Position Summary:

Assigned to a list of named customers, the Strategic Account Manager (SAM) is responsible for achieving sales quota and assigned strategic account objectives. The SAM maintains and expands relationships with strategically important large customers. The SAM represents 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.

Position Responsibilities:

Sales Activitites and Objectives:

• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
• Establishes productive, professional relationships with key personnel in assigned accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary support staff.

Dealer Support Activities:

• Maintain and expand relationships with existing dealer(s).
• Coordinate with other company personnel such as the service team and management team to deliver and meet dealer expectations.
• Access, clarify and validate dealer(s) needs and performances at regular intervals and maintain a high partner satisfaction rate.
• Coordinate with other sales channels to avoid any potential conflicts.
• Coordinate with partner sales personnel and maximize sales.
• Manage funnels, forecast, and seize sales opportunities.
• Proactively lead the joint partner planning processes that develop mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
• Ensures dealer(s) compliance with partner agreements.
• Assist with and facilitate closing opportunities, sales training, field sales support, and post-sale customer follow-up.

Accountabilities and Performance Measures:

• Achieves assigned sales quota in designated strategic accounts.
• Meets assigned expectations for profitability.
• Achieves strategic customer objectives defined by company management.
• Completes strategic customer account plans that meet company standards.
• Maintains high customer satisfaction ratings that meet company standards.
• Completes required training and development objectives within the assigned time frame.

Organizational Alignment

• Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.
• Closely coordinates company executive involvement with customer management.
• Works closely with Customer Service to ensure customer satisfaction and problem resoluation.

Skills / Experience:

• Minimum of five years of strategic/major accounts sales experience in a business-to business sales environment.
• Minimum of 3 years of experience in supporting distributors and/or dealers ideally in the toner printing equipment market.
• Post secondary degree or diploma from an accredited institution.
• Commercial print and/or packaging industry experience is a strong asset.
• Excellent communication and leadership skills (verbal, written, and presentation) as well as well-developed interpersonal skills.
• Detail oriented and an effective problem solver.
• Extensive travel required within British-Columbia, Alberta, Manitoba, Saskatchewan.