Strategic Account Manager

POLARIS Laboratories•Indianapolis, IN

17h

About The Position

The Strategic Account Manager (SAM) is responsible for developing long-term 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 and other internal systems to strategize and record success. SAMs will identify product category volume and establish profitability objectives utilizing the appropriate SOW. SAMs are expected to use Teams meetings and travel to interact with new and prospective customers as well as utilize conventions to prospect and engage with existing customers. 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. 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 and account management experience
Demonstrated ability to communicate, present and influence 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 (Salesforce)
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 or reliability programs

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