Account Sales Manager

Calgary, Alberta

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Account Sales Manager

  • posted on: 16/07/2014

details

reference #275015
position type:Permanent

"Must have" skills

(These are skills that are absolutely required by the employer.)

Solution Sales -(>5Y)
Strategic account management -(>5Y)
Selling to Oil & Gas / EPCM market -(>5Y)
Negotiating / closing large, complex sales -(>5Y)
Process Control instrumentation and systems -(>5Y)
Business transformation solutions -(>5Y)
Building alliance partnerships -(>5Y)

"Nice to have" skills

(These are skills the employer would like to have, but would be willing to go without.)

description

Our client is seeking an Account Sales Manager

Scope of Work:

-The SASM (Senior Account Sales Manager) is the primary point of responsibility for the client relationship, contract, financial performance, end-to-end service delivery, service excellence, client satisfaction and account growth planning / execution
-The SASM directs all relationship management, business development, and client satisfaction with their assigned clients and is solely accountable for all new services and solutions from inception to contract closure
-They are the "Trusted Business Advisor" to the client site.

Main Duties:

-The SASM develops realistic, aggressive and effective account plans for assigned end user and EPCM accounts while seeking to secure Supplier of Choice agreements wherever possible
-This position identifies, qualifies and targets potential leads and heads the our client's pursuit team in crafting and positioning the solution
-Prepares and delivers professional technical / sales presentation and demonstrations to all levels of the account's organization, including senior and executive management
-Assists with the managing of the client's resources to accomplish successful account and project pursuits across business units, territorial and regional lines
-Develops and maintains above average knowledge of all aspects of Business Development including competitive differentiation, capabilities, pricing, etc.
-At times lead and / or mentor Jr. Sales Executives and Proposals Engineers as directed by the National Sales Director
-The Senior Account Sales Manager is responsible for the establishment and maintenance of the sales relationship with each client in their portfolio at every level from the "C" executive suite to the departmental line managers
-Additional SASM responsibilities include the smooth transition of new business from sales to delivery, coaching and mentoring account delivery leaders on the client relationship management issues, providing feedback on customer wants and needs to the strategic portfolio function, ensuring compliance with sales processes and new business approval requirements
-Maintain accurate CRM entries for all opportunities
-Must be a team player and leader to be able to translate the client's business needs to the organization to ensure the solution best meets the needs of the client
-Travel up to 50%
-Perform other duties as assigned

Qualifications:

-Bachelor's degree in Electrical or Chemical Engineering preferred
-Minimum of eight (8) years complex, solution selling and strategic account management to Oil and Gas customers (for entire value chain) and EPCM companies in Western Canada
-Experience in negotiating and closing large complex business sales
-Knowledgeable in Process Control instrumentation and systems
-Experience in business transformation solutions and a record of success in building alliance partnerships with clients and third parties
-Minimum of eight (8) years of high level consultative selling, relationship building, major account management and partnering agreement development
-Must be a "road warrior"

For immediate consideration, please apply online and email resume to nick.hamling@randstad.ca