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ACCOUNT MANAGER

Northern Star Industries Iron Mountain, MI
  • Posted: July 25, 2019
  • Full-Time

The Account Manager will have a critical role in building long-lasting, productive, and mutually beneficial relationships with Systems Control's utility customers. Deep understanding of our customers' needs, the competitive landscape, and Systems Control's solutions is essential, as is the ability to work closely with both internal and external constituents to deliver best in class solutions.

The Account Manager will be responsible for identifying prospect customers, developing business within existing customers, positioning Systems Control favorably throughout RFP and bid processes, and ultimately taking ownership over customer satisfaction. The ideal candidate will have an entrepreneurial spirit, seek to genuinely serve our customers' needs, and be an outstanding representative and face of Systems Control in the marketplace.

  • Own and manage a portfolio of customer relationships built on mutual trust and respect, ultimately taking responsibility for the growth and performance of those accounts
  • Develop individual account strategies to ensure long-lasting, productive, and mutually beneficial customer relationships
  • Manage day to day customer interactions, acting as a key point of contact between the customer, pricing, engineering, manufacturing, and senior leadership; resolve issues and strive to continuously improve service levels
  • Build a deep understanding of Customers' needs, the competitive landscape, and Systems Control's offering to best position Systems Control to win business and serve our customers
  • Provide input to and execute the overall business strategy to drive growth and improve commercial performance
  • Support customer contract negotiations
  • Develop and maintain a robust pipeline of opportunities, including new customers and development of existing customers
  • Develop and maintain customer-by-customer reporting to track performance and opportunities
  • Create and maintain accurate records pertaining to each account
  • Periodic travel required
DESIRED OUTCOMES
  • Existing account growth in excess of 15% annually and total portfolio growth in excess of 20%
  • Continue developing a broad base of blue-chip customers in a manner that is consistent with long-term success while mitigating and managing customer concentration
  • Collaborate with BD team to develop appropriate methodology and collaborate with operations and pricing teams to capture real time feedback on pricing initiatives and strategies to drive margin improvement and increase market opportunities
  • Define and deploy weekly/monthly KPIs to analyze trends, performance and execution of sales
  • Build accurate and reliable 6 to 12-month forecasts to support operations and internal planning efforts
  • Leverage existing customer relationships to identify parallel growth market opportunities
  • Negotiate contracts that represent the best interest of the business while managing and minimizing exposure and risk
  • Bachelor's Degree in business or a technical discipline
  • 10+ years professional experience; a minimum of 5 years of experience in sales or commercial teams in an industrial and/or utility-oriented environment
  • Significant experience with senior level relationships at large scale electric utilities
  • A successful candidate will have spent ample time working in similar business development roles, ideally focused on industrial sales and/or utilities
  • Diverse functional experience is highly desired, including pricing, marketing, go to market strategy, revenue management, and sales
  • Proactive, responsive, and engaged. Driven and takes personal accountability. High energy.
  • Operates with a sense of urgency
  • Entrepreneurial spirit and enjoys a fast-changing environment
  • Direct communication and working style. Advocates and selects the best idea, not necessarily their own idea. Low on ego and apolitical
  • Collaborative, flexible and open-minded. Able to thrive in a team-based environment. Exhibits a high degree of autonomy with a proven ability to pull disparate pieces together across the organization and 'get things done.'
  • Establishes a high degree of personal accountability among his/her team and enables the team to hold each other accountable, challenging the status quo and fostering an environment of new ideas and change
  • Analytically-oriented perspective towards business development, integrating analytics and technology into decision-making and resource allocation
  • Demonstrated selling and negotiation skills
  • A successful record of progressive career advancement with expanding responsibilities
  • Extreme customer focus; Can be a model steward for Systems Control's long legacy of close partnership with customers
  • Experience in market / product strategy
  • Strong analytical and financial skills
  • Outstanding communication and presentation skills
  • Familiarity with the utility landscape
  • Strong negotiating and decision-making skills
  • Experienced problem-solver
  • Proficient in Microsoft Office Suite

ID: 2019-1324
External Company URL: https://www.systemscontrol.com/
Telecommute: Yes

Northern Star Industries

Address

Iron Mountain, MI
49801 USA

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