Southworth Products, located in Falmouth, Maine, has an immediate opening for a full-time Strategic Account Manager .
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 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, work from home flexibility, and a fun engaged workforce!
Are you curious? Do you enjoy building, and have a knack for understanding a customer's needs? Do you excel at strategic thinking and communication, with the ability to analyze and identify opportunities that generate mutual value for the business and the customer?
The Strategic Account Manager (SAM) 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
Provide defined Strategic Accounts with commercial solutions, pricing, and technical expertise.
Initiate and improve relations via customer interactions, with special emphasis on customer visits.
Exploit all opportunities within defined Strategic Accounts and drive development of customer account plans, including strategy and tactics.
Proactively participate in and promote knowledge sharing across the Southworth organization.
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.
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.).
To perform other tasks, duties and responsibilities as required by the immediate manager.
Partner with Strategic Accounts Project Management, Engineering, Estimating, Manufacturing and Finance on a regular basis.
Key Accomplishments – First 18 Months
Establish an attack plan for the assigned accounts and provide clear actions that inform input to the forecast process at Southworth.
Develop and drive game plan for business development with the key account organization.
Demonstrate the ability to significantly increase business with assigned accounts over treating them as a typical sale account.
Gain a profound understanding of Southworth opportunities in defined key accounts.
Drives deployment of Southworth Strategic Plan within area of responsibility.
Establish deep knowledge of company, products, and industry.
Travel Requirements
Travel is an integral part of this role.
50%+ travel to be expected.
What Our Ideal Candidate Brings To The Table
University degree in Business Management, MSc or equivalent.
A minimum of 10 years' progressive experience within Strategic Sales with well-developed negotiation skills.
Demonstrated ability to expand market share within a given customer and sustained track of record of success.
Experience of business development and change management with documented strong results.
Entrepreneurial mindset that focuses on customer impact, building and innovation.
Coaching, advising approach to internal and external stakeholders.
Ability to create and maintain good relationships both internally and externally, while driving change.
High level of business orientation and a diplomatic approach.
Intercultural awareness.
High level of business acumen, actively seeking opportunities to develop and grow the business.
High expectations on results.
Optimistic with a can-do-attitude.
Strategic thinker who approaches situations with curiosity.
Seeks and accepts feedback, continuous development of self.
Role model acts in conjunction with Southworth values.
What You Will Love About Southworth
Paid time off for Vacation, Sick/Personal, Maternity/Paternity Leave, and Community Service/Volunteer work
Affordable Medical and Vision coverage
FREE company paid Dental coverage.
Company paid Life Insurance
Tuition Reimbursement & Career Development Plans
FUN and collaborative team members
The opportunity to reach a worldwide customer base.
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