Strategic Account Manager

Phoenix Contact•Louisville, KY

About The Position

The Strategic Account Manager (SAM) is a hands-on, activity-driven role on Phoenix Contact’s regional sales team, responsible for providing leadership and direction to establish, develop, and grow assigned Regional Strategic Accounts. The position drives sales of Phoenix Contact products by combining engineering knowledge with interpersonal and business skills. The territory covers Ohio, Kentucky, and parts of Tennessee. The SAM develops strategic plans and account roadmaps, builds relationships with stakeholders across customer organizations, leads business reviews and cross-functional teams, and supports corporate price negotiations. The role also involves understanding customer culture, needs, and supply chains; identifying opportunities and recommending actions; demonstrating products and applications; tracking account performance; maintaining CRM records; and coordinating with Phoenix Contact colleagues and product teams. The position requires regular travel, including overnight travel of 20–25% as dictated by the assigned territory.

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.

Responsibilities

Meet or exceed sales quotas established by the 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 and insight.
Understand customer culture, needs, supply chain, and key metrics, and recommend plans, initiatives, or corrective actions to provide high-quality 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 accounts.
Support preparation of proposals, presentations, and sales materials.
Maintain accurate client information in CRM systems and use CRM for communication, reporting, measurement, and tracking.
Collaborate with the Phoenix Contact team and communicate effectively in writing and verbally.
Track and report business development activities and performance metrics.
Differentiate Phoenix Contact from other component vendors by building partner relationships with customers.
Use and promote sales tools provided to support local markets.
Work with Harrisburg Product teams to develop field presentations and application notes.
Use available resources and sales tools to maximize productivity, responsiveness, and customer satisfaction.
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 sales.
Qualify and follow up on opportunities within assigned strategic accounts.
Follow up on quotations within the assigned strategic account portfolio.
Travel by airplane and automobile as required, including driving for up to six hours at a time and overnight travel of 20–25% as dictated by the territory.
Comply with company dress code guidelines and maintain punctuality and regular, on-time attendance.