What are the responsibilities and job description for the Senior Manager - Strategic Accounts position at Wesco?
As a Senior Manager - Strategic Accounts, you will build an effective account strategy to develop key strategic client relationship(s) resulting in profitable sales growth using an advanced level of sales skills, industry knowledge and business acumen. You will maintain contact with account(s) at a high, often executive level, focusing on the strategic nature of the relationship. You will manage sales activities for named accounts rather than an assigned territory. You may be a team leader and/or provide professional leadership and coordination for a team supporting key accounts that are highly strategic and have complex requirements.
Responsibilities:
- Accountable for the execution of strategic account plans.
- Manages or may be team leader for a group of experienced Strategic Account Managers.
- Manages the joint-strategic account planning process with Strategic Account Managers, Outside Sales Representatives, sales management, and other internal participants.
- Establishes and holds team accountable for annual goals and priorities.
- Provides guidance on securing new customers/growing existing customers with Global Accounts agreements.
- Holds regular, scheduled reviews with direct reports, providing solutions to difficult and complex problems.
- Maintains productive, long term relationships with key accounts at the executive level.
- Provides input on development of departmental strategy, focusing on strategy implementation.
- Coaches salespeople to sell strategically at the right levels.
- Maintains positive team-oriented approach with upper management and peers in other departments, sharing new programs best practices.
Qualifications:
- High School Degree or Equivalent required; Bachelor’s Degree - Sales, Business Administration, Engineering, or relevant field preferred.
- Strategic Sales experience/10 years
- Large account management experience with a history of maintaining and developing relationships /10 years
- Executive level selling experience/2 years
- People management/2 years
- Proven success in strategic planning, resource allocation, leadership techniques, production methods and management of people and resources.
- Ability to influence others outside of own level regarding policies, practices, and procedures.
- Strong verbal, written, analytical, persuasion and interpersonal skills.
- Demonstrated leadership, teamwork, and flexibility.
- Proficiency with CRM software and Microsoft Office
- Executive level selling experience in a related industry preferred/ 5 years
- Ability to travel up to 25%