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Strategic Account Manager, Training - West
Strategic Account Manager, Training - WestLION • San Diego, CA, US
Strategic Account Manager, Training - West

Strategic Account Manager, Training - West

LION • San Diego, CA, US
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  • [job_card.full_time]
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Strategic Account Manager, Training - West

The Strategic Account Manager (SAM) is responsible for all sales activities related to LION's Training Products portfolio, including live-fire training systems and simulation tools, with emphasis on growth and profitability for their respective accounts.

Essential Functions :

  • Responsible for account activity across the entire LION Training Products portfolio for assigned strategic First Responder accounts in accordance with the Annual Operating Plan.
  • Act as "General Manager" for strategic accounts by managing a holistic response from LION sales, customer service, and subject matter experts in training and simulation technologies.
  • Provide continuous updates and presentations to Americas leadership, including monthly AOP status reports.
  • Meet assigned targets for profitable sales volume and strategic objectives in assigned accounts.
  • Participate in joint forecasting and Sales and Operations Planning process with LION team and distributors to develop mutual performance objectives, financial targets, and sales forecasting for training solutions.
  • Contribute to the strategic planning and execution of sales and marketing activities for training systems and products.
  • Partner with marketing team regarding marketing programs and materials specific to training and simulation offerings.
  • Play a key role in building strategic partnerships, alliances, and relationships to expand core training offerings or introduce new technology-driven training solutions.
  • Manage and track sales activity in CRM (Salesforce).
  • Coordinate involvement of Company personnel including Sales, Customer Sales & Support, SMEs, and Management resources to lead training solution development efforts and meet customers' expectations.
  • Proactively assess and validate customer training needs, compliance requirements, and safety objectives on an ongoing basis (Voice of Customer).
  • Assist with bid response process for training-related RFPs and contracts.
  • Other duties as assigned.

Education & Experience :

  • Possess an innovative selling strategy with a "Hunter" mindset.
  • Ability to embrace a team selling culture using a solution / consultative approach focused on training and technology.
  • Bachelor's degree desired, with accumulated years of experience taken into consideration.
  • Ability to build close connections with end-users and with LION's distribution channels and training partners.
  • Excellent interpersonal and customer relations skills.
  • Working knowledge of CRM software.
  • Technical skills including working knowledge of Microsoft Office, email, and smartphone tools.
  • Strong negotiation and communication (verbal and written) skills.
  • Demonstrated track record of sales results and territory growth.
  • Must be able to deliver impactful and concise training demonstrations and product presentations to large groups.
  • Proven leadership skills as a sales support and business development resource.
  • Understanding of business acumen and budgeting / forecasting processes preferred.
  • Familiarity with firefighter training standards, NFPA compliance, and simulation technologies is a plus.

    • Relationships & Contacts :

  • Build strong relationships with decision-makers and high-level officials at respective accounts, including training officers, safety directors, and compliance managers.
  • Work closely with Senior Sales Leadership, Service, Internal and External Sales team members, Marketing, and CEO LION Safety Solutions.

    • Physical Demands :

  • Travel of up to 50% outside the employee's local area and overnight.
  • Highly flexible and able to react constructively and with a positive attitude to multiple demands, shifting priorities, change, and unexpected events.

    • Benefits :

  • Base + Commission Structure
  • Comprehensive benefits package, including medical / dental / vision insurance
  • 401(k) with Company match
  • Professional development opportunities
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