Strategic Account Executive

The Strategic Account Executive is responsible for the retention and growth of the Company’s largest and/or most complex customers. The essential job duties include relationship management, customer retention, profitability, and growth. The Strategic Account Executive is responsible for achieving sales budgets and assigned strategic account objectives, as well as representing the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.

• Prepare business rules for new customers
• Participate (by phone or in person) in new customer implementation meetings with customers
• Lead new customer implementation meetings with internal Company departments
• Develop and implement a regular contact strategy to connect with existing customers
• Lead bi-monthly meetings with existing clients to review open projects and current activities within the account; meetings will include project tracking for current items along with an annual summary of all items completed for the client in the past year
• Conduct in-person meetings with the client on a quarterly basis to review open project items
• Coordinate with Operations to ensure seamless interaction with the customer during onboarding
• Establish productive, professional relationships with key personnel in assigned customer accounts
• Coordinate the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customers’ expectations
• Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones
• Proactively assess, clarify, and validate customer needs on an ongoing basis
• Coordinate customer interaction with other departments in the Company to ensure that the customer is delighted with provided services and has a positive customer experience
• Meet assigned budget for profitable sales volume and strategic objectives in assigned accounts
• Analyze profit and loss by customer and customer locations to identify areas for greater product penetration and greater profitability
• Decide upon and implement strategies to improve customer profitability
• Coordinate with Operations to ensure profitability improvement measures are implemented
• Stay current on Company’s solution portfolio by attending any available training and by having regular discussions with the appropriate product line manager on potential opportunities within assigned customers
• Leverage the product line manager within the Company to coordinate a streamlined message to every existing client with regard to our product portfolio and service offerings
• Educate customers on full portfolio of solutions
• Identify growth opportunities with existing clients to market and sell the full menu of products and services
• Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel
• Enter information, track, forecast and update account within Customer Relationship Management (CRM) System
• Prepare bids and/or proposals for renewal business or for new business opportunities

• 10+ years of business to business sales experience in the petroleum industry
• Financial acumen to translate customer requirements into meaningful business recommendations.
• Ability to multi-task
• Strong presentation and written/verbal skill that can influence senior levels within accounts
• Excellent communication skills for effective client interaction and collaboration within the team