Strategic Account Manager

Global Industrial•Sugar Hill, GA

7d•Onsite

About The Position

Global Industrial is seeking a Strategic Account Manager to drive sales and manage customer relationships using a customer-focused sales approach. The role includes developing and managing tactical account and territory sales plans, analyzing customer needs and purchasing behavior, researching competitors and markets, and executing strategies to penetrate accounts and maximize sales. The position requires managing sales goals and pipelines, building customer trust, identifying cross-selling and upselling opportunities, and delivering tailored service and solutions that help customers achieve their goals. The manager is expected to maintain knowledge of Global Industrial’s products and industry trends, use internal resources to learn about new offerings, and communicate effectively with customers through verbal and written channels. Regular in-office attendance is an essential function of the job.

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 proficiency in Microsoft Word, Outlook, PowerPoint, and CRM software.
Self-motivated, with superior problem-solving and negotiation skills.
Ability to prioritize sales efforts and activities effectively.
Excellent organization and time-management skills.
Proven year-over-year category growth.
Proven contact management and consistent use of technology 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.
Industry-specific expertise.
Regular in-office attendance.

Responsibilities

Develop and manage a tactical account or territory sales plan.
Analyze clients’ needs, values, purchasing behavior, and motivations, including through research and competitor and market analysis.
Execute account-penetration and sales-maximization strategies, including prospecting, cold calling, identifying decision makers, and determining buying criteria.
Set daily, weekly, and monthly sales goals; prioritize tasks; manage time and resources effectively; and use sales-planning tools and pipeline management to meet objectives.
Build trust and credibility with clients, using questions and engagement to understand their processes and priorities.
Help customers find solutions that support their goals and add value.
Research and recommend improvements to customer profits and services; provide support, information, and guidance.
Network to develop new opportunities and identify cross-selling and upselling opportunities.
Provide superior, tailored customer service with courteous and timely follow-up.
Maintain knowledge of Global Industrial’s industry and products, stay abreast of industry trends, and use internal resources to learn about new product offerings.
Communicate clearly and effectively with customers, including listening, building rapport, writing business correspondence, and persuading through relevant business questions.