PURPOSE
The purpose of this job is to coordinate and execute business plans for existing and new customer accounts. Strategic Account Managers work to generate value for partner accounts while driving revenue growth through identification of new category and market opportunities. They are responsible for earning the trust and respect of account stakeholders, optimizing business opportunities, and delivering on commitments and transforming account insights into innovative ideas for tomorrow.
Strategic Account Manager
Commercial Vehicle Strategic Account Manager provides specialized support for key wholesale distribution and CV accounts. They work closely with partner accounts to develop and execute 1-3 year strategic plans, focusing primarily on sustaining current margins while also driving growth for existing and underpenetrated product lines. As the primary DRiV point of contact, the SAM is responsible for providing direction for the sales organization in support of key account objectives.
ESSENTIAL TASKS AND RESPONSIBILITIES
Strategic Partner
Execute business plans to increase sales and revenue in support of DRiV strategy
Collaborate with partner accounts to identify ways that DRiV can help them accomplish their business goals
Organize, lead, assign, and track activities for development, implementation, and maintenance of value-generating activities to meet customer needs
Develop timelines and activity reports to drive on-time completion of critical tasks
Relationship Management
Build relationships with key decision-makers in partner organizations
Address customer concerns in a swift and effective manner to maintain customer satisfaction
Monitor financial account status and collaborate with key partners to ensure alignment
Communication & Collaboration
Develop forecasts, monitor performance and report the status of sales goals to DRiV leadership
Inform partners on pricing updates, new products, or special offer programs
Present, persuade and educate customer audiences on the value of DRiV's portfolio
Communicate with cross functional teams to identify opportunities and retain partnerships
Ensure sales and engineering collaboration is sustained throughout organization (new/existing business)
Maintain records of customer market and industry intelligence utilizing Salesforce/Cloud
Develop product recovery plans for strategic customers in all applicable categories
Partner with product team and plant controllers to ensure margin objectives aligned with DRiV expectations
Eye for Opportunity
Negotiate sale of products and programs based on opportunity analysis
Research account objectives to identify new opportunities for account development
Recommend products/services based on identified customer needs to generate additional value
Leverage multiple sales data sources to expand account sales for new DRiV products
Prepare commercial documents and presentations for internal management approval
SPECIALIZED KNOWLEDGE, SKILLS, & ABILITIES
Knowledge
Sales/marketing principles and techniques
DRiV brands and services
Partner account information
Logistic management principles (i.e. Risks associated with product supply logistics)
Data reporting systems
Financial calculations: Margin, performance to AOP, fill rates
Skills
Software: Microsoft Office, SAP/Cloud for Customer or other CRM platforms
Data analytics/visualization: Microsoft PowerBI, Excel, PowerPoint
Project management
Coordinating collaborative team efforts
Conflict resolution
Abilities
Strategic focus - Prioritize tasks based on urgency
Communication and collaboration across functional disciplines
Public speaking
Communicate importance, urgency, and priority in order to motivate action
QUALIFICATIONS
4-year degree in business, marketing, or relevant field
3+ years of progressive experience in sales, account management, or marketing
Computing skills:
Microsoft PowerPoint & Excel
Reporting & Data Analytics (Microsoft Power BI)
SAP-driven point-of-sale data
Analytical skills
Able to read and interpret data, communicate insights to customers, and identify growth opportunities
Presentation skills
Able analyze data metrics and present findings to internal stakeholders and customers
Communication skills
Microsoft Teams, phone, other virtual meeting software
Ability to travel
Will require travel to account sites, distribution centers and manufacturing plants
Preferred:
Business, finance, accounts payable knowledge
C4C experience
Equal Opportunity Employer Minorities/Women/Veterans/Disabled