Strategic Account Manager

Global Industrial•Sugar Hill, GA

8d•Onsite

About The Position

The Strategic Account Manager develops and manages sales plans for assigned accounts or territories, analyzes customer needs and purchasing behavior, researches competitors and markets, and executes strategies to penetrate accounts and grow sales. The role uses prospecting, cold calling, decision-maker identification, pipeline management, and sales-planning tools to meet business objectives. The position builds customer trust by learning what clients value, identifying solutions that support their goals, and recommending ways to improve profit and service. It provides responsive, tailored customer service, follows up promptly, networks to develop opportunities, and identifies cross-selling and upselling potential. The manager maintains knowledge of Global Equipment products and industry trends and uses internal resources to learn about new offerings. Regular in-office attendance is an essential function of this position.

Requirements

Bachelor’s degree in business or marketing, or at least 2 years of telephone business-to-business sales experience.
Knowledge and competence in inside sales, including cold calling, business development, customer qualification, and customer acquisition.
Superior sales planning and business development skills.
Excellent written and verbal communication and presentation skills.
Strong computer skills, including Microsoft Word, Outlook, PowerPoint, and CRM software.
Self-motivation and strong problem-solving and negotiation skills.
Ability to prioritize sales efforts and activities effectively.
Excellent organization and time-management skills.
Demonstrated year-over-year category growth.
Consistent use of contact-management technology and tools such as CRM, Pipeline, Call Pad, Spotlight, and ZoomInfo.
Experience covering multi-location accounts.
Track record of exceeding revenue targets.
At least 2 years of enterprise account experience.
At least 2 years of sales experience with Global Industrial.
Willingness to accept new account assignments vertically aligned with a concentrated number of accounts.

Responsibilities

Develop and manage a tactical account or territory sales plan.
Analyze clients’ needs, values, purchasing behavior, and motivations through research and competitor and market analysis.
Execute account-penetration sales strategies, including prospecting, cold calling, identifying key decision-makers, and determining buying criteria.
Set daily, weekly, and monthly sales goals; prioritize tasks and use time and available resources effectively.
Use sales-planning tools and the pipeline management process to achieve business objectives.
Build trust and credibility with clients and use questioning to understand their processes and priorities.
Identify solutions that help customers achieve their goals and provide added value.
Research and recommend new profit and service improvements, and provide customers with support, information, and guidance.
Network to identify new opportunities and pursue cross-selling and upselling.
Provide superior customer service tailored to customers’ needs and buying habits, with courteous and timely follow-up.
Maintain knowledge of Global Equipment’s industry and products, stay informed about industry trends, and use internal resources to learn about new product offerings.
Accept new account assignments that are vertically aligned with a concentrated number of accounts.
Attend the office regularly as an essential function of the position.