Strategic Account Manager, West and Canada

POLARIS Laboratories•Indianapolis, IN

19d

About The Position

The Strategic Account Manager (SAM) is responsible for developing long-term high level relationships with a defined portfolio of territory assigned customers by maintaining continuous contact with executive management, distributors, sale management and key influencers. This position will also serve as a liaison between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions and results that meet and exceed customer expectations and needs at all touchpoints. Each Strategic Account Manager (SAM) will work alongside the Customer Experience team to achieve POLARIS Laboratories®, LLC territory sales goals and profitability objectives in their designated territory. The SAM will use SalesForce.com, Horizon Pro, and other technical products to strategize and record success. Each position will be responsible for quoting prospective business. SAMs will identify product category volume and establish profitability objectives utilizing the appropriate SOW. SAMs are an external position; TEAMS meetings and travel to customers and conventions will be expected. At POLARIS Laboratories®, LLC SAMs will identify new opportunities for business in existing accounts by using Data analysis comment codes, SalesForce.com, Program Enrichment Reviews, and Marketing leads. The SAM will also be responsible to prospect for new business in identified accounts over $100,000 in projected volume. In addition, SAMs will identify development potential in top accounts by increasing testing compliance, suggesting new testing, and offering sampling accessories to help the customer realize greater impact from its fluid analysis programs. SAMs will pursue timely growth opportunities within customer accounts and execute traditional quote development to advance those opportunities. Accountable for all business outcomes for specified territory and accounts, SAMs will be a problem-solving, results-focused, detail-oriented, task-driven, team member who is comfortable juggling multiple projects in a deadline-driven, continuously changing environment. This position will report directly to the Director of North American Sales and is part of the company’s sales team.

Requirements

Proven sales history, account management, customer service or other relevant experience
Demonstrated ability to communicate, present and influence credibly effectively at all levels of the organization, including executive and C-level
Experience in delivering client-focused solutions based on customer needs
Proven competence to manage multiple projects at a time while paying strict attention to efficiency and detail; ability to adapt to constant change in said projects
Exceptional listening, negotiation and presentation skills
Excellent verbal and written communications skills
Proficient with corporate productivity and web presentation tools
Ability to work with cross-department teams
Basic knowledge of email Marketing solutions (Pardot)
Advanced knowledge of CRM solutions (SFDC)
Familiar with project and ticket management, workgroup collaboration tools and process-based workflows
Ability to multi-task, prioritize, and manage time effectively
Prior experience in Sales or Marketing
College Degree or equivalent work experience

Nice To Haves

Experience working in oil and gas field
Experience with preventative maintenance

Responsibilities

Serve as point of contact to executive leadership of customers in defined territory
Conduct quarterly Program Enrichment Reviews for account generating 70% of territory revenue.
Prepare recommended improvements for customer and company using quarterly reviews.
Identify and submit continuous improvement ideas.
Work with the AM to establish strategic account plans
Create strategic and implement plans for top accounts producing 70% of revenue
Input incoming/outgoing calls/email and update leads/open opportunities in SFDC (daily)
Target new business from accounts over $100k, including cold calls and customer referrals
Contribute to development of growth quota for existing line of business (territory)
Recruit companies and sponsors for annual Customer Summit
Assess/ validate customer needs and opportunities for additional programs/tests/services
Support onboarding introduction through collaborative efforts with customer service
Create and demonstrate value of fluid analysis with customer
Maximize user adoption and compliance
Up-sell and cross-sell POLARIS Laboratories® services
Responsible for evaluating pricing increase yearly (Jan)
Collaborate with Customer Experience, technical Business Consultants and Marketing
Advise internal team members customer needs and expectations
Administration, project management, campaign and team support
Identify, target, track efforts of potential customers over $100K, report out monthly
Work with top 70% revenue accounts to resolve issues with key decision makers
Lead internal teams to address and rectify issues of customer dissatisfaction
Personal skill development in the areas of sales (training, seminars, sales meetings)
Track and measure prospecting results to identify adjustments and best practices