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About the Role

The Strategic Account Manager leads company efforts to grow incremental profitable sales with customers that span multiple regions. Establishes relationships and identifies opportunities to grow and secure business within new and existing strategic accounts. Oversees the development and presentation of customer proposals in conjunction with the Supply Chain Services department. Drives innovation and leads strategic opportunities for new and existing customers to generate desirable business opportunities within the assigned vertical market. Works with a multifunctional team to develop a strategy to meet and exceed revenue growth targets by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company, regional, and branch business objectives.

Responsibilities

Maintains a strategic plan for key and target customers in addition to strategic regional projects.
Presents to customer management, selling the value of Border States, and clarifying the value proposition using tools like video, presentations, capability brochures, and marketing collateral.
Defines the customer engagement strategy, aligns stakeholders, and mobilizes an aligned team to drive the process.
Develops a clear and concise view of the customer organization, including physical locations, divisions, and operations.
Defines customer stakeholders and develops internal champions.
Develops a multiple-year revenue plan including goals and resources.
Conducts customer discovery to confirm value "fit" insights and prioritized opportunities.
Blueprints the value proposition and monetizes it to co-create value.
Works with a cross-functional team to develop an enterprise customer strategy to meet and exceed revenue growth targets by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company objectives.
Provides visibility to internal stakeholders for all efforts and action items.
Manages goals and expectations of a "virtual" team.
Acts as the commercial leader of the team, providing vision and defining roles and expectations to accomplish revenue goals.
Provides innovative solutions to obstacles and challenges.
Finalizes the value proposition with the customer, including working with compliance on specialized terms and conditions and master supply agreements.
Targets TCCM opportunities to quantify the value add delivered.
Executes value and delivers to customer commitments and orders, maintaining quality metrics.
Expands value through overall relationship and outcome management.
Measures and strengthens the relationship.
Expands share of wallet and becomes the trusted advisor.
Coordinates with SCS Administrators for customer presentations, agreements, and extended services.
Contributes to Marketing Managers requests for supplier feedback and alignment that lead to an increase in customer share of wallet.
Participates in conferences and educational opportunities for continuing personal development of relevant knowledge, techniques, and skills.
Performs other duties as assigned by supervisor or designate.

Requirements

Minimum of a four-year engineering degree or the equivalent in substantial technical work experience preferred.
Minimum 5 years of experience with outside sales and/or business development, as well as experience in inside sales or technical sales role.
Experience initiating and negotiating agreements highly preferred.
Must be able to read, write, and speak in English.
Prefer strong working knowledge of PC for Windows, Microsoft Office (Excel, Word, Access and PowerPoint), internet, email, and SAP software as needed.

Skills

Strong leadership skills
Excellent customer service skills (courteous, responsive, accurate, and competent)
Excellent interpersonal, written, and verbal communication skills
Ability to articulate the value Border States provides to existing and future customers
Ability to effectively plan and organize
Ability to understand customer negotiation points and the role of competition
Ability to work under pressure
Ability to get things done using sound judgment and effective communication
Creativity to develop innovative solutions and differentiate from the competition
Curiosity to fully understand our customers business

Location

100% remote

Work Type

Remote
Full-time

Experience Level

Minimum 5 years of experience

Education Level

Four-year engineering degree or equivalent technical work experience

Salary/Compensations

$180,000/year to $230,000/year, with additional incentive compensation

Benefits

Health, Dental and Vision Benefits
Accident, Critical Illness, Hospital Indemnity
FSA & HSA
Employee Stock Ownership Plan (ESOP)
Disability Benefits
401(k) Retirement Plan
Life Insurance
Employee Assistance Program
Paid Holidays
Paid Volunteer Time
Personal Leave time
Bonuses upon achievement of branch and company goals

About the Company

Border States is a leader in the electrical supply distribution industry with approximately 130 locations in 31 states.
Employee-owned company, empowering employees to make decisions, find solutions, and receive rewards.
One of the largest independent electrical distributors in the United States providing products and services to the construction, industrial and utility industries.
Practices open-book management and empowers employee-owners with clearly defined levels of authority to be innovative and decisive.
Employee-owners understand their roles in the company's success and care about customers' needs, focusing on adding value.
Employee-owners understand diverse customer needs and have the commitment, resourcefulness, and flexibility to outperform others.
Our Purpose: We believe unstoppable businesses shouldn't go it alone. We are owners - of relationships, of outcomes, of every moment these unstoppable businesses need to deliver.
Service Philosophy: We earn customer loyalty and confidence by caring about their needs and adding value to everything we do.
Service Standards: Border States employee-owners are competent, accurate, responsive, and engaged.

Equal Opportunity

Border States is an equal opportunity employer and values the diversity of all of its employee-owners.
Drug Free/Smoke Free workplace.