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Director, Strategic Account Jobs
Company | LUFKIN INDUSTRIES |
Address | Missouri City, TX, United States |
Employment type | FULL_TIME |
Salary | |
Category | Internet Publishing |
Expires | 2023-05-11 |
Posted at | 1 year ago |
Role Summary:
- Implement effective communication, controls, and reporting to promote efficient plan management across finance, marketing, product management, manufacturing and other cross functional departments that contribute to world class customer experience.
- Provide the senior level contact for key accounts including strategic direction, pricing and contract negotiations, dispute resolution, customer accountability, and Lufkin performance.
- Identify global growth opportunities through Key Account executive relationships, internal performance, and market data. Provide the data, goals, and plans necessary to the appropriate business leaders to co-create focused initiatives to engage these opportunities.
- Document the strategic priorities, buying process, key purchase critieria, and supplier performance data points to create an appropriate value proposition and engagement strategy to develop the business.
- As a member of the senior management team, contribute to decisions impacting the enterprise.
- Establish annual plans, financial targets, and commercial activities to achieve the plan. Develop leading indicator dashboards for an objective view of progress. This includes specific product and financial goals consistent with achieving the 5-year strategy.
- Work closely with the region business leaders to set annual sales goals and execution plans; support with specific resources and reporting to insure plan achievement.
- Provide quarterly assessments on execution, identify root causes of under or overperformance, and respond accordingly. Plan quarterly sales team reviews to insure alignment and accountability.
- Maintain a long-range business strategy to cultivate trusted relationships that results in meaningful influence, participation in the customer planning process, and creates value in doing business with Lufkin.
- Set account prices that build appropriate mix and volume. Connect with product management on price and profitability targets.
- Translated account insights into an actionable strategy to grow customer revenue and margins to meet AOP targets.
- Established leading indicators and KPIs of business performance; formatted quarterly reviews developed and executed with regularity.
- Worked with commercial leaders to develop specific goals on geographic expansion, new product/service introduction, and overall EBITDA improvement.
- Having worked with marketing and sales operations, deploy the data, targeting, marketing programs, value proposition, product strategy, and any necessary account specific training.
- Established executive relationships with the key accounts, document account priorities and Lufkin value proposition.
- Candidates must possess strong financial and analytical skills with the ability to balance top line growth to meet profitability and working capital goals.
- Strategic orientation that is focused on building a plan for the long term; contrast is pursuing individual opportunities as the basis for daily activities.
- Demonstrated ability to work in a matrixed environment to mobilize commercial effort against a clear business plan.
- Prior experience in key account management in a B2B environment requiring senior level contact and high levels of innovation, quality, and service.
- A command of structuring and negotiating major account contracts.
- The professional presence and credibility to function effectively both internally as well as at the highest level of customer contacts and, when necessary, the Board of Directors.
- Knows the business and the mission-critical technical and functional skills needed to do the job; understands various types of business propositions and understands how businesses operate in general; learns new methods and technologies easily.
- Manages people well; gets the most and best out of the people he/she has; sets and communicates guiding goals; measures accomplishments, holds people accountable, and gives useful feedback; delegates and develops; keeps people informed; provides coaching for today and for the future.
- Writes and presents effectively; adjusts to fit the audience and the message; strongly gets a message across.
- Relates well to a wide variety of diverse styles, types, and classes; open to differences; effective up, down, sideways, inside, and outside; builds diverse networks; quick to find common ground; treats differences fairly and equitably; treats everyone as a preferred customer.
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