Border States · 2 weeks ago
Strategic Account Manager - Capital Projects | Industrial
Fargo, ND
Full-time
Hybrid
Mid, Senior Level
$110K/yr - $165K/yr
5+ years expBorder States is a leader in the electrical supply distribution industry, and they are seeking a Strategic Account Manager - Capital Projects. This role is responsible for pursuing and capturing large CapEx project business in the Industrial market, establishing relationships, and driving innovation to meet revenue growth targets.
CommercialElectronicsIndustrialLogisticsManufacturingSupply Chain ManagementWholesale
Responsibilities
Maintains a strategic plan for key and target customers in addition to strategic regional projects
Responsibilities include: Call higher – presentation to customer management, selling the value of Border States, clarifying the Border States value by using tools like video, presentations, capability brochures, and marketing collateral that clarifies the value proposition for the company
Defines the customer engagement strategy, aligns stakeholders, and mobilizes an aligned team to drive the process
Develops a clear and concise view of the customer organization which includes physical locations, divisions, and operations
Defines customer stakeholders and develops internal champions
Develops a multiple year revenue plan to include goals and resources
Customer discovery to confirm value “fit” insights and prioritized opportunities
Blueprints the value proposition and monetizes it to co-create value
Actively works with a cross-functional team to develop an enterprise customer strategy to meet and exceed revenue growth targets by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company objectives
Provides visibility to internal stakeholders for all efforts and action items
Manages goals and expectations of a “virtual” team
Acts as the commercial leader of the team providing vision and defining roles and expectations to accomplish revenue goals
Provides innovative solutions to obstacles and challenges
Finalizes the value proposition with the customer which includes working with compliance on any specialized terms and conditions and master supply agreements
Targets TCCM (Total Customer Success Management) opportunities to quantify the value add delivered
Executes value and delivers to customer commitments and orders – maintains quality metrics
Expands value through overall relationship and outcome management
Measures and strengthens the relationship
Expands share of wallet and becomes the trusted advisor
Coordinates with the Customer Success team for customer presentations, agreements, and extended services
Contributes to Marketing Managers requests for supplier feedback and alignment that lead to an increase in customer share of wallet
Participates in conferences and educational opportunities for continuing personal development of relevant knowledge, techniques, and skills
Performs other duties as assigned by supervisor or designate
Qualification
Required
Minimum of a four-year engineering degree or the equivalent in substantial sales or technical work experience preferred
Minimum 5 years of experience with outsides sales and/or business development as well as experience in inside sales or technical sales role
Minimum 5 years of experience in wholesale industrial distribution preferred
Experience initiating and negotiating agreements highly preferred
Must be able to read, write, and speak in English
Prefer strong working knowledge of PC for Windows, Microsoft Office (Excel, Word, Access and PowerPoint), internet, email, and SAP software as needed
Must possess strong leadership skills. Including leadership through influence
Must be comfortable giving presentations in person or in a virtual setting
Must possess excellent customer service skills which include being competent, accurate, responsive, and engaged
Must possess excellent interpersonal skills, including professionalism in written and verbal communication, reading, and email etiquette
Ability to articulate the value Border States provides to our existing and future customers
Ability to effectively plan and organize
Ability to understand customer negotiation points and the role of competition
Ability to work under pressure
Ability to get things done using sound judgement and effective communication
Creativity to develop innovative solutions and differentiate us from the competition
Curiosity to fully understand our customers business
Benefits
Health, Dental and Vision Benefits
Accident, Critical Illness, Hospital Indemnity
FSA & HSA
Employee Stock Ownership Plan (ESOP)
Disability Benefits
401(k) Retirement Plan
Life Insurance
Employee Assistance Program
Paid Holidays
Paid Volunteer Time
Personal Leave time and more!
Company
Border States
Border States to serve the electric utility industry, we’ve grown into a product and supply chain powerhouse.
1001-5000 employees
Funding
Current Stage
Late StageLeadership Team
David White
CEO and Board Chair, Border States
Jeremy Welsand
Chief Financial Officer
Recent News
2024-05-01
Company data provided by crunchbase