Senior Strategic Account Manager

Benchmark Inc•Cedar Rapids, IA

just now

About The Position

The Senior Strategic Account Manager owns the strategic growth, health, and long-term success of an assigned portfolio of national accounts. This role is accountable for understanding each client's business, identifying future opportunities before the client does, mobilizing Benchmark's internal resources, and driving profitable growth through strategic planning and execution.

Requirements

Bachelor’s Degree or equivalent experience in Business, Marketing, Public Relations, Communications, Engineering, or an industry-related field.
Proven track record of exceeding sales goals and executing a successful sales process.
Strong client-focused mindset with the ability to build trust, relationships, and anticipate and meet diverse stakeholder needs.
Strategic thinker, skilled in developing long-term strategic sales plans aligned with company goals.
Excellent verbal, written and active listening skills for conveying complex ideas and building rapport.
Proficient in negotiation to secure profitable contracts while maintaining positive relationships.
Solid understanding of financial concepts to maximize revenue and profitability.
Aligned with company culture, values, and mission.
Commitment to professional development and staying current with industry trends.
CRM proficiency for data and activity tracking.
Proficient in Microsoft Office Suite.

Nice To Haves

At least 5 years selling professional services.
Experience in the commercial roof and/or pavement industry.
Experience with EOS (Entrepreneurial Operating System).

Responsibilities

Build executive-level relationships positioning Benchmark as a trusted advisor.
Lead business conversations around capital planning, risk management, asset strategy, and long-term planning.
Create opportunities to influence client decisions before projects are formally identified.
Build trust and influence with clients through transparent, respectful, and collaborative communication across all levels.
Anticipate client needs by analyzing accounts to identify growth opportunities, including additional sites and products.
Collaborate with cross-functional teams (Client Managers, Marketing, Finance, Consultants) to develop customized strategies for client growth.
Manage a book of business, including a specified revenue target, and identify areas for upselling and retaining clients.
Actively participate in industry events and seminars to stay connected and expand the network.
Continuously seek to improve processes, workflows, and tools to enhance account management efficiency and effectiveness.
Own the business performance of assigned strategic accounts.
Know the sales, revenue, profitability, pipeline, strategic opportunities, risks, and client health of every assigned account.
Develop strategies to grow sales while protecting existing business.
Take ownership of problems by coordinating internal resources rather than waiting for direction.
Operate with the mindset that your accounts are your business.
Conduct regular business reviews to track performance, address concerns, and ensure client satisfaction.
Seek feedback to enhance services and exceed client expectations.
Lead cross-functional account teams to deliver exceptional client experiences.
Align Consultants, Account Specialists, Marketing, Finance, and Operations around account priorities.
Remove obstacles and drive accountability across departments.
Ensure everyone supporting the client understands priorities and next steps.
Develop comprehensive strategic account plans for key clients.
Identify executive relationships, buying influences, capital planning cycles, competitive threats, and expansion opportunities.
Ensure strategic account plans result in measurable client actions and business growth.
Regularly assess and adjust the sales approach to meet revenue goals.
Work closely with internal teams (Business Development, Consultants, Marketing) to align resources, support client objectives and ensure seamless client experiences.
Provide regular updates and reports on account activities, performance, and growth opportunities.
Maintain accurate client records and activity in the CRM system, ensuring up-to-date documentation.
Provide management with timely reports on forecasts and pipeline status.