Strategic Account Manager

Phoenix Contact•Cincinnati, OH

20h•$112,000 - $152,000

About The Position

The Strategic Account Manager (SAM) is a hands-on, activity-driven role on Phoenix Contact’s regional sales team, responsible for leading the establishment, development, and growth of assigned Regional Strategic Accounts. The role combines engineering knowledge with interpersonal and business skills to drive sales of Phoenix Contact products. The territory covers Ohio, Kentucky, and parts of Tennessee. The SAM develops strategic plans and account roadmaps, communicates direction, leads corporate business reviews, builds relationships across customer functions and management levels, conducts analysis and makes recommendations, negotiates corporate pricing, and leads cross-functional teams. The role also includes product presentations and demonstrations, opportunity and quotation follow-up, sales forecasting and reporting, and ongoing product and professional development.

Requirements

At least 5 years of sales experience in the electronics or industrial automation and controls marketplace.
Strong 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 lbs.
Ability to travel overnight 20–25% as dictated by the assigned territory.
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.
Apply 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.
Create strategic account roadmaps that provide direction and insight into revenue-generating locations.
Develop insight into customer culture, needs, supply chain, and key metrics; recommend plans, initiatives, or corrective actions to provide a high level of customer service.
Lead 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 preparation of proposals, presentations, and sales materials.
Maintain accurate customer information in CRM systems and use CRM for communication, reporting, measurement, and tracking.
Collaborate with the Phoenix Contact team and communicate effectively both verbally and in writing.
Track and report business development activities and performance metrics.
Differentiate Phoenix Contact from other component vendors by building partner relationships with customers.
Promote use of sales tools to support local markets and proactively use available resources to maximize productivity, responsiveness, and customer satisfaction.
Work with Harrisburg Product teams to help develop field presentations and application notes.
Continue personal development through a skill-building program established with 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, including overnight travel as dictated by the assigned territory.
Comply with company dress code guidelines and maintain punctuality and regular, on-time attendance.