Strategic Account Manager - Data Centers
Job Summary
The position provides leadership and direction in the establishment, development, and growth of assigned Strategic Accounts within the Account Based Sales pillar. This position will carry out responsibilities in all of the following functions and areas: creating strategic plans, communicating direction, implementing corporate business reviews, creating corporate road-maps, expanding relationships (Maintain and develop relationships at all levels of Management, Procurement, Operations, and Quality Assurance, Engineering, Sales, and Estimating/quotations departments), analysis and recommendations, corporate price negotiations, and leading cross-functional teams.
Responsibilities
- Lead the charge in the development of a strategic plan and implementation of strategic initiatives for assigned Data Center customers. The focus includes increasing account share, revenue growth, profitability, building and expanding relationships with major stakeholders, increasing product mix, and expanding the Phoenix Contact brand.
- Develop strategic roadmaps for assigned accounts providing direction and insight on existing revenue generating locations and prioritization of developmental locations.
- Develop intimate insight into the customer culture, needs, and supply chain, including key metrics leading to the recommendation of plans, initiatives, and/or corrective actions to provide the highest level of service to the customer’s organization.
- Lead and coordinate established business reviews with the assigned accounts, including monitoring of competitive activity, leading to recommendations to the Phoenix Contact team on areas of improvement.
- Organize and lead cross functional teams with the appropriate members of Phoenix Contact for the purpose of building and maintaining trusting relationships between Phoenix Contact and assigned accounts.
- Manage project transitions assigned to specific locations as projects develop (e.g., specification, bid, procurement, and implementation) and oversee health of the opportunity pipeline.
- Lead the development of presentations and proposals for assigned customers, soliciting support as applicable from necessary divisional resources.
- Communicate price negotiations / actions for assigned accounts to the Harrisburg, Blomberg, and other Subsidiary teams including the integration of the channel.
- Utilize current CRM as the primary customer planning, reporting, measurement, and opportunity tracking tool.
- Be proficient in and drive the use of all sales tools provided to support local markets.
- Active involvement in industry related associations, as well as distributor, and customer events.
- Demonstrate technical competence on all products/solutions within area of focus.
- Maintain all corporate policies, procedures, and programs including quotations, lead follow-up, and timely reporting.
- Where applicable, work with channel partners and Harrisburg Marketing to implement national account strategies to achieve program objectives.
- Assist in the sales promotion of packaged control systems and end-to-end solutions created by the AEP team (Application Engineering & Projects).
- Other duties as assigned.
Qualifications
- Bachelor’s degree preferred or equivalent combination of education and experience in a technical discipline.
- 5+ years of proven success in Industrial Controls and Automation Sales required.
- Experience with Data Center, systems design, components, construction, commissioning, or service required.
- Experience in working with global and high-profile accounts preferred.
- Proficiency in R3/BASE selling skills and the ability to build mutually beneficial customer relationships.
- Demonstrated competence in establishing and leading of cross-functional teams.
- Excellent networking, interpersonal and influencing skills needed to communicate at all levels.
- Successful history in achieving strategic and sales targets.
- Experience managing sales through distribution channel a plus.
- Outstanding communication skills – written, verbal and listening.
- Self-motivated with the ability to learn and adapt quickly.
- Exhibits high-level interpersonal and negotiation skills.
Essential Job Functions
- Must be able to travel via airplane.
- Must have a valid driver’s license and be able to operate an automobile for up to six hours at a time.
- Must be able to lift a minimum of 50 lbs. (sample, demos, literature)
- Must be able to travel overnight 35% + or as required by customer location.
- Some international travel – valid passport required.
- Comply with company dress code guidelines.
- Regular and on-time attendance.
Perks & Benefits
Phoenix Contact offers a generous benefits package that includes medical, dental, and vision coverage, 401k matching, bonus plan and a generous time off package. There are also a wide variety of additional benefits available including 16 weeks fully paid maternity leave & 10 weeks fully paid paternity leave, auto allowance, life insurance, short & long-term disability, tuition assistance, and more!
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Phoenix Contact is committed to the diversity of our employees. We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, color, disability, gender identity or expression, marital status, national or ethnic origin, political affiliation, race, religion, sex (including pregnancy), sexual orientation, veteran status, and family medical or genetic information.
If you need special accommodations to access job openings or to apply for a job, please call 717-944-1300 between the hours of 8 AM and 5 PM, Eastern Standard Time, Monday – Friday or email HR@phoenixcontact.com.
Notice to Staffing Agencies, Placement Services, and Professional Recruiters:
Phoenix Contact has an internal Staffing Department. Recruiters are hereby specifically directed NOT to contact Phoenix Contact employees directly in an attempt to present candidates. Phoenix Contact will not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to Phoenix Contact, including unsolicited resumes sent to a Phoenix Contact mailing address, fax machine or email address, directly to Phoenix Contact employees, or to Phoenix Contact’s resume database will be considered Phoenix Contact property. Phoenix Contact will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume. Phoenix Contact will consider any candidate for whom a Recruiter has submitted an unsolicited resume to have been referred by the Recruiter free of any charges or fees. Phoenix Contact will not pay a fee to any Recruiter that does not have a signed Phoenix Contact contract in place specific to the position for which the resume was submitted. Recruiting vendor agreements will only be valid if in writing and signed by Phoenix Contact's Head of People & Organization or his or her designee. No other Phoenix Contact employee is authorized to bind Phoenix Contact to any agreement regarding the placement of candidates by Recruiters. By submitting a candidate to Phoenix Contact, recruiters agree to be bound and comply with this policy.