Strategic Account Manager in Fullerton, CA at WORLDPAC

Date Posted: 6/21/2019

Career Snapshot

Career Description



Job Description

SUMMARY:

The Strategic Account Manager (SAM) has lead responsibility for regionally assigned strategic account customers at WORLDPAC.  The SAM will serve as the primary point of contact for all parts of the strategic account deal: prospecting leads, selling the WORLDPAC Value Proposition, closing profitable deals, managing ongoing marketing, as well as making enhancements to the deal.  More specifically, the SAM is responsible for developing and guiding the implementation of account-specific business plans, serving as the primary account contact, providing account leadership, and ultimately achieving growth, profitability and sales-to-target goals. The SAM partners cross-functionally with the Operations and Marketing teams to deliver the promise of Customer Service to each account.  The SAM also serves as a leader and subject matter resource for the entire Commercial Sales team, and represents Advance Auto Parts at various company, client and vendor events.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following.  Other duties may be assigned.

Manage strategic accounts; build and maintain relationships with key customers’ senior executives to grow sales, profitability and market share.

Under general direction, develop and implement a comprehensive sales plan that includes new and existing sales strategies for key accounts.

Mine sales data to identify new customer accounts and make informed recommendations regarding product/service terms that will maximize sales and profits.

Employ a standardized qualification process to gather information about accounts, identify decision makers, understand business challenges and priorities of customers’ senior management, analyze data and prioritize opportunities critical to accounts.

Sell the WORLDPAC value proposition using a consultative sales process, developing individual account goals and business plans with customers.

Conduct monthly, quarterly and annual business reviews with customers’ senior management to understand their needs and link them to WORLDPAC product/service strategies.

Work cross-functionally with the marketing department to develop proposals, account or market plans, and forecast/report sales activity, with accountability for meeting/exceeding sales targets.

Ensure professional sales coordination and account planning and resolves possible account ownership issues.

Coordinate with the Marketing, Supply Chain, Credit, Finance, and Operations Departments to maximize communication and program execution.

Build and maintain strategic partnerships with National Account Sales Representatives and Territory Sales Managers to deliver effective sales support at the field level; providing local leadership to drive sales success through a disciplined approach to program implementation.

Assist with the training and development of the broader Sales organization.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Excellent communication and presentation skills; ability to influence at all levels within the organization as well as with customers.

Structured, organized and focused thought processes; ability to lead by example.

Bias toward action and a style conducive to teamwork.

Savvy business leadership skills with a proven track record of success in leading organizations toward higher levels of achievement.

Proven track record in identifying and capitalizing on opportunities to increase revenue growth, expand market penetration, and win market share in highly competitive marketplace.

Experience managing national or regional account headquarter relationships and field implementation.

High-energy self-starter as well as collaborative team player.

Proficiency with Microsoft office; expertise in Microsoft Excel and PowerPoint required.

Ability to travel to meet organizational, administrative, and customer facing demands (65%-75% of the time).

EDUCATION and/or EXPERIENCE

Bachelor’s degree and 5+ years of business-to-business selling experience;

Or equivalent combination of education and experience.

SUPERVISORY RESPONSIBILITIES

None

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee 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 employee is regularly required to sit and talk or hear.  The employee is occasionally required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms; and stoop, kneel, crouch, or crawl.  The employee must regularly 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 close vision, distance vision, color vision, and ability to adjust focus.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.



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