Opportunity Snapshot
FILTEC, Ltd. is looking for an experienced Strategic Account Manager (SAM) to cover the Central U.S. Region. Strategic Account Managers should be experts at driving extraordinary results and thrive in a fast paced, dynamic & performance focused environment. The Strategic Account Manager will have singular ownership of his/her territory and be responsible for meeting customer needs while developing strong and lasting relationships with Key Accounts and OEMs.
Under the direction of the Sales Director the qualified candidate will enlist the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed; closely coordinates company executive involvement with customer management
Customer segments include but are not limited to Beverage, Beer, Craft Beer, General Packaging/Food, Cosmetics, Pharmaceutical, Wine & Spirits and OEM/System Integrators/Engineering Companies.
* Customer territory and assignments are subject to change during employment.
KEY RESPONSIBILITIES
The Strategic Account Manager is required to make cold calls and pre-arranged sales visits to penetrate the highest levels of the customers’ organization. The Strategic Account Manager will be responsible for developing major product placement programs through aggressive corporate selling and maintaining a strong customer presence.
The Strategic Account Manager is to endorse and promote Filtec, the best inspection equipment manufacturer in the industry. This should also be reflected in the attitude towards the company, the customer, and respecting them both at all times.
The Strategic Account Manager will:
- Proactively creates and executes a joint company-account/territory strategy that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period to achieve consistent sales growth within the territory.
- Create strategies for identifying, qualifying and contacting new prospects
- Proactively assesses, clarifies, and validates customers’ needs on an on-going basis
- Execute strategies and tactics to diversify and increase Filtec sales across product lines, channels and markets
- Close sales with new customers and reactivate dormant accounts to consistently meet or exceed sales targets and ensure revenue growth
- Foresee and avoid stagnation within the territory/accounts
- Qualify customer questions, effectively handle objections, and manage negotiations leading to customer commitment
- Add value with current clients to maintain relationships and further develop accounts.
- Develop and maintain lasting industry relationships with key customers and prospects
- Directly manage and expand install base within assigned key accounts
- Coordinate internally with all departments (Engineering, Customer Service, etc) to ensure customer satisfaction
- Gain extensive knowledge on local market trends and competitor activity
- Understand category-specific landscapes and trends, reporting on the forces that shift tactical budgets and strategic direction of accounts
- Proactively revise sales strategies to keep Filtec competitive and innovative
- Perform duties as assigned by management
ESSENTIAL REQUIREMENTS
The Strategic Account Manager should be:
- Persistent, energetic and results-driven
- Proven Account Management experience, and demonstrated ability to consistently meet and exceed targets
- Able to prospect and identify new business opportunities, schedule appointments with key decision makers, and win commitments for immediate and long term business
- Proven ability to develop a clear, focused Account/Territory Strategy – ability to articulate the benefits of such a program
- Comfortable, effective and skilled at cold-calling, networking, closing and selling solutions
- Able to leverage social media and digital marketing technologies to support sales efforts (for example: LinkedIn)
- A proactive, competitive sales hunter with the ability to win business while remaining thoroughly engaged with prospects and clients throughout the business relationship
- A well-spoken communicator who can deliver engaging presentations and relate to individuals at all levels of organizations, particularly mid- C-level executives
- Self-motivated with a high degree of initiative and autonomy while achieving both short and long term goals and seeking creative ways to grow the business
- Proven ability to build business through added value strategies that benefit customers and the business
- Experienced in gaining comprehensive knowledge of products and industry requirements; proven ability to articulate the distinct aspects of products and services to position them against competitors
- Maintain up-to-date product knowledge and sales skills; if needed, additional training should be requested to your manager
- Understanding of the financial impact of pricing and discounting decisions and views actions within the context of overall Corporate objectives
- Passionate about their work; exuding a positive attitude that makes customers want to interact with them, and always looking for solutions that consider the customer and the company to create win-win outcomes.
- Acting in a manner consistent with the Company vision; behave in a professional and ethical manner in all cases, and a strong partner and team member seeking opportunities to contribute to overall team and Company success
QUALIFICATIONS/SKILLS
- A minimum of 5+ years related experience in – manufacturing, inspection, sales, business development
- A minimum of 5+ years of strategic sales experience in a business-to-business sales environment
- Able to manage customer/prospect interactions with ease and have a strength at creating business development strategies
- Demonstrate exemplary skills in prospecting, networking, business development, relationship management, communication, customer service and 1-to-1 relationship building
- A good understanding of the sales process including forecasting, strategy and creating a business plan
- Ability to leverage multiple communication and social channels (telephone, email, LinkedIn, events, etc.) to make connections and start conversations with people
- Proficient use of computers to include programs such as Powerpoint, MS word, Excel, CRM, ERP and database programs
- Master the English language (spoken & written) – Additional languages is an asset
- Ability to adapt quickly and thrive in a fast paced, results-oriented sales environment
- Attention to detail, excellent organizational and territory management skills are essential
- Competitive, flexible and resilient by nature
- Use of active listening, observation and questioning to qualify needs and wants in order to identify customer based solutions and win the sale
If this sounds like the right mix of challenge and opportunity for you, and you meet the minimum qualifications, we want to hear from you!
In addition to a competitive salary, FILTEC, Ltd. offers comprehensive benefits including medical and dental plans; vision, short term & long-term disability insurance, a 401(k) plan, flexible spending accounts, paid holidays, and more.
For consideration, please e-mail your resume.