Strategic Account Manager - Building Components Job

Situation in Organization

• Reports directly to the National Sales Manager (BC MST)
• Engage continuously with Bostik’s MST (Market Segment Team)

Job Dimensions

In this position, SAM will focus and grow complex strategic customer accounts in the Building Components Market.  They will work in tandem with the BC Market Segment Team; compromised of Regional Business Director, National Sales Manager, Technical Service Manager, R&D, Customer Service, Business Development, Marketing and Product Line Managers to drive profitable growth through Key Account Planning - implementation & pipeline project management.  Hunter mentality is necessary.  The BC MST is driving Bostik technology into the building submarkets such as, window/door/skylights, metal construction, weather & air barrier, laminated panels, engineered wood, and roofing & waterproofing system brand owner OEMs.

Activities

• Outbound pro-active calling to identify new opportunities/applications, initiate sales campaigns, reach decision makers, and collect competitive intelligence
• Navigating complex organizations to influence key influencers and decision makers to negotiate, execute and implement corporate sales & contracts
• Capture accurate and complete information for CRM reporting – Salesforce.com
• Participate in weekly account project execution sessions with Market Segment Team members
• Key Account Management program implementation. (Account mapping, cross functional teams’ engagement, mutually agreed programs & objectives, participate in regular cadence of meetings, and help deliver results)
• Work with the Marketing department to develop and implement effective sales enablement tools
• Participate in Sales, Inventory, Operation & Planning meetings (Monthly Sales Forecasting)
• Negotiation skills required
• Overnight travel 40-60% - Mostly N. America, but Global travel might be required.

Context and Environment

• Must understand how the “ecosystem” interconnects in this evolving, competitive & consolidating market
• Need to be well networked, have strong relationships with all stakeholders including customers, allied suppliers, and industry associations, and have the ability to sell at all levels of an organization
• Solution selling the total value chain from OEM Assembly through installation is required

Accountabilities

• Results driven, responsible for YOY revenue and margin dollar growth by 6%+
• Develops annual Territory Business Plan and takes ownership and responsibility for achieving desired result
• Increases account margins through value pricing and sound margin management
• Execute strategic plans developed jointly and actively with the BC Market Segment Team
• Consistent use of Salesforce.com for maintaining up to date and accurate “living documents”
• Consistent use of High-Spot for customer development and interaction
• Consistent use of Salesforce.com for maintaining up to date “living documents”

Qualifications / Experience Required

• Bachelor’s degree required, B.S. in technical field preferred (not mandatory), advanced degree a plus
• 3-10 years of successful B2B Account Sales Management experience desired
• Experience in the Building & Construction Markets with adhesives/sealants is strongly preferred
• Proven experience working in the B&C OEM Markets and/or distribution channels is preferred
• Excellent oral and written communication skills with a strong understanding of various communication methods and proper situational use
• Must possess a positive, “can do” attitude with an assertive engagement mentality
• Excellent personal and interpersonal working skills
• Demonstrates proactive thinking and strong problem-solving skills
• Must be proficient in Microsoft Excel, Outlook, Word, PowerPoint, LinkedIn, Web-site navigation and CRM software. Experience with use of PowerBI is a plus
• Located in the Midwest/Ohio Valley