Major Accounts Manager

Job Overview

Job Summary:

The Major Accounts Manager is responsible for developing and implementing account strategies that align with the account's sales plan and growth objectives.

This position will be responsible for delivering profitable year-over-year revenue growth that aligns with organizational financial objectives. Works cross-functionally with marketing, product management, R&D, supply chain and operations to deliver solutions to meet customer needs.

The Major Accounts Manager will monitor the industry, business environment, and competitors to develop action plans for expanding sales within the accounts. They will also utilize customer feedback and insights to collaborate with internal stakeholders to identify and suggest new products to support their channel needs. This role will actively participate in meetings, presentations, trade events and demos to support and close strategic and high-value sales.

Essential Responsibilities:

• Actively networks with all levels of management at the assigned accounts
• Develop and implement sales strategy that delivers the organizational sales plan and builds relationships with relevant decision makers and influencers.
• Profitably grow existing business while identifying new opportunities for expansion.
• Define appropriate metrics, assess activities, and recommend improvements based on the customer and their go-to-market plans.
• Work with Sales Operations to provide forecasting reports for each account and opportunity.
• Evaluate and optimize distribution effectiveness and structure.
• Understand customer processes to guide the internal team in managing customer expectations.
• Coordinate cross-functional teams (e.g., sales, marketing, product development) to align initiatives around prioritized customer segments. Coordinate with marketing/sales ops to support SIOP process by providing forecasting and customer insights that influence corporate buying decision.
• Maneuvers comfortably through policy, process, and people-related organizational dynamics.
• Discipline in CRM, leveraging commercial experience to execute strategy to drive growth.
• Uses independent judgment and possesses the ability to propose different solutions outside of set parameters to address day-to-day problems and opportunities.
• Manages the day-to-day activities of the Channel Sales Representative to help accomplish the customer goals and overall supports Mi-T-M's rapid, profitable growth model

Required Skills and Qualifications:

• Bachelor's degree from an accredited university, preferred, with 5+ years of sales leadership experience.
• Growth-minded, with proven sales management experience including a track record of profitable growth.
• Strong financial acumen, with a complete understanding of P&L and financial performance metrics.
• Experience managing own team and the activities across multiple departments
• Product and industry experience desired but not required.
• Must have experience managing large, national accounts with complex distribution.
• Experience working with independent, multi-line, representatives and dealers.
• Knowledge and awareness of competition and the factors that differentiate them in the market.
• Strong oral and written communication skills that translate to presentation skills.
• Ability to evaluate, document, plan and execute contractual agreements.
• Proficient in all MS Office applications as well as Customer Relationship Management (CRM) software.
• Strong communication, negotiation and consultative selling skills.
• Outstanding leadership skills with proven analytical and problem-solving capabilities.
• Exceptional customer service skills.
• Must work in-office at Peosta, IA location or have a proven track record of working remotely.
• Candidate must be reliable, regular attendance (onsite or virtually) is required when not traveling
• Travel 40-50% of the time or greater as demand dictates