Strategic Account Manager - Manufacturing

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The Strategic Account Manager will be responsible for the development and successful execution of strategic initiatives within identified multinational/global account(s) to drive revenue growth and maximize profitability in support of the Zeus strategic plan. The SAM will demonstrate a thorough understanding of the customer's business, including key stakeholders, product offerings, markets served, competitive positioning, outsourcing/in sourcing activity, and strategic business planning initiatives.

As the primary relationship owner, the SAM will implement and align account plans that support the customer's strategic objectives while establishing Zeus as a preferred supplier and valued partner.

• Build trust and credibility at all levels of the customer's organization, including decision-makers across functions and senior management; advocate for the customer inside Zeus and be viewed as a true partner and resource.
• Manage day-to-day and strategic activities, maintain a balanced approach to superior customer service and strategic account planning; proactively lead, manage and execute the sales process from start to finish; anticipate customer needs and requirements, ensuring they are met at every step from sale to execution; lead as a team leader internally and externally during the entire sales process.
• Use customer organizational charts to outline the customer's formal structure and roles in the buying process, and articulate them in a stakeholder map in CRM to identify the most influential stakeholders and create a relationship and business strategy for each key player.
• Build and maintain a comprehensive account profile that identifies key stakeholders, markets served, product portfolio, customer's competitive position, and operating/performance metrics for global business units/locations.
• Develop and implement an integrated account plan, aligning Zeus customer-facing activities and KPIs with key areas of customer focus to maximize value for Zeus and the customer.
• Leverage cross-functional and regional teams to address strategic account needs, recognizing external organizational, national, and international cultural differences.
• Communicate and collaborate internally with Sales, Operations, Supply Chain, Engineering and Quality to deliver best-in-class manufacturing solutions to customers.
• Identify and monitor Zeus's competitive position within the account to identify and anticipate threats and opportunities.
• Serve as primary relationship owner and point of contact for key customer stakeholders and liaison for regional Zeus teams and resource personnel.
• Continuously prioritize and realign strategies to ensure financial goals and key metrics are achieved and that Zeus remains the preferred supplier.
• Identify, map and communicate pipeline opportunities; work with marketing to capitalize using push and pull strategies.
• Lead annual budgeting activity, tracking, accounting for, and communicating any associated variance.
• Meet regularly with regional sales/BO teams to ensure that strategies in the account plan are being executed.
• Monitor, manage and maintain pipeline accuracy.
• Conduct QBRs and other performance reviews, both with customers and internally, to ensure appropriate sharing of information and coordination of activity.
• Work closely with marketing to ensure appropriate product positioning, collateral, and marcom activity to support the customer and maximize benefit to Zeus.
• Oversee and direct activity related to contract negotiation, supply agreements, pricing and profitability metrics, coordinating with sales and marketing management teams to maintain current business and develop new business.
• Work with cross-functional Zeus personnel to ensure that products and collateral are properly positioned in the customer's markets.
• Conduct regular internal reviews of the account plan with regional sales, management, and executive teams to track progress, identify gaps, and review wins/misses.

• Bachelor’s degree in Business, Sales, Engineering, or a related field
• An advanced degree (MBA) is preferred
• 8+ years of…