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Director of Strategic Accounts

Location: Chicago, Illinois, United States
Job ID: R0005216
Date Posted: Jan 26, 2022
Segment: Industry
Business Unit: Hitachi Industrial Equipment Systems
Company Name: Sullair, LLC
Profession (Job Category): Sales, Marketing & Product Management
Job Type (Experience Level): Management
Job Schedule: Full time
Remote: No

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Description

Summary of the position:

The Strategic Account Director leads the Strategic Account team’s sales process to large accounts. The director develops and maintains specific programs, process, and provides leadership. The Strategic Account Director focuses on larger end customer relationships, retail partner relationships, and OEM accounts with emphasis on discovering new, maintaining current, and expanding all relationships with the end customers. The position, working with Strategic Accounts Managers, develops short-term tactical and long-range strategic actions for achieving sales growth and specific account objectives. The Strategic Account team represents the entire range of the product portfolio and services to all Strategic Accounts throughout the Americas and coordinates with Sullair Distributors and Distributor Counsels, as required.    This position can be located in Chicago, Illinois; Michigan City, Indiana; or remote near a major airport.

Duties and responsibilities:

  • Create, implement, and utilize Company processes and resources to define, target, discover, penetrate, and establish new and then long-term relationships with identified Strategic Accounts, Retail Accounts, and OEM partners.
  • Establishes productive, professional relationships within all levels of an assigned Account(s).
  • Coordinate the involvement of Company personnel and Distributor channel partners, including sales support, service, and management resources, in order to meet and exceed the Account performance objectives and customers’ expectations.
  • Meet assigned targets for sales growth, sales volume and strategic objectives in identified vertical markets and accounts.
  • Proactively lead Sullair’s Large and Strategic Account Process that develops mutual performance objectives, financial targets, and critical milestones with the end customers.
  • Proactively assesses, clarifies, and validates end customer needs on an ongoing basis.
  • Leads solution development that best address customer needs, while coordinating the involvement of all necessary Company and Distributor’s as required.
  • Recruit, coach, and develop Sales Account Managers in established sales processes and business acumen with a channel partner and end customer focused approach.
  • Once fully developed metrics and tracking systems are in place, review sales metrics and program status with internal and end customer stakeholders.
  • Utilize Sullair’s CRM programs and account tracking mythology.
  • Enlists the support of Company/Distribution sales specialists (ASM’s, RSM’s, Aftermarket) implementation resources, service resources, and other sales, financial, and management resources as needed.
  • Closely coordinate company executive involvement with end customer management.
  • Work closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.
  • Complete required training and development objectives within the assigned timeframe.

Qualifications:

Education:

  • Four-year degree in business or related field from an accredited institution.
  • MBA is preferred.

Professional experience:

  • Minimum 10 years of Strategic Account, National Account, or OEM sales and sales management experience in an industrial business-to-business sales environment.
  • PC and CRM proficiency.

Key behaviors:

  • Must have excellent communication skills in working across customer base, distribution partners, and internal Sullair stakeholders.

Direct reports:

  • Strategic Account Managers, OEM Sales Manager, Retail Sales Manager

The successful candidate is responsible for complying with Sullair’s Code of Ethics and related policies. In performing the job, the incumbent shall take all steps necessary to comply with our safety rules and requirements and must actively support the organization's efforts to meet and exceed its goals of creating and maintaining a safe workplace.

This description is to serve as a guide. It is intended to be flexible and will continue to evolve over time with business needs and demands and may be updated periodically and at the Company's discretion.

Sullair is an equal opportunity employer and will not discriminate based on race, religion, color, age, gender, sexual orientation, national origin, genetic information, veteran status, physical or mental disability, or other protected categories under applicable law, whether in recruitment, employment, promotion, transfer, compensation, or other conditions of employment.

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