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Strategic Account Manager- Construction (Remote) in Houston, TX at ITW

Date Posted: 4/8/2019

Job Snapshot

  • Employee Type:
  • Location:
    Houston, TX
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:

Job Description

Position Summary:
The Strategic Account Manager – Specialty Packaging 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 Valeron’s largest market segment, you will lead the development of market focused sales and product strategies designed to grow our current 80 customers and develop new customers.

This role will also be key in defining, developing, and delivering Valeron’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 Valeron’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 person 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

Reports to: Global Director of Sales
Direct Reports: No
Location: Remote
Travel: 50%

The 80:
• Consistently and predictably deliver revenue growth in line with agreed upon growth target
• Add, move and close opportunities in sales funnel
• Understand Valeron'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
• Grow customer relationships to achieve trusted technical advisor status with 80 customers
• Manage multiple customer stakeholders to position Valéron in joint product development projects
• 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
The 20:
• Proactively manage pricing and margins
• Understand when it is appropriate to grow or eliminate lower volume products
• Be able to effectively communicate changes in product and market strategy
• Monitor, study and report on key market trends and make recommendations for growth

Key Deliverables to Demonstrate Success in 12 months:
1. Create and execute strategic sales plan for exceeding revenue goals in construction segment.
2. Develop true trusted advisor relationship with key customers.
3. Develop expertise in the ITW Enterprise Strategy and business model.

Skills and Experience Needed:
• Bachelor of Science in Engineering, Chemical or Polymers Science focus preferred.
• 8+ 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).
• Strategic thinking with ability to accelerate and influence change preferred.
• Experience with working within a defined sales process and account management framework with some CRM management related 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.
• Strong skill set related to communication of value proposition, differentiation and key selling points.
• 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%+

Core Competencies:
Strategic Sales
• Ability to sell a value with differentiated product
• Knowledge of Miller Heiman or another strategic sales model
• Customer account mapping ability
• Sales pipeline development
Technical Acumen
• Uses data to solve problems
• Possess intellectual curiosity
• Understands cross laminated film manufacturing process
Sales Forecasting
• Builds accurate monthly and quarterly forecasts and delivers on outlook
• Develops action plans for gap mitigation
• Objectives, Active Listening, Influencing
• Ability to articulate value proposition to different levels of customer’s organization


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