Border States
Overview
Be part of a growing, successful company in an exciting and challenging field. Border States is 100% employee-owned, which means you're empowered to make decisions, find solutions and receive rewards for your hard work. This position will be located in Fargo, ND and offers remote work flexibility, with a preference for candidates located near a major airport. Application Deadline:
Applications will only be accepted while the posting remains active; the position may be filled before or after the listed deadline. Job Summary
The Strategic Account Manager leads company efforts to grow incremental profitable sales with Industrial customers that span multiple regions. Establishes relationships and identifies opportunities to grow and secure business within new and existing strategic accounts. In conjunction with the Customer Success team, oversees the development and presentation of customer proposals. Works to drive innovation. Leads strategic opportunities for new and existing customers to generate desirable business opportunities within the assigned vertical market. Actively works with a multifunctional team to develop a strategy to meet and exceed revenue growth targets by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company, regional, and branch business objectives. Responsibilities
Essential Functions Strategic Account & Opportunity Planning
Maintains a strategic plan for key and target customers in addition to strategic regional projects. Call higher-level management, presenting the value of Border States using tools like video, presentations, capability brochures, and marketing collateral that clarifies the value proposition. Defines the customer engagement strategy, aligns stakeholders, and mobilizes an aligned team to drive the process. Develops a clear and concise view of the customer organization including physical locations, divisions, and operations. Defines customer stakeholders and develops internal champions. Develops a multi-year revenue plan with goals and resources.
Joint Solution Development & Co-creation of Value Proposition
Customer discovery to confirm value "fit" insights and prioritized opportunities. Blueprints the value proposition and monetizes it to co-create value. Collaborates with a cross-functional team to develop an enterprise customer strategy to meet and exceed revenue growth targets by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company objectives. Provides visibility to internal stakeholders for all efforts and action items. Manages goals and expectations of a "virtual" team. Acts as the commercial leader of the team, defining vision, roles, and expectations to achieve revenue goals. Provides innovative solutions to obstacles and challenges.
Overall Relationship and Outcome Management
Finalizes the value proposition with the customer, including working with compliance on terms and master supply agreements. Targets Total Customer Success Management opportunities to quantify value delivered. Executes value delivery to customer commitments and orders, maintaining quality metrics. Expands value through relationship and outcome management. Measures and strengthens the relationship; expands share of wallet and becomes the trusted advisor.
Non-essential Functions
Coordinates with the Customer Success team for presentations, agreements, and extended services. Provides supplier feedback to Marketing to increase customer share of wallet. Participates in conferences and educational opportunities for ongoing professional development. Performs other duties as assigned by supervisor or designate.
Qualifications
Minimum of a four-year engineering degree or equivalent in substantial sales or technical work experience preferred. Minimum 5 years of outside sales and/or business development experience; experience in inside or technical sales is a plus. Minimum 5 years of experience in wholesale industrial distribution preferred. Experience initiating and negotiating agreements highly preferred. Must be able to read, write, and speak English. Prefer strong working knowledge of PC for Windows, Microsoft Office (Excel, Word, Access and PowerPoint), internet, email, and SAP as needed. Skills and Abilities
Strong leadership skills, including leadership through influence. Comfortable giving presentations in person or virtually. Excellent customer service skills: competent, accurate, responsive, and engaged. Excellent interpersonal skills and professional written and verbal communication. Ability to articulate the value Border States provides to existing and future customers. Effective planning and organization abilities. Understanding of customer negotiation points and competition. Ability to work under pressure and take action with sound judgment and clear communication. Creativity to develop innovative solutions and differentiate us from the competition. Curiosity to fully understand customers’ business. Physical Requirements
Frequency categories : Occasionally 0-33%, Frequently 34-66%, Continuously 67-100% Lift from Waist
10 to 25 lbs - Not at all 26 to 50 lbs - Not at all 51 to 75 lbs - Not at all 75 to 100 lbs - Not at all 100+ lbs - Not at all
Lift from Floor
10 to 25 lbs - Frequently 26 to 50 lbs - Occasionally 51 to 75 lbs - Not at all 75 to 100 lbs - Not at all 100+ lbs - Not at all
Carried for Distance
10 to 25 lbs - Not at all 26 to 50 lbs - Not at all 51 to 75 lbs - Not at all 75 to 100 lbs - Not at all 100+ lbs - Not at all
Physical Activity
Daily activities
include sitting, standing, walking, bending, climbing stairs, reaching, grasping, typing, talking, driving, desk work, use of computer/phone, hearing, exposure to weather, and travel; values shown indicate typical frequency. Additional Information
This job description is a summary of the job duties and responsibilities and is not intended to cover all possible job duties and is subject to change at the employer's discretion. Employees must be able to perform the essential job duties and satisfy job requirements either with or without a reasonable accommodation. Our History
Border States is a leader in the electrical supply distribution industry with approximately 130 locations in 31 states. Our employee-owners are second to none in delivering top-notch customer service and in demonstrating extraordinary people skills. We are one of the largest independent electrical distributors in the United States providing products and services to the construction, industrial and utility industries. Border States has a competitive benefits package and is a 100 percent employee-owned company. Employee-ownership is a significant part of our culture and our success stems from the dedication of our employee-owners. We practice open-book management and our employee-owners are empowered with clearly defined levels of authority to be innovative and decisive, allowing us to respond quickly to the needs of customers. Employee-owners understand their roles in the success of the company and care about customers' needs, which drives our focus on adding value to everything we do. We recognize that not all customers are the same and each has specific requirements. Our employee-owners understand these diverse needs and have the commitment, resourcefulness and flexibility to outperform all others. Values
As a Border States employee-owner, you're responsible for living our mission, service philosophy and service standards. Our Purpose
We believe unstoppable businesses shouldn't go it alone. We are owners - of relationships, of outcomes, of every moment these unstoppable businesses need to deliver. Service Philosophy
We earn customer loyalty and confidence by caring about their needs and adding value to everything we do. Service Standards
Border States employee-owners are competent, accurate, responsive, and engaged. Your career
Join an experienced team at one of the largest electrical distributors in the United States. What are you waiting for? Benefits
Border States has a competitive benefits package which includes but is not limited to: Health, Dental and Vision Benefits; Accident, Critical Illness, Hospital Indemnity; FSA & HSA; Employee Stock Ownership Plan (ESOP); Disability Benefits; 401(k) Retirement Plan; Life Insurance; Employee Assistance Program; Paid Holidays; Paid Volunteer Time; Personal Leave time and more. Border States provides bonuses to employee-owners upon achieving branch and company goals. Equal Opportunity
Equal Opportunity For All: We value the diversity of all our employee-owners and will always be an equal opportunity employer. Drug Free Workplace
Drug Free/Smoke Free workplace. Employment may be contingent on pre-employment screenings: Criminal background check, Motor Vehicle Record check (if driving), and Drug testing. The MVR check and drug testing vary by role and will be communicated during onboarding.
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Be part of a growing, successful company in an exciting and challenging field. Border States is 100% employee-owned, which means you're empowered to make decisions, find solutions and receive rewards for your hard work. This position will be located in Fargo, ND and offers remote work flexibility, with a preference for candidates located near a major airport. Application Deadline:
Applications will only be accepted while the posting remains active; the position may be filled before or after the listed deadline. Job Summary
The Strategic Account Manager leads company efforts to grow incremental profitable sales with Industrial customers that span multiple regions. Establishes relationships and identifies opportunities to grow and secure business within new and existing strategic accounts. In conjunction with the Customer Success team, oversees the development and presentation of customer proposals. Works to drive innovation. Leads strategic opportunities for new and existing customers to generate desirable business opportunities within the assigned vertical market. Actively works with a multifunctional team to develop a strategy to meet and exceed revenue growth targets by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company, regional, and branch business objectives. Responsibilities
Essential Functions Strategic Account & Opportunity Planning
Maintains a strategic plan for key and target customers in addition to strategic regional projects. Call higher-level management, presenting the value of Border States using tools like video, presentations, capability brochures, and marketing collateral that clarifies the value proposition. Defines the customer engagement strategy, aligns stakeholders, and mobilizes an aligned team to drive the process. Develops a clear and concise view of the customer organization including physical locations, divisions, and operations. Defines customer stakeholders and develops internal champions. Develops a multi-year revenue plan with goals and resources.
Joint Solution Development & Co-creation of Value Proposition
Customer discovery to confirm value "fit" insights and prioritized opportunities. Blueprints the value proposition and monetizes it to co-create value. Collaborates with a cross-functional team to develop an enterprise customer strategy to meet and exceed revenue growth targets by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company objectives. Provides visibility to internal stakeholders for all efforts and action items. Manages goals and expectations of a "virtual" team. Acts as the commercial leader of the team, defining vision, roles, and expectations to achieve revenue goals. Provides innovative solutions to obstacles and challenges.
Overall Relationship and Outcome Management
Finalizes the value proposition with the customer, including working with compliance on terms and master supply agreements. Targets Total Customer Success Management opportunities to quantify value delivered. Executes value delivery to customer commitments and orders, maintaining quality metrics. Expands value through relationship and outcome management. Measures and strengthens the relationship; expands share of wallet and becomes the trusted advisor.
Non-essential Functions
Coordinates with the Customer Success team for presentations, agreements, and extended services. Provides supplier feedback to Marketing to increase customer share of wallet. Participates in conferences and educational opportunities for ongoing professional development. Performs other duties as assigned by supervisor or designate.
Qualifications
Minimum of a four-year engineering degree or equivalent in substantial sales or technical work experience preferred. Minimum 5 years of outside sales and/or business development experience; experience in inside or technical sales is a plus. Minimum 5 years of experience in wholesale industrial distribution preferred. Experience initiating and negotiating agreements highly preferred. Must be able to read, write, and speak English. Prefer strong working knowledge of PC for Windows, Microsoft Office (Excel, Word, Access and PowerPoint), internet, email, and SAP as needed. Skills and Abilities
Strong leadership skills, including leadership through influence. Comfortable giving presentations in person or virtually. Excellent customer service skills: competent, accurate, responsive, and engaged. Excellent interpersonal skills and professional written and verbal communication. Ability to articulate the value Border States provides to existing and future customers. Effective planning and organization abilities. Understanding of customer negotiation points and competition. Ability to work under pressure and take action with sound judgment and clear communication. Creativity to develop innovative solutions and differentiate us from the competition. Curiosity to fully understand customers’ business. Physical Requirements
Frequency categories : Occasionally 0-33%, Frequently 34-66%, Continuously 67-100% Lift from Waist
10 to 25 lbs - Not at all 26 to 50 lbs - Not at all 51 to 75 lbs - Not at all 75 to 100 lbs - Not at all 100+ lbs - Not at all
Lift from Floor
10 to 25 lbs - Frequently 26 to 50 lbs - Occasionally 51 to 75 lbs - Not at all 75 to 100 lbs - Not at all 100+ lbs - Not at all
Carried for Distance
10 to 25 lbs - Not at all 26 to 50 lbs - Not at all 51 to 75 lbs - Not at all 75 to 100 lbs - Not at all 100+ lbs - Not at all
Physical Activity
Daily activities
include sitting, standing, walking, bending, climbing stairs, reaching, grasping, typing, talking, driving, desk work, use of computer/phone, hearing, exposure to weather, and travel; values shown indicate typical frequency. Additional Information
This job description is a summary of the job duties and responsibilities and is not intended to cover all possible job duties and is subject to change at the employer's discretion. Employees must be able to perform the essential job duties and satisfy job requirements either with or without a reasonable accommodation. Our History
Border States is a leader in the electrical supply distribution industry with approximately 130 locations in 31 states. Our employee-owners are second to none in delivering top-notch customer service and in demonstrating extraordinary people skills. We are one of the largest independent electrical distributors in the United States providing products and services to the construction, industrial and utility industries. Border States has a competitive benefits package and is a 100 percent employee-owned company. Employee-ownership is a significant part of our culture and our success stems from the dedication of our employee-owners. We practice open-book management and our employee-owners are empowered with clearly defined levels of authority to be innovative and decisive, allowing us to respond quickly to the needs of customers. Employee-owners understand their roles in the success of the company and care about customers' needs, which drives our focus on adding value to everything we do. We recognize that not all customers are the same and each has specific requirements. Our employee-owners understand these diverse needs and have the commitment, resourcefulness and flexibility to outperform all others. Values
As a Border States employee-owner, you're responsible for living our mission, service philosophy and service standards. Our Purpose
We believe unstoppable businesses shouldn't go it alone. We are owners - of relationships, of outcomes, of every moment these unstoppable businesses need to deliver. Service Philosophy
We earn customer loyalty and confidence by caring about their needs and adding value to everything we do. Service Standards
Border States employee-owners are competent, accurate, responsive, and engaged. Your career
Join an experienced team at one of the largest electrical distributors in the United States. What are you waiting for? Benefits
Border States has a competitive benefits package which includes but is not limited to: Health, Dental and Vision Benefits; Accident, Critical Illness, Hospital Indemnity; FSA & HSA; Employee Stock Ownership Plan (ESOP); Disability Benefits; 401(k) Retirement Plan; Life Insurance; Employee Assistance Program; Paid Holidays; Paid Volunteer Time; Personal Leave time and more. Border States provides bonuses to employee-owners upon achieving branch and company goals. Equal Opportunity
Equal Opportunity For All: We value the diversity of all our employee-owners and will always be an equal opportunity employer. Drug Free Workplace
Drug Free/Smoke Free workplace. Employment may be contingent on pre-employment screenings: Criminal background check, Motor Vehicle Record check (if driving), and Drug testing. The MVR check and drug testing vary by role and will be communicated during onboarding.
#J-18808-Ljbffr