Strategic Account Manager - Capital Projects | Industrial

Border States Industries, Inc.•Fargo, ND

75d•$110,000 - $165,000•Remote

About The Position

Be part of a growing, successful company in an exciting and challenging field. Border States is 100% employee-owned, which means you're empowered to make decisions, find solutions and receive rewards for your hard work. This position will be located in: Fargo, ND or Kansas City, MO, or Minneapolis, MN, or Phoenix, AZ, or Denver, CO, or Chicago, IL, or Houston, TX, or Dallas, TX, or New Orleans, LA, or Charlotte, NC. This role offers remote work flexibility, with a preference for candidates located near a major airport. The Strategic Account Manager - Capital Projects will be responsible for pursuing and capturing large CapEx project business in the Industrial market such as Power Generation; Manufacturing Facilities; Food & Beverage Facilities; National Defense; and similar projects. To be successful, the Strategic Account Manager - Capital Projects will need to be actively engaged with EPC firms, Industrial Contractors, and End-Users/Project Owners and will be able to draw upon their prior experience working with these customer types. The Strategic Account Manager leads company efforts to grow incremental profitable sales with Industrial customers that span multiple regions. Establishes relationships and identifies opportunities to grow and secure business within new and existing strategic accounts. In conjunction with the Customer Success team, oversees the development and presentation of customer proposals. Works to drive innovation. Leads strategic opportunities for new and existing customers to generate desirable business opportunities within the assigned vertical market. Actively works with a multifunctional team to develop a strategy to meet and exceed revenue growth targets by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company, regional, and branch business objectives.

Requirements

Minimum of a four-year engineering degree or the equivalent in substantial sales or technical work experience preferred.
Minimum 5 years of experience with outsides sales and/or business development as well as experience in inside sales or technical sales role.
Minimum 5 years of experience in wholesale industrial distribution preferred.
Experience initiating and negotiating agreements highly preferred.
Must be able to read, write, and speak in English.
Prefer strong working knowledge of PC for Windows, Microsoft Office (Excel, Word, Access and PowerPoint), internet, email, and SAP software as needed.
Must possess strong leadership skills. Including leadership through influence.
Must be comfortable giving presentations in person or in a virtual setting.
Must possess excellent customer service skills which include being competent, accurate, responsive, and engaged.
Must possess excellent interpersonal skills, including professionalism in written and verbal communication, reading, and email etiquette.
Ability to articulate the value Border States provides to our existing and future customers.
Ability to effectively plan and organize.
Ability to understand customer negotiation points and the role of competition.
Ability to work under pressure.
Ability to get things done using sound judgement and effective communication.
Creativity to develop innovative solutions and differentiate us from the competition.
Curiosity to fully understand our customers business.

Responsibilities

Maintains a strategic plan for key and target customers in addition to strategic regional projects.
Responsibilities include: Call higher - presentation to customer management, selling the value of Border States, clarifying the Border States value by using tools like video, presentations, capability brochures, and marketing collateral that clarifies the value proposition for the company.
Defines the customer engagement strategy, aligns stakeholders, and mobilizes an aligned team to drive the process.
Develops a clear and concise view of the customer organization which includes physical locations, divisions, and operations.
Defines customer stakeholders and develops internal champions.
Develops a multiple year revenue plan to include goals and resources.
Customer discovery to confirm value "fit" insights and prioritized opportunities.
Blueprints the value proposition and monetizes it to co-create value.
Actively works with a cross-functional team to develop an enterprise customer strategy to meet and exceed revenue growth targets by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company objectives.
Provides visibility to internal stakeholders for all efforts and action items.
Manages goals and expectations of a "virtual" team.
Acts as the commercial leader of the team providing vision and defining roles and expectations to accomplish revenue goals.
Provides innovative solutions to obstacles and challenges.
Finalizes the value proposition with the customer which includes working with compliance on any specialized terms and conditions and master supply agreements.
Targets TCCM (Total Customer Success Management) opportunities to quantify the value add delivered.
Executes value and delivers to customer commitments and orders - maintains quality metrics.
Expands value through overall relationship and outcome management.
Measures and strengthens the relationship.
Expands share of wallet and becomes the trusted advisor.
Coordinates with the Customer Success team for customer presentations, agreements, and extended services.
Contributes to Marketing Managers requests for supplier feedback and alignment that lead to an increase in customer share of wallet.
Participates in conferences and educational opportunities for continuing personal development of relevant knowledge, techniques, and skills.
Performs other duties as assigned by supervisor or designate.

Benefits

Health, Dental and Vision Benefits
Accident, Critical Illness, Hospital Indemnity
FSA & HSA
Employee Stock Ownership Plan (ESOP)
Disability Benefits
401(k) Retirement Plan
Life Insurance
Employee Assistance Program
Paid Holidays
Paid Volunteer Time
Personal Leave time and more!
Border States provides bonuses to their employee-owners upon the achievement of branch and company goals.