Strategic Account Manager

Job Title: Strategic Account Manager

Work Location: Remote/Field

SUMMARY

The candidate will represent Shur-Co, LLC with exemplary professionalism, integrity and energy and will grow sales and market share within the assigned market segment. The candidate will promote and demonstrate Shur-Co as the ideal partner in the strategic market segment by supporting key fleets, dealers, and Original Equipment Manufacturers (OEM). The ideal candidate will be a hands-on and supportive sales professional with experience in the specific market segment. This candidate will identify opportunities and build relationships with decision makers and coaches within this market. This candidate will contribute to and protect the best interests of Shur-Co, LLC by performing the following duties and other duties which may be assigned.

 

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following:

• Develop yearly business plans specific to the assigned strategic accounts.
• Manage existing strategic accounts by providing technical and sales support and managing customer concerns to agreeable resolutions. Some actions used in this process will be:
  • Communicate technical product specifications.
  • Provide input in quoting process.
  • Collaborate with company internal departments which may include engineering, accounting, marketing, operations, senior management, and other sales team members.
  • Provide or monitor product installations and Dealer support to establish continuous improvement at the strategic account and at the Shur-Co manufacturing facilities.
  • When applicable, provide aftermarket sales growth potential to strategic account parts department.
  • Follow through on all warranty concerns or claims promptly and through proper channels and procedures.
  • Participate in the development and execution of key accounts’ plans for use in Shur-Co’s strategic planning purposes and long-range forecasting.
• Prospect, investigate and study the assigned market segment to identify new business opportunities and/or accounts for the Shur-Co sales team. This process will include:
  • Assessing the opportunity/ account
  • Establishing credibility and building rapport with the potential opportunity/account
  • Continue to develop the opportunity/ account or help to transition to the TSR for further development.
• Communicate with Service Center Managers and facilitate the coordination of a team to include Customer Service and Sales Engineering to provide service and sales support for the strategic market segment.
• Represent Shur-Co at key industry trade shows and supporting TSRs at key regional events as needed.
• Provide monthly reports on activity and performance within the market segment to direct report. Elevate any strategic findings to senior management team.
• Provide insight in market segment related to customer’s buying habits, industry trends, and market intelligence and communicate this information with the Shur-Co sales team.

• Travel as needed to support sales and growth in the assigned market segment. Travel will include air flights with limited international travel, Canada, and Mexico. Overnight travel will range between 50% - 80%, which might include some weekend travel, weekly travel, and multiple weekly trips per month.

• Maintain all customer database and customer information in approved Shur-Co CRM system.

 

QUALIFICATIONS 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Digital literacy required.

 

EDUCATION and/or EXPERIENCE

• Bachelor's degree from an accredited four-year college or university.
• Minimum of three years of industry related experience.
• Candidates with more industry experience will be considered in lieu of a formal degree.
• Experience in managing multiple key accounts in the Truck/ Trailer Industry.
• Formal Sales Training is a plus.

 

LANGUAGE SKILLS

• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
• Ability to write reports, business correspondence, and procedure manuals.
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.

 

MATHEMATICAL SKILLS

• Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of geometry and algebra.
• Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

 

REASONING ABILITY

• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Ability to interpret an extensive variety of technical instructions in mathematical or diagram form as well as understanding abstract and concrete variables.

 

CERTIFICATES, LICENSES, REGISTRATIONS, COMPUTER SKILLS

• Must have an unrestricted valid driver's license with a clean driving record.
• Basic computer skills with a working knowledge of Microsoft Office Word, Excel, and PowerPoint along with excellent presentation skills.

 

PHYSICAL QUALIFICATIONS

• While performing the duties of this job, the employee is regularly required to stand, walk, sit, use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.
• The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl.
• The employee must regularly lift and/or move up to 25 pounds and occasionally lift and/or move up to 100 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

 

WORK ENVIRONMENT 

• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation will be made to enable individuals with disabilities to perform the essential functions.

• While performing the duties of this job, the employee is occasionally exposed to wet and/or humid conditions; moving mechanical parts; high, precarious places; fumes or airborne particles; outside weather conditions; risk of electrical shock; and vibration.
• The noise level in the work environment is usually moderate.