Job Details

This individual will be responsible for developing, implementing and managing a holistic sales strategy to maintain current business and create new business opportunities with strategic key accounts. This role will drive strong, deep relationships with senior leaders at customers and build deep customer intimacy to satisfy customer needs.  They will proactively pipeline new business and drive sales growth.

METRICS (up to 5 key metrics that apply to this role – see list at end for examples):

1.       Sales Growth - $

2.       Sales pipeline

3.       Account Strategy development, communication and implementation

4.       Innovation of new initiatives to deliver unique value to customers while optimizing L&P Capabilities

5.       Customer feedback / customer scorecards

6.       Growth and strengthen customer relationship

Key Team(s) this role interacts with:

·         WF Global Sales Team

·         WF BULT

·         Branch leadership

·         WF Finance team members

·         WF engineering, quality, customer service teams

·         LP Legal

·         WF Customers – up to VP Level at the client

Systems this role uses: ZOHO CRM & Power BI

Key Roles this role interacts with:

·         BU President

·         Branch MGR’s

·         CSR’s

·         Engineers

·         Executive leaders

·         External business owners

Major Actions and Support Actions

Own and Drive the business relationship for L&P WF within assigned accounts.  Develop deep relationships with key position holders within the account in product management, product development and supply chain positions.

Drive profitable sales growth within the account by proactively identifying and pipelining new product development opportunities and capturing increased share of the customer’s business.

Own the development of key account sales strategy and detailed plan to execute new business growth, grow current business and creatively work to expand current portfolio of client base.

Conduct periodic business reviews with key accounts. 

Find ways to improve profitability within assigned accounts.

Provide input and guidance (customer insight) on new product development needs.

Collaborate across LP and client at all levels.

Educational requirements, Certifications:

Bachelor’s degree preferred but not required if valid experience present (business, marketing, engineering)

Experience:

·         Proven track record of driving sales growth and other sales KPIs within large companies that have complex business models; often global

·         Excellent ability to strategically plan, think, implement strategies. Ability to deeply examine the “why”

·         Demonstrated effectiveness and superb ability to build consensus, create a following/build teams/trusted partner

·         Ability to create deep relationships with external customers and drive trust, open communication and partnerships

·         Experience creating and delivering concise presentations that “tell the story” to executive level management

·         Experience collecting and analyzing market and industry research and applying it to the work

·         Mechanical knowledge and capabilities/Technical knowledge; manufacturing experience and knowledge a plus

KNOWLEDGE, SKILLS AND ABILITY:

(List the MINIMUM knowledge, skills and ability required to perform the essential functions of the position):

·         Min of 8-10 years’ experience as an Account Manager or comparable business experience (customer facing roles, business acumen, ability to work across different disciplines, etc.) Considered a subject matter expert.

·         Must be a self-starter, highly motivated, competitive to win, goal driven

·         Excellent two-way communication skills – verbal, written, active listener, ability to work with BU President, up to VP-level of client company (large strategic accounts). Trusted to be the face of LP

·         Excellent strategic planning skills, critical thinking,

·         Perfected project management skills

·         Highly effective collaborator with all levels and disciplines of LP WF

·         High level, independent decision-making skills

·         Strong negotiation skills

·         High level of financial acumen, ability to use data to drive decision making

·         Basic understanding of manufacturing processes and ability to read a blueprint

·         Computer skills: PowerPoint, Excel, Outlook, Project, Word

·         Excellent written and verbal communication skills

·         Professional presence

Travel: 10% Local/Day Trips

30+% Regional, National, or Global Travel as required