Strategic Account Manager/ Key Account Manager

About the job:

Southworth Products, located in Falmouth, Maine, has an immediate opening for a full-time Strategic Account Manager to cultivate sales efforts with a focus on the Southeastern United States.

Are you curious, enjoy building and have a knack for communication and understanding a customer’s needs? Do you excel at strategic thinking, with the ability to analyze and identify opportunities that generate mutual value for the business and the customer?

The Strategic Account Manager is an individual who has a strong customer orientation and excels at understanding their customers’ priorities and the business challenges they face and ultimately are working to solve. This strategic thinker also has a strong financial & business acumen which supports their ability to analyze and identify opportunities that generate mutual value for Southworth and customer. The SAM is a strong communicator with above average interpersonal skills, and emotional intelligence (EQ) that affords them the ability to interpret verbal and non-verbal messages. This person is a strong negotiator who operates with an intentionality around co-creating value for their customers and Southworth.

Lastly, the SAM encourages, supports, and guides intra-company cooperation at all levels and actively manages the decision process for their assigned customers.

Who is Southworth?

Southworth is the world’s largest manufacturer of ergonomic material handling equipment for vertical lifting and work positioning. Our products are designed to improve worker productivity while reducing the potential for worker injuries. Anywhere that workers are lifting and positioning items, handling pallets, working with parts in containers or transporting loads in a factory or warehouse, Southworth has a product to make the job faster, safer, and easier.

We realize that our success is a direct result of the efforts of our talented and dedicated employees. To ensure continued success we take extra care to make sure that careers at Southworth are financially, intellectually, emotionally, and socially rewarding for all. We offer a generous time off policy, 401k match, affordable health and vision coverage, tuition reimbursement, development plans for career growth, and a fun engaged workforce!

What You Will Do:

• Exploit all opportunities within defined Strategic Accounts and drive development of customer account plans, including strategy and tactics.
• To perform other tasks, duties and responsibilities as required by the immediate manager.
• Provide customer feedback and information to the company that contributes to the development of the company (e.g., new business opportunities, legislation, competition, product development, etc.)
• Communicate opportunities, projects, and customer developments within the global strategic account organization.
• Partner with Strategic Accounts Project Management, Engineering, Estimating, Manufacturing and Finance on a regular basis.
• Provide defined Strategic Accounts with commercial solutions, pricing, and technical expertise.
• Additional duties include exploring and developing the market in responsibility, presenting the Strategic Accounts on regular business reviews, and supporting and executing strategic intents. As well as recognizing and communicating potential developments and threats (competition, regulations etc.).
• This role will focus efforts in the Southwestern United States.
• Proactively participate in and promote knowledge sharing across the Southworth organization.
• Initiate and improve relations via customer interactions, with special emphasis on customer visits.

Key Accomplishments - First 18 Months:

• Establish deep knowledge of company, products, and industry.
• Demonstrate the ability to significantly increase business with assigned accounts over treating them as a typical sale account.
• Develop and drive game plan for business development with the key account organization.
• Gain a profound understanding of Southworth opportunities in defined key accounts.
• Establish an attack plan for the assigned accounts and provide clear actions that inform input to the forecast process at Southworth.
• Drives deployment of Southworth Strategic Plan within area of responsibility.

Travel Requirements:

• 50%+ travel to be expected.
• Travel is an integral part of this role.

What Our Ideal Candidate Will Bring To The Table:

• High level of business orientation and a diplomatic approach.
• Role model acts in conjunction with Southworth values.
• Ability to create and maintain good relationships both internally and externally, while driving change.
• Intercultural awareness.
• Demonstrated ability to expand market share within a given customer and sustained track of record of success.
• Coaching, advising approach to internal and external stakeholders.
• High level of business acumen, actively seeking opportunities to develop and grow the business.
• Seeks and accepts feedback, continuous development of self.
• Entrepreneurial mindset that focuses on customer impact, building and innovation.
• Optimistic with a can-do-attitude.
• University degree in Business Management, MSc or equivalent.
• A minimum of 10 years’ progressive experience within Strategic Sales with well-developed negotiation skills.
• Experience of business development and change management with documented strong results.
• Strategic thinker who approaches situations with curiosity.
• High expectations on results.

What You Will Love About Southworth:

• Tuition Reimbursement & Career Development Plans
• Paid time off for Vacation, Sick/Personal, Maternity/Paternity Leave, and Community Service/Volunteer work
• Company paid Life Insurance
• The opportunity to reach a worldwide customer base.
• FREE company paid Dental coverage.
• FUN and collaborative team members
• Affordable Medical and Vision coverage