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Strategic Account Manager
Strategic Account ManagerRittal • Atlanta, GA, US
Strategic Account Manager

Strategic Account Manager

Rittal • Atlanta, GA, US
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  • [job_card.full_time]
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Sales Position

Sales position that covers a limited number of significant global, regional, or national key accounts. Responsible for the development of strategic long-term commercial partnerships. The focus of the position is to maximize profitable revenue through selling incremental software to existing accounts and establishing growth through expanding into new applications and departments within the assigned key accounts.

Accountabilities

Strategic Account Management

Maintain sales contacts with significant global, regional, or national strategic accounts.

  • Identify, analyze, and prospect new sales opportunities & strategic accounts.
  • Develop and execute strategic account plans; responsible for managing a personal sales budget.
  • Negotiate and close deals, preferably long-term contracts with significant added value to the sales objectives.
  • Develop commercial relationships at the executive level within companies.
  • Follow market, customer developments, and competitors to identify criteria impacting future business.
  • Promote EPLAN; participate in PR events; represent EPLAN at fairs & business events.
  • Develop an efficient network with important customers, business partners, competitors, and confederations.
  • Maintain global relationships with the SAM Team and build plans for global development of respective customers.

Account Planning

Analyze facts & figures based short- & long-term opportunities.

  • Develop strategic account plans and provide accurate forecasts.
  • Support the development & execution of all account plans & activities EPLAN-BE.
  • Plan and organize sales activities to approach important customers.
  • Draft the annual sales budget.
  • Keep colleagues in other countries informed about commercial developments & (market-) evolutions of key accounts-BE belonging to an international organization.
  • Initiate proactively corrective actions if necessary.
  • Provide information to local sales team & management to support and define sales objectives & plans.

    • Sales Administration & Reporting

    Responsible for efficient & accurate sales administration.

  • Manage customer information in the CRM system.
  • Monthly, quarterly, and annual follow-up & analyses of sales results & forecasts.
  • Produce reports & presentations related to budget, sales, accounts, figures, promo plans, etc.

    • Strengthening Local EPLAN Team

    Inform general manager about problems, complaints, developments in the market, and about competitors.

  • Contribute to improving the quality of services by communicating remarks of accounts about the quality of EPLAN products & services.
  • Consult about technical aspects with local colleagues after sales.
  • Ensure efficient and optimal use of technology and training centers.

    • Job Dimensions

  • Customer Portfolio : Global Strategic Accounts with HQ in South Korea : Doosan Group, Hyundai Heavy Industries Group, Hyundai Motor Group, LG Group, Samsung Electronics, SK Group. Global Strategic Accounts with local subsidiaries.
  • Product Portfolio : All EPLAN products & services.
  • Objectives : Realize the personal selling budget, defined together with the Group Lead Strategic Account Management & Country Manager from South Korea.
  • Travel : Travel to meet customers, prospects, and to internal meetings as required.

    • Education

  • Bachelor or Master degree in engineering, business administration, or marketing.

    • Experience

  • Preferably a minimum of 5 years in selling solutions and business value to senior-level executives.
  • Previous experience in successfully developing and / or managing major accounts where significant revenue growth has been generated.
  • A proven sales track record of selling to the Manufacturing industries is highly advantageous.
  • Miller Heiman, Solution Selling, or Target Account Selling expertise.

    • Knowledge

  • Knowledge of the market, engineering applications, and the consultative sales process required to close new business in a software solutions-oriented market.
  • General knowledge in sales automation tools.
  • Excellent knowledge of office applications : MS Office & CRM software.
  • Excellent command of English (written and spoken).

    • Skills & Personal Competences

  • Strong organization and negotiation skills.
  • Ability to demonstrate equal business stature at the executive level.
  • Ability to prepare and deliver solid business cases and ROI studies to business decision-makers.
  • An understanding of the business challenges associated with the market.
  • Ability to develop profitable business solutions.
  • Ability to effectively prioritize and manage numerous activities in a regional area while maintaining expenses.
  • Advanced interpersonal and presentation skills.
  • Advanced verbal and written communication skills.
  • Result-driven team player; perseverance; proactive; initiative taker; problem solver; positive drive & attitude.

    • Organisation & Contacts

  • Reports To : Group Lead Strategic Account Management
  • Internal Contacts : Local and international sales team, local and international professional services team, SAM colleagues, local and international management
  • External Contacts : Customers, prospects, partner companies

    • This option is reserved for individuals who require accommodation due to a disability.

    Rittal LLC and Eplan are proud to be an affirmative action / equal opportunity employer. EEO, including Disability / Vets.

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