Summary

The Strategic Account Manager provides sales and client management leadership. Develops and supports strategic account relationships to achieve profitable sales targets and strategic objectives. The Strategic Account Manager is the primary point of contact for their assigned clients, is responsible for maintaining strong relationships and managing all client communication and first line project and account development.

Prime Responsibilities

Build influential partnering relationships with key personnel in assigned accounts. Fully understand customer’s goals, objectives and business needs and ensure the customer’s needs and expectations are met by the company. Target information and solutions based on customer’s requirements. Recommend and sell solutions that serve the customer’s business objectives.

• Develop sustainable executive relationships with a network of contacts in his /her assigned accounts. Networks should include key customer personnel in procurement,  engineering maintenance, operations(process owners) and senior management
• Build and maintain a strategic profile of the customer including key locations in Canada, areas of business, projected short and long term spending plans. The profile should include competitive analysis at each customer location
• Regularly visit key customer locations on an ongoing basis
• Work with management and other E+H processes to develop a sustainable strategy that promotes our value and increases our customer share at the assigned accounts
• Direct and manage customer activities across Canada for targeted accounts
• Coordinate the involvement of company personnel including, support, service and management resources in order to meet account performance objectives and customer’s expectations.
• Develop an intimate knowledge of the customer including but not limited to

• Position in the market
• Strengths and weaknesses
• Current technology used
• Future technology being considered
• Corporate Strategy
• Develop yearly sales plan based on market and product mix. Work closely with National Sales Manager & Marketing Manager to monitor and analyze market trends and competitive issues.
• Prepare and present quarterly review of sales plans for assigned accounts to senior management
• Attend trade shows and seminars that add value from a technical business development point of view.
• Other duties as assigned by his/her manager

This role will require extensive travel within Canada and 1-2 International trips per year.

Requirements

• Minimum undergraduate university degree in engineering , science or commerce

• 10-15 years’ experience in Sales with a focus on Business Development or key account management, oil & gas experience required.
• industrial marketing, product or industry management experience would be considered asset

Prerequisites (Must have these attributes to be considered for the job)

1. Analytical and strategic thinking
2. Interpersonal, relational and business development skills
3. Professionalism
4. Customer focus
5. Time management skills
6. Excellent verbal communication skills
7. Excellent presentation skills
8. Thorough business planning

Important (People who are good at the job have these attributes)

1. Strong business acumen
2. Ethics
3. Strong problem solver
4. Aligns work with corporate strategic goals
5. Works with integrity
6. Upholds organizational values

Winning (People who are star performers at the job have these attributes)

1. Customer advocacy
2. Innovative thinking
3. Visionary leadership
4. Passionate and optimistic
5. Inspires respect and trust