Strategic Account Manager
Compensation: Base
is $70K-$80K + Commission (2 times the monthly contract value)
Reports to: Director,
National B2B Sales
For the past 50 years, our client (Canada’s 10 Most
Admired Corporate Cultures and “Best Places to Work in Canada”) has been providing
home and business HVAC products & services to over 1.9 million customers
across North America.
Each day, 2,400 Team Members focus on delivering
an outstanding customer experience, prioritizing health & safety, and
giving back to the communities where we live and work.
They are passionate about their team members’
growth and success. They proudly offer a Technical Training Assistance Program,
access to tuition reimbursement, and additional paid apprentice leave for
eligible team members. Progressing team members’ careers helps us maintain our
reputation of having the most knowledgeable technical Team Members in the HVAC
industry.
About the job:
Strategic Account Manager is responsible for
growing Client’s direct and enterprise sales through new account customer
acquisition, leading the successful implementation of those new account
customer agreements and increasing penetration of Client’s existing account
customer base.
This role focuses exclusively on commercial
customer targets (B2B Sales).
Key Responsibilities:
• Exceeds assigned growth targets and performance
KPI’s for all lines of business.
• Prospects for net new account opportunities
daily. Responsible for adding and growing their sales pipeline consistently.
• Develops, proposes and closes winning account
sales strategies to generate new account and enterprise account customer
acquisitions and more deeply penetrate existing accounts share of wallet.
• Is the primary contact for all direct commercial
(B2B) customers assigned to their portfolio.
• Actively utilizes the CRM software to record
sales pipeline and activity metrics to maximize performance outcomes.
• Analyzes the competitive landscape and leverages
knowledge to improve winning account sales strategy.
• Provides regular reporting and updates on their
sales pipeline progress to be leveraged in forecasting and large deal
implementation planning.
• Collaborates cross-functionally with Client’s
stakeholders to prepare winning account strategies that align with
organizational goals, guidelines, and objectives.
• Works cross-functionally with Client’s
stakeholders to facilitate efficient implementation of new account agreements
and/or new opportunities secured through assigned existing customer portfolio.
• Participates in industry and customer related
events/tradeshows to network, target new prospects, identify market trends and
needs relevant to assigned customers.
• Provides exceptional service to all new and
existing customers.
• Develops and maintains in-depth knowledge of Client’s
value proposition, including products and services offered and the value they
create
Experience
• Minimum 5+ years of direct selling consultative
sales experience within a business-to-business environment.
• 2+ years of successful enterprise C-suite level
sales experience – Account Management and New Customer Acquisition.
• Comfort and experience in building and executing
on a prospecting strategy.
• Bachelor’s degree, college diploma, and or
experience in a related field.
• Demonstrated ability to challenge customers with
insights that disrupt and improve their traditional business practices, leading
to new partnerships opportunities.
• Experience leading the implementation of new
large enterprise customer agreement – products and services.
• Proven track record of success exceeding sales
quotas and sales metrics.
• Results-driven individual who takes initiative
and accountability to continuously improve business outcomes.
• Strong leadership skills with the ability to
influence without authority.
• Superior communication and interpersonal skills.
• Strategic critical thinker and problem-solver who demonstrates agility in the face of change.