Strategic Account Manager - Remote Eligible

Industry Account Manager

This Industry Account Manager (IAM) shall be responsible for managing all GT activities at assigned industry account on a global basis, with an emphasis on SOM gain and SAM expansion opportunities. The IAM will manage industry account relationships and understand industry accounts' business, ensuring action and responsiveness to industry account. In collaboration with regional sales management and the Industry Sales Manager, the IAM will develop and execute strategic selling and long-term business development plans, and lead the global account teams.

Essential Duties/Responsibilities:

1. Develop and implement a comprehensive strategic account plan that provides direction for growing the sales and profitability at industry account on a worldwide basis. Assist in development of new product idea generation for SOM gain and SAM expansion, all in alignment with the customer, industry, and business unit strategies.
2. Supports Regional Sales manager as needed for the recruitment, selection, orientation, training, and development; plans, assigns, and directs work; provides coaching, and supports territory sales as appropriate in carrying out their respective responsibilities.
3. Provide direction and influence to an account team without direct authority or line of reporting through frequent communication.
4. Work with cross-functional team to provide expertise and local sales contacts, establish strong relationships with customer and GT internal team, execute plans, monitor results, and take action where required to drive results.
5. Partner with Industry & Commercial Analysts to develop total GT business potential at industry account and direct demand plan forecasting activities. Monitor sales activity against forecast. Communicate clearly the progress of monthly/quarterly initiatives to internal and external stakeholders.
6. Enhance the quality and quantity of strategic relationships within industry account to maximize business opportunity. Understand decision-making process within the industry account, both from a market/commercial standpoint as well as technical. Coordinate all global activities by lining-up frequent meetings with all related persons of industry account and the company from all relevant regions. (This includes Corporate Leadership, Product Line, Engineering, Manufacturing, ATG, Quality, HR and Finance as appropriate).
7. Act as internal change agent to garner resources that meet the needs of the industry account. Partner with Product Management, Product Marketing & Technical Product Specialist on translating account and industry trends to GT portfolio opportunities.
8. Partners with Product Managers to provide customer insight and requirements towards developing product roadmap. Execute growth & profitability product strategy at industry account. Monitor and report on progress vs. plan.
9. Track industry account growth opportunities on a worldwide basis. Assist in development and/or monitoring of opportunity timelines for performance to requirements, schedule and cost. Ensure the timely and successful delivery of our solutions according to customer needs and objectives.
10. Develop and implement global account pricing strategy to maximize SOM and Profitability aligned to Product Management strategy. Negotiate/provide guidance on master agreements including contract pricing, terms, and other elements to create long term alignment and growth.
11. Know competitors at industry account. Monitor competitor activities, product development and sales at industry account, partnering with Product Mgr to develop strategies & action plan to gain GT share.
12. Deal comfortably with senior executives; understands how top executives think and process; can determine the best way to get things done with executives by talking their language and responding to their needs; can craft approaches likely to be seen as appropriate and positive; can present bad news to top management without undue tension and nervousness

Required Minimum Qualifications

Education/Certifications: Bachelor's degree strongly preferred, or equivalent experience.

Skills and Experience:

• Successfully influence without formal authority
• Minimum of 6 years Account Manager/Outside Sales experience. Experience in industry
• Understands strategic selling process and relevant tools/processes (SWOT, value-based pricing/selling, cost estimating process)
• Demonstrated ability to work effectively with a diverse, global team to develop a sales strategy and successfully penetrate the industry.
• Technical Knowledge - must have the capability to understand the technical applications of our products and represent products positively.
• Cross Functional Collaboration - Able to work effectively in a matrix organization. Demonstrated collaborative skills to inspire others to assist in endeavors.
• Excellent listening, negotiation and presentation skills
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
• Proficiency in Microsoft Office applications, SFDC, and other technology relevant to the task at hand.
• Experience in delivering client-focused solutions based on customer needs
• Able to work well in a team environment. Team leadership capabilities must be able to work effectively with a diverse multi-functional team of technical and sales professional to meet the goals related to specific products either currently available or being developed.
• Able to make decisions consistent with business vision
• Professional and assertive work style with excellent communication skills both verbal and written.
• Able to work effectively in a matrix organization. Demonstrated collaborative skills to inspire others to assist in endeavors.
• Cultural knowledge, cognizance and understanding of acceptable behavioral practices and cultural differences in the business and social environment.
• Ability to travel 50-70% of time (domestic and international), including valid driver's license

Note: This Job Description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by the Supervisor. All requirements are subject to change and updates.