Strategic Account Manager

Arbill Industries Inc•Philadelphia, PA

2d•Remote

About The Position

The Strategic Account Manager is responsible for growing the assigned territory by attracting new clients and growing existing client relationships. He/she will coordinate Arbill resources to fulfill client requirements, including implementation, business reviews, safety products, safety programs, EH&S consulting and safety technology tools. He/she will utilize Arbill’s full suite of products and services to assist our clients in keeping their employees safe every day. This is a sales leadership role within the Commercial Sales group and throughout Arbill.

Requirements

Management – lead sales team, direct and functional associates
Project management – able to organize needs for safety, operations and management of client
Strong verbal communication – with clients, resources, suppliers, internal support, stakeholders; effective and appropriate communication patterns and the ability to use and adapt knowledge in various contexts. able to navigate discussions to mutual success
Strong written communication – Email, Summary Documents, On-Line presentations, new and existing client presentations, proposal creation
Technology savvy – PowerPoint, CRM platform, QLIK, Rhythm, Excel
Strategic thinker – solution-oriented in the face of adversity; uses knowledge of industry and market trends to develop long-term strategies based on vision and mission and translates them into business plans, and modifies the plan based on changing conditions
Emotional intelligence – a strong understanding of interpersonal dynamics; gains trust and consensus with clients to deliver a win/win solution.
Relationship management – actively listen, assess, and communicate to meet client needs and gain consensus. Ultimate ownership of the client relationship and meeting desired results.
Organization/Planning - establish a systematic course of action for self and others to accomplish objectives; determine priorities and allocate resources effectively.
Creativity/Innovation - encourage others to innovate, proactively seek to improve new ideas or methods, and create processes to foster new ideas.
Detail Oriented - achieves thoroughness and accuracy when accomplishing a task through concern for all the areas involved.
Enthusiastic - excited about and committed to furthering the organization’s objectives.
Honesty/Integrity - instills mutual trust and confidence, creates a culture that fosters high standards of ethics, behaves in a fair and ethical manner toward others, and demonstrates a sense of corporate responsibility and commitment.
Bachelor's Degree
At least 10 years of field experience in relevant Safety and EH&S experience, including client support
Extroverted, dynamic, people-oriented personality
Self-motivated with an entrepreneurial spirit
Comfortable working in a fast-paced environment
Travel approximately 30% required
Strong technology skills
Strong understanding of safety procurement processes

Responsibilities

Offer solutions that deliver value to clients and become a trusted advisor through consultative support and sales methods
Match client needs with up-to-date safety solutions helping to create a world class safe workplace
Lead the client relationship at the highest level; build long-term, collaborative and trust-based relationships through proactive communication and solution-oriented engagement
Lead and train commercial sales staff, including orientation, onboarding, assigning duties, as well as coaching, counseling and evaluating employees
Maintain and grow client relationships across many functional roles including Procurement, Safety, Operations, etc.; increase utilization by selling clients on all business units
Drive profitable top-line revenue growth through client intimacy; support clients’ goals of rolling out an integrated safety solution
Maintain customer satisfaction with quick client response and follow up; proactively communicate on a regular basis with clients to provide advice and solutions.
Build and deliver Safety Reviews quarterly to identify opportunities for improvement with both potential and current clients to create safer workplaces. Analyze, evaluate, review information, and strategize.
Use CRM tool, Rhythm, and Qlikview software to report and track client status, opportunities, and wins
Develop and implement strategic sales plans to accommodate corporate goals
Direct sales forecasting and set budget and performance goals accordingly
Review market analyses to determine customer needs, price, schedules, and discount rates
Analyze sales statistics to formulate policy
Direct product simplification and standardization to eliminate unprofitable items for sales lines
Organize and deliver effective sales presentations to clients and prospective clients
Meet with key clients, assisting sales representatives with maintaining relationships and negotiations and closing deals
Analyze and control expenditures of division to conform to budgetary requirements
Analyze and take appropriate action utilizing periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion
Direct product research and development. Work with Supply Chain and EHS to add new products and services
Monitor and evaluate the activities and products of the competition
Recommend or approve budget, expenditures, and appropriations for research and development work
Generate leads to meet or exceed sales goals and increase sales growth and margin
Negotiate all contracts with prospective clients
Assist in determining pricing schedules for quotes, promotions, and negotiations
Take initiative and make independent judgement/decisions, gather data, and prepare reports
Review weekly and monthly reports
Coordinate sale efforts with marketing programs
Visit clients and potential clients to evaluate needs or promote products and services
Maintain client records and manage multi-site customer agreements
Answer client questions about credit terms, products, prices and availability
Work closely with VP of Operations with respect to vendor relations and coordinate new product penetration with sales team
Engage in active listening and adapt messaging of Arbill capabilities to achieve a long-term win/win solution
Expand safety knowledge by pursuing ongoing training to deliver best-in -class safety solutions