Strategic Account Manager – Construction in Houston, TX at ITW Specialty Products

Date Posted: 5/3/2018

Job Snapshot

Job Description

Description Position at Valeron

POSITION OVERVIEW:
The Strategic Account Manager – Domestic Construction reports directly to the Director of Sales.  This position involves meeting or exceeding revenue targets in Valéron’s waterproofing and construction segment by leveraging a technical solution based sales approach along with strategic planning processes for key accounts. With a strong understanding of the market, competition, and in depth technical knowledge of Valéron’s largest market segment, you will lead the development of market focused sales and product strategies designed to grow our current strategic customers and develop new customers.

This role will also be key in defining, developing, and delivering Valéron’s value proposition to the market and our target customers. The strategic account manager is also responsible for gathering, understanding and clearly communicating customer requirements to the organization. As the internal market and customer expert, you will represent the voice of customer in Valéron’s efforts to develop new productions through customer back innovation.  Moreover, they will develop and execute strategies necessary to consistently and predictably deliver above market growth.

This key sales position represents Valéron Strength Films in Associations and Trade Organizations in North America; and communicates with Customer Service Representatives, Technical Services & Product Development personnel, as well as other managers in all operations and support departments.  He / She will assist in resolving all customer complaints.

PRIMARY RESPONSIBILITIES:

Meet and Exceed Revenue Goals:

  • Consistently and predictably deliver revenue growth in line with agreed upon growth target
  • Partner with our largest customers to secure volume and effectively manage pricing
  • Understand Valéron’s value proposition and partner with 80 customers to deliver growth
  • Leverage account planning processes to identify and manage multiple customer stakeholders, positioning Valéron for profitable growth and jointly develop new products
  • Manage multiple customer stakeholders to position Valéron in joint product development projects
  • Identify and develop new 80 customers
  • Develop a true trusted advisor relationship with key customers and leverage for growth
  • Develop clear account growth plans by identifying key contacts, decision makers and influencers
  • Proactively manage pricing and margins

 Market, Customer and Competition Expertise:

  • Develop market intelligence and expertise in key construction end markets
  • Monitor, study and report on key market trends and make recommendations for growth
  • Understand Valeron’s addressable market and find growth opportunities
  • Understand our customers end markets, sales strategies and channels
  • Identify and recommend growth strategies based on customer and market experience

 Enterprise Strategy & 80/20 Objectives:

  • Develop an understanding of the 80/20 principle and ability for effective execution
  • Leverage Valeron’s 80 products for future growth with targeted customers
  • Understand when it is appropriate to grow or eliminate lower volume products
  • Be able to effectively communicate changes in product and market strategy

 JOB REQUIREMENTS:

  • Bachelor of Science in Engineering, Chemical or Polymers Science focus required.
  • 5 -7 years of progressive technical sales experience with solutions-based selling, focus and key account relationships.
  • Demonstrated history of delivering above market organic growth through specific customer focused activities led by specific and targeted sales activities.
  • Technical selling experience and analytical acumen required; experience with construction material manufacturing and selling (ideally in waterproofing).
  • Strong technical aptitude, ability to gather, distill and communicate data to influence customer’s buy decisions. 
  • High level of intellectual curiosity lending with ability to find problem and provide solutions.
  • Experience with working within a defined sales process and account management framework with funnel management experience focused on detailed opportunity, forecasting and outlook for sales responsibility.
  • Proven ability to properly qualify a commercial opportunity and develop commercial strategy based upon internal and external dynamics.
  • Strategic thinking with ability to accelerate and influence change preferred.
  • Strong skill set related to communication of value proposition, differentiation and key selling points across all functional levels at customer’s organization. 
  • Proven experience in negotiating and closing multi-million-dollar projects inclusive of financial due diligence, terms and conditions and purchase contracts within company guidelines.
  • Demonstrated ability to produce results within a team environment and to gain alignment and develop productive working relationships at all levels of the organization.
  • Excellent time management, prioritization abilities and project management.
  • Willing to travel 50%+ Domestically


ITW is an Equal Opportunity / Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin disability, protected veteran status, age, or any other characteristic protected by law. 

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