solutions (PES) segment by securing existing business, winning share from competition and growing with value-add opportunities. A successful approach will require supporting an existing contract while building strategy to guide and support future negotiation, driving existing projects to completion, driving excellence in customer service/scorecard levels, and continually seeking opportunities to align on long term product road maps. PES is one of three operating segments with approximately $1.7 Billion in revenue and produces electric motors, variable speed controls, and air moving solutions which are sold in the residential heating and ventilating, water heating, commercial refrigeration, pump, leisure water, and other OEM and aftermarket products. Brands include Genteq® motors, as well as Fasco®, Elco®, DEC Star®, Leeson, motor and blowers. Key Responsibilities: Build strategy for future multiyear contract or contract extension by collaborating across Regal Rexnord businesses and functions, understanding customer motivation, and reaching agreement Drive the growth strategy to deliver on growth opportunities and actions to win share from competition, to expand Regal Rexnord value as provided in today’s applications, and to be designed in on product development projects Manage and develop dedicated account support while collaborating with shared resources to execute on growth strategy, share capture and cost savings projects, and in support of customer operations Analyze customer history, data and the market to optimize forecast accuracy Act to control inventory positions and accounts receivable Engage with engineering, legal and other departments as needed to complete technical and commercial specifications, agreements, contracts or other documentation Highly-engaged use of CRM to manage and report on growth opportunities, projects, and action item owners. Timely response to Business Team or Sales Leadership requests for critical information Ensure prompt response to customer issues Oversee delivery of sales quotes to customers and ensure adherence to pricing strategy defined by business. Attend product training while committing to self-study to enhance product and industry knowledge

Requirements

Bachelor’s Degree Engineering, Marketing, Business Administration or 15+ years of relevant experience
10+ years’ experience in industrial sales roles selling to OEMs and/or Wholesale Distributors using both direct sales teams and manufacturing reps
Experience in sales, product, engineering or marketing management
Experience building and converting a CRM opportunity funnel
Strong customer orientation with ability to build executive level relationships
Strong presentation, verbal and written communication skills
Excellent analytical and problem solving skills
Ability to lead and motivate team members
Successful experience building a go-to-market strategy and sales plan
Strong computer skills – Experience with Microsoft Office (Word, Excel, PowerPoint, Outlook, Teams)
Ability to work Independently and remotely
High level of personal initiative and ownership of results

Nice To Haves

Proven track record of profitable growth
Use of Power BI
Experience working with 80/20, Policy Deployment methodologies
Experience with CRM and forecasting tools

Responsibilities

Build strategy for future multiyear contract or contract extension by collaborating across Regal Rexnord businesses and functions, understanding customer motivation, and reaching agreement
Drive the growth strategy to deliver on growth opportunities and actions to win share from competition, to expand Regal Rexnord value as provided in today’s applications, and to be designed in on product development projects
Manage and develop dedicated account support while collaborating with shared resources to execute on growth strategy, share capture and cost savings projects, and in support of customer operations
Analyze customer history, data and the market to optimize forecast accuracy
Act to control inventory positions and accounts receivable
Engage with engineering, legal and other departments as needed to complete technical and commercial specifications, agreements, contracts or other documentation
Highly-engaged use of CRM to manage and report on growth opportunities, projects, and action item owners.
Timely response to Business Team or Sales Leadership requests for critical information
Ensure prompt response to customer issues
Oversee delivery of sales quotes to customers and ensure adherence to pricing strategy defined by business.
Attend product training while committing to self-study to enhance product and industry knowledge