Strategic Account Manager

Job Description

The Strategic Account Manager is responsible for managing customer account daily activities and provides expertise in tactical decisions, with an understanding of corporate and long-term vision regarding our accounts. The Strategic Account Manager role must balance customer needs with business strategic objectives.This position is responsible for Service Excellence (right product, in the right place, at the right time) Account Growth with respect to Rest of Market (ROM) and managing inventory (product orders and returns) to targeted levels. The Strategic Account Manager is responsible for collaborating with members of SMP Business Units to develop and execute customer-specific account plans for improving efficiency, profitability and customer satisfaction. This role will also assist in commercial sales, and sales administration activities. The Strategic Account Manager reports to the Director of Strategic Accounts Sales.

Key Responsibilities

Customer Relationship - Serve as daily customer interface maintaining a strong working relationship with the Merchandising, Supply Chain, Continuous Improvement and Logistics teams to ensure customer commitments are met or exceeded
Sales – quote and negotiate new business by product line and segments. Negotiate Contracts, Vendor Agreements and resolution of issues. Close Sales Agreements
Coordinating New Business - Transition of newly awarded business and new item setup, announce new product and part offerings. Subject Matter Expert in core product lines

Pricing - Understand and apply pricing policy and procedures. Ensure accurate and timely invoicing. Accountable for timely pricing administration activities.
Forecasting – Collaborate with SCM, Demand Planning and VMI Ordering Teams to manage forecast administration including data input for monthly demand planning processes. Validate and manage allocation activities
Funding and Trade Promotion Management – Negotiates with customer to establish a clear level of funding to support defined initiative. Responsible for working with Division Finance Teams for accruals, approvals and disputes of customer funding deductions
Credit – Assist Credit team with account payment and receivable issues
Initiatives – Develop customer account initiatives and lead implementation with support of customer account team. Implement, sustain, and communicate SMP and customer KPI’s
Service Level Execution – Understand customer needs and service expectations. Ensure clear, proactive and effective communication to deliver outstanding customer service to both internal and external customers
Claims - Process warranty and labor claims in system. Provide support and issue resolution. Act as liaison between internal parties to provide thorough customer feedback
Vendor Agreements – Coordinate and facilitate changes to existing agreements
Customer Analytics – Perform advanced customer analytics i.e.; cost to serve, profitability, value stream mapping, customer value management, etc
Negotiation – Negotiate Contracts, Vendor Agreements, and resolution of issues
Training – coordinate in-person and virtual commercial technician training with Corporate Training Center. Schedule and execute customer Category Manager and TSM training
Travel and Event Coordinator – Develop and lead customer trips to SMP Business Units, Top to Top Meetings, Vendor Summit and National Sales Meeting
Marketing – Development of product sell sheets, video and visual aids. Content/Catalog deliverables

Requirements:

5+ years of industry experience; Bachelor’s Degree in related field preferred
Excellent communication and interpersonal skills including cross cultural
Language Skills – English verbal and written required
Exhibits strong customer focus and relationship skills
Strong analytical and problem-solving skills
Category Management and Business Insights are critical
Expert understanding of Product, Application and Feature and Benefits
Proficiency in order management processing, Subject Matter Expert in data and catalog information delivery
Proficiency in Microsoft Office, CRM and Financial Analysis
Strong technical skills in SMP and competitor product offerings
Proven ability to work successfully in a team environment
Ability to work in a global environment with multinational team and customers.
Self-starter with the ability to work under pressure, handling multiple tasks in a fast-paced environment

Competencies

Dealing with Ambiguity
Perseverance
Interpersonal savvy
Self-developed
Drive for results
Timely Decision Making
Negotiating
Organizing
Problem Solving
Business Acumen
Customer Focus

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