Position Summary:
The Strategic Account Manager (SAM) is responsible for developing long-term high level relationships with a defined portfolio of territory assigned customers by maintaining continuous contact with executive management, distributors, sale management and key influencers. This position will also serve as a liaison between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions and results that meet and exceed customer expectations and needs at all touchpoints.Each Strategic Account Manager (SAM) will work alongside the Account Manager (AM) to achieve POLARIS Laboratories®, LLC territory sales goals and profitability objectives in their designated territory.
The SAM and AM will use SalesForce.com, Horizon Pro, and other technical products to strategize and record success. Each position will be responsible for quoting prospective business. AMS will handle Proposals under $100,000 and SAM will handle proposal over $100,000 as well as RFPs. AMs and SAMs will identify product category volume and establish profitability objectives utilizing the appropriate SOW. SAMs are an external position; TEAMS meetings and travel to customers and conventions will be expected. At POLARIS Laboratories®, LLC SAMs will be the first customer contact on new business leads over $100,000.
The SAM will identify new opportunities for business in existing accounts by using Data analysis comment codes, SalesForce.com, Program Enrichment Reviews, and Marketing leads. The SAM will also be responsible to prospect for new business in identified accounts over $100,000 in projected volume. In addition, SAMs will identify development potential in top accounts by increasing testing compliance, suggesting new testing, and offering sampling accessories to help the customer realize greater impact from its fluid analysis programs. SAMs will pursue timely growth opportunities within customer accounts and execute traditional quote development to advance those opportunities. Accountable for all business outcomes for specified territory and accounts, SAMs will be a problem-solving, results-focused, detail-oriented, task-driven, team member who is comfortable juggling multiple projects in a deadline-driven, continuously changing environment. This position will report directly to the General Manager of North American Sales and is part of the company’s sales team.
ESSENTIAL FUNCTIONS
Weight of associated position responsibility, duty or task to successful performance:
20%Understand Organizational Priorities
- Serve as point of contact to executive leadership of customers in defined territory
- Conduct quarterly Program Enrichment Reviews for account generating 70% of territory revenue.
- Prepare recommended improvements for customer and company using quarterly reviews.
- Identify and submit continuous improvement ideas.
25%Account and Opportunity Planning
- Work with the AM to establish strategic account plans
- Create strategic and implement plans for top accounts producing 70% of revenue
- Input incoming/outgoing calls/email and update leads/open opportunities in SFDC (daily)
- Target new business from accounts over $100k, including cold calls and customer referrals
- Contribute to development of growth quota for existing line of business (territory)
- Recruit companies and sponsors for annual Customer Summit
20%Joint Solution Development
- Assess/ validate customer needs and opportunities for additional programs/tests/services
- Support onboarding introduction through collaborative efforts with customer service
- Create and demonstrate value of fluid analysis with customer
- Maximize user adoption and compliance
- Up-sell and cross-sell POLARIS Laboratories® services
- Responsible for evaluating pricing increase yearly (Jan)
10%Cross-Functional Account Team Leadership
- Collaborate with AM, technical Business Consultants and Marketing
- Advise internal team members customer needs and expectations
- Administration, project management, campaign and team support
25%Overall Relationship and Outcome Management
- Identify, target, track efforts of potential customers over $100K, report out monthly
- Work with top 70% revenue accounts to resolve issues with key decision makers
- Lead internal teams to address and rectify issues of customer dissatisfaction
- Personal skill development in the areas of sales (training, seminars, sales meetings)
- Track and measure prospecting results to identify adjustments and best practices
SUPPORTIVE FUNCTIONS
In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the supervisor based upon the particular requirements of the company.
- Provide coverage to other Marketing Department functions, as defined by the Director of NA Sales
- Coordinate efforts with Account Managers to reduce duplication of efforts and reduce inefficacies.
OTHER DUTIES
- Adherence and support of the POLARIS Employee Handbook inclusive of the Standards of Conduct
- Lean and support of the quality management system
- Other duties as assigned
SPECIFIC JOB KNOWLEDGE, SKILL AND ABILITY
The individual must possess the following knowledge, skills and abilities and be able to perform the essential functions of the job, with or without reasonable accommodation.
- Proven sales history, account management, customer service or other relevant experience
- Demonstrated ability to communicate, present and influence credibly effectively at all levels of the organization, including executive and C-level
- Experience in delivering client-focused solutions based on customer needs
- Proven competence to manage multiple projects at a time while paying strict attention to efficiency and detail; ability to adapt to constant change in said projects
- Exceptional listening, negotiation and presentation skills
- Excellent verbal and written communications skills
- Proficient with corporate productivity and web presentation tools
- Ability to work with cross-department teams
- Basic knowledge of email Marketing solutions (Pardot)
- Advanced knowledge of CRM solutions (SFDC)
- Familiar with project and ticket management, workgroup collaboration tools and process-based workflows
- Ability to multi-task, prioritize, and manage time effectively
ORGANIZATIONAL RELATIONSHIPS
Position directly reports to this position: Director of North American Sales
SAFETY REQUIREMENTS
OSHA laws require the use of the following Personal Protective Equipment (PPE) when performing work duties that have the potential of risk to your health or safety:Protective eye wearTeam members will be trained in the proper use and care of assigned PPE. POLARIS Laboratories, LLC provides the required PPE. It is your responsibility to report defective, damaged or lost PPE, or equipment that does not fit properly, to your Manager.
REQUIRED QUALIFICATIONS
The required qualifications necessary in terms of education, course concentration, work experience, technical knowledge and desired advanced certifications.
- Prior experience in Sales or Marketing
- College Degree or equivalent work experience
PREFERRED QUALIFICATIONS
The preferred qualifications desired in terms of education, course concentration, work experience, technical knowledge and desired advanced certifications.
- Experience working in oil and gas field
- Experience with preventative maintenance
