Strategic Account Manager

Job Summary

The position provides leadership and direction in the establishment, development, and growth of assigned Strategic Accounts within the Industrial Components and Electronics Division. This position will carry out responsibilities in all of the following functions and areas: creating strategic plans, communicating direction, implementing corporate business reviews, creating corporate road-maps, expanding relationships (Maintain and develop relationships at all levels of Management, Procurement, Operations, and Quality Assurance, Engineering, Sales, and Estimating/quotations departments), analysis and recommendations, corporate price negotiations, and leading cross-functional teams.

Responsibilities

• Lead the charge in the development of a strategic plan and implementation of strategic initiatives for Hyperscale Data Center customers. The focus includes increasing account share, revenue growth, profitability, building and expanding relationships with major stakeholders, increasing product mix, and expanding the Phoenix Contact brand.
• Develop strategic roadmaps for assigned accounts providing direction and insight on existing revenue generating locations and prioritization of developmental locations.
• Develop intimate insight into the customer culture, needs and supply chain, including key metrics leading to the recommendation of plans, initiatives, and/or corrective actions to provide the highest level of service to the customer’s organization.
• Lead and coordinate established business reviews with the assigned accounts, including monitoring of competitive activity, leading to recommendations to the Phoenix Contact team on areas of improvement.
• Organize and lead cross functional teams with the appropriate members of Phoenix Contact for the purpose of building and maintaining trusting relationships between Phoenix Contact and assigned accounts.
• Manage project transitions assigned to specific locations as projects develop (e.g., specification, bid, procurement, and implementation) and oversee health of the opportunity pipeline.
• Lead the development of presentations and proposals for assigned customers, soliciting support as applicable from necessary divisional resources.
• Communicate price negotiations / actions for assigned accounts to the Harrisburg, Blomberg, and other Subsidiary teams including the integration of the channel.
• Utilize current CRM as the primary customer planning, reporting, measurement, and opportunity tracking tool.
• Be proficient in and drive the use of all sales tools provided to support local markets.
• Active involvement in industry related associations, as well as distributor, and customer events.
• Demonstrate technical competence on all products/solutions within area of focus.
• Maintain all corporate policies, procedures, and programs including quotations, lead follow-up, and timely reporting.
• Where applicable, work with channel partners and Harrisburg Marketing to implement national account strategies to achieve program objectives.
• Assist in the sales promotion of packaged control systems and end to end solutions created by the Control and Industry Solutions division.

Qualifications

• Bachelor’s degree preferred or equivalent combination of education and experience in a technical discipline.
• 5+ years of proven success in Industrial Controls and Automation Sales required.
• Experience with Data Center, systems design, components, construction, commissioning, or service required.
• Experience in working with global and high-profile accounts preferred.
• Proficiency in R3/BASE selling skills and the ability to build mutually beneficial customer relationships.
• Demonstrated competence in establishing and leading of cross-functional teams.
• Excellent networking, interpersonal and influencing skills needed to communicate at all levels.
• Successful history in achieving strategic and sales targets.
• Experience managing sales through distribution channel a plus.
• Outstanding communication skills – written, verbal and listening.
• Self-motivated with the ability to learn and adapt quickly.

Essential Job Functions

• Must be able to travel via airplane.
• Must have a valid driver’s license and be able to operate an automobile for up to six hours at a time.
• Must be able to lift a minimum of 50 lbs. (sample, demos, literature)
• Must be able to travel overnight 35% + or as required by customer location.
• Some international travel – valid passport required.
• Comply with company dress code guidelines.
• Punctuality in all aspect is required.

Perks & Benefits

Phoenix Contact offers a generous benefits package that includes medical, dental, and vision coverage, 401k matching, bonus plan and a generous time off package. There are also a wide variety of additional benefits available including 16 weeks fully paid maternity leave & 10 weeks fully paid paternity leave, auto allowance (if role is eligible), life insurance, short & long-term disability, tuition assistance, and more!

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