Job Title: Strategic Account Manager (SAM)

FLSA: Exempt

Reports To: Senior Strategic Account Manager 

  Job Category (EEO Description): Sales Workers

  Job Code (EEO Code):   4

Job Family: Sales / Customer Service

 

SUMMARY: The Strategic Account Manager (SAM) will focus on key customers; primarily targeting the agricultural, construction and heavy truck market. The SAMs key responsibilities are core sales growth and identifying, proposal creation and winning new opportunities at key OEMs. This professional will coordinate closely with Engineering and Product Line teams as well as other Shaw resources to identify and capitalize on the opportunities that bring value to the customer on a global basis. Value selling, application engineering and developing key customer partnerships are imperative skills in this role.  

 

Includes the following; other duties will be assigned in a progressive manner.

Ability to sell value to the customer and leverage Shaw Development resources thoroughly. 

Establish, track and close new business targets consistent with long term growth objectives at designated Key Accounts with an ability to work globally across the customers organization.

Develop, execute, and manage strategic account plans and new product introductions. 

Coordinate cross functional teams including technical and customer service in support of account objectives. 

Negotiate customer pricing, contracts, custom solutions, and/or special considerations as needed.

Adds customer value by acting as a business consultant to customers key management; develops a thorough understanding of customers business, overall initiatives, and operational issues; advises customer on best products to accomplish their objectives. 

Implement market development activities, including, performing analysis of customer plans, and creating sales forecasts and account strategies. 

Develops initiatives to increase customer satisfaction and retention.

 

Strategic Skills

Business Acumen

Functional and Technical Skills

Problem Solving

Innovation Management

Operating Skills

Time Management

Informing

Organizing and Planning

 

Courage

Conflict Management

Energy and Drive

Action Oriented

Drive for Results

Collaboration

Organizational Positioning Skills

Politically Savvy

Presentation and Written Communication Skills

Comfort Around Higher Management

Personal and Interpersonal Skills

Customer Relationship Management / Customer Focus

Approachability

Understanding Others

Ethics and Values

Integrity and Trust

Negotiation & Closing Activities

Situational Awareness  

 

SUPERVISORY RESPONSIBILITIES: No direct reports.

 

QUALITY RESPONSIBILITIES: In daily work, a team member is responsible to maintain or exceed the degree of excellence requested by the internal and external customers of this department. This includes following established policies, following ISO 9001 & 14001 policies, business practices, and work instructions, using problem solving techniques to solve root causes of problems, and viewing quality as customer satisfaction. Shaw Development expects all team members to take pride in their work, in our company and appearance.

 

EDUCATION AND/OR EXPERIENCE: Experience in field / related field, and/or a combination of education and experience. Minimum of 5 years of direct sales, market development, application engineering experience with large accountspreferably OEMs.  Knowledge of the agricultural, construction and heavy truck markets.  Proven track record of selling value and penetrating executive ranks with the decision makers and influencers in customer organizations that generate profitable growth.  Well-developed communication, organizational and interpersonal skills; including the ability to successfully communicate at all levels of an organization.  Previous experience participating in a cross-functional team, working to translate customer needs into technology solutions.

 

CERTIFICATES, LICENSES, REGISTRATIONS: None required.

 

LANGUAGE SKILLS: Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or government regulation. Ability to write reports, business correspondence, and proposals. Ability to effectively present information and respond to questions from managers, clients, and customers.

 

REASONING ABILITY: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited firm facts are in place. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

 

PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by a team member to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  While performing the duties of this job, the team member is regularly required to talk or hear. The team member frequently is required to walk and sit. The team member is occasionally required to stand; use hands to finger, handle, or feel; reach with hands and arms; and use hands to fingers to write, operate a computer keyboard, mouse and telephone keypad. The team member must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include vision, and distance vision.

 

WORK ENVIRONMENT: Promote a working environment that provides for a clean, orderly and safe facility for ALL team members so that we may perform, develop and exceed the contributor status. The work environment characteristics described here are representative of those a team member encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  While performing the duties of this job, the team member is frequently exposed to moving mechanical parts. The team member is occasionally exposed to fumes or airborne particles. The noise level in the work environment is usually moderate.

 

TRAVEL: Minimum 50% travel both domestically and internationally in leading the company to new business.  This position will be North America based, near the targeted customer.