Strategic Account Manager

Phoenix Contact•Cincinnati, OH

About The Position

The Strategic Account Manager (SAM) is a hands-on, activity-driven member of the regional sales team responsible for driving sales of Phoenix Contact products and leading the establishment, development, and growth of assigned Regional Strategic Accounts. The role combines engineering knowledge with interpersonal and business skills and covers a territory in Ohio, Kentucky, and parts of Tennessee. The SAM develops strategic plans and account roadmaps, communicates direction, conducts corporate business reviews, expands relationships across customer functions and management levels, analyzes account performance, supports corporate price negotiations, and leads cross-functional teams. The position also involves customer presentations and product demonstrations, technical product knowledge, opportunity and quotation follow-up, CRM use, forecasting, reporting, and ongoing personal development. The role requires travel by airplane and automobile, overnight travel of 20–25% as dictated by the territory, and the ability to lift at least 50 pounds. Phoenix Contact offers a benefits package that includes medical, dental, and vision coverage, 401(k) matching, a bonus plan, paid time off, parental leave, an auto allowance, life insurance, and short- and long-term disability assistance. Base salary is $112,000–$152,000, with additional compensation including a bonus plan and auto allowance.

Requirements

At least five years of sales experience in the electronics or industrial automation and controls marketplace.
Excellent networking and influencing skills, including the ability to communicate at all levels.
High-level interpersonal and negotiation skills.
A successful history of achieving strategic and sales targets.
Self-motivation and the ability to learn and adapt quickly.
Ability to travel by airplane.
Valid driver’s license and ability to travel by automobile for up to six hours at a time.
Ability to lift a minimum of 50 pounds.
Ability to travel overnight 20–25% as dictated by the assigned territory.
Compliance with company dress code guidelines, punctuality, and regular, on-time attendance.

Nice To Haves

Four-year degree in a technical discipline, or equivalent experience.
Experience working with distribution.
Proficiency in BASE selling skills.

Responsibilities

Meet or exceed sales quotas established by the Regional Sales Manager (RSM) and/or Vice President—Field Sales.
Use BASE selling skills to build strong customer relationships.
Develop and implement strategic plans and initiatives for assigned regional strategic accounts, focusing on account share, revenue growth, profitability, stakeholder relationships, product mix, and Phoenix Contact brand expansion.
Develop strategic account roadmaps that identify revenue-generating locations and provide direction.
Develop detailed insight into customer culture, needs, supply chain, and key metrics, and recommend plans, initiatives, or corrective actions to provide high-quality customer service.
Lead and coordinate business reviews with assigned strategic accounts, monitor competitive activity, and recommend areas for improvement to the Phoenix Contact team.
Organize and lead cross-functional Phoenix Contact teams to build and maintain trusting relationships with assigned strategic accounts.
Support the preparation of proposals, presentations, and sales materials.
Maintain accurate client information in CRM systems and use CRM for communication, reporting, measurement, and tracking.
Collaborate and communicate effectively, verbally and in writing, with the Phoenix Contact team.
Track and report business development activities and performance metrics.
Build partner relationships with customers to differentiate Phoenix Contact from other component vendors.
Use sales tools to support local markets and maximize productivity, responsiveness, and customer satisfaction.
Work with Harrisburg Product teams to develop field presentations and application notes.
Continue personal development through a skill-building program determined by the RSM, Director of Sales, and/or Harrisburg Training Department.
Demonstrate technical competence in products and solutions within the area of focus and maintain working knowledge of all Phoenix Contact products and solutions.
Provide forecasts and reports to the RSM as required.
Deliver presentations and hands-on demonstrations of Phoenix Contact products, applications, and technology to support product sales.
Qualify and follow up on all opportunities within assigned strategic accounts.
Follow up on all quotations within the assigned strategic account portfolio.
Travel by airplane and automobile, including overnight travel as dictated by the assigned territory.
Comply with company dress code guidelines and maintain punctuality and regular, on-time attendance.