Strategic Accounts Specialist

SUMMARY

FlashCo’s Strategic Accounts Specialist (SAS) establishes, maintains, and expands relationships with FlashCo’s strategically important customers/partners…retaining top customers and nurturing those key relationships over time.  These customers include contractors, distributors, private label partners and retail outlets.  The SAS is responsible for achieving revenue growth targets, as well as conducting assigned objectives.  The SAS represents the entire range of FlashCo products and services, while leading each customer’s planning cycle and ensuring our customers’ needs and expectations are met by the company.

DUTIES AND RESPONSIBILITIES

• Establishes productive, professional relationships with key personnel in assigned accounts.
  • Works accounts from top down…deep and wide.
• Coordinates the involvement of company personnel, including sales, supply chain and operations to meet account performance objectives and customer’s expectations.
• 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 (both short term and long term).
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Collaborates (internally) on solution development efforts that best address customer needs.
• Creates win/win back-end deals where necessary.
• Introduces new products and programs at the corporate level.
• Maintain accurate records in SAP.
• Develop and implement pricing strategy that aligns with FlashCo’s goals.

The preceding reflects management’s expectations of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

Key Deliverables:

• Achieves assigned revenue growth targets in designated Strategic Accounts.
• Meets assigned expectations for profitability.
• Achieves mutually defined (FlashCo) Strategic Account goals and objectives.
• Delivers Strategic Account action plans that align with FlashCo’s goals and objectives.

COMPETENCIES

Knowledge/understanding of:

• Residential and commercial roofing industry and products.
• Residential and commercial roofing industry customers and prospects.
• Distribution channels for FlashCo products.
• Private label partners.
• Nationwide contractor network.

Skills and Abilities

• Business acumen to ensure account management.
  • Cultivated and nurtured relationships at every level internally and with customers to ensure account retention.
    • Build trusted relationships, leading to greater customer satisfaction.
  • Possess a unique combination of project and account management skills, with excellent organization and prioritization abilities.
  • Strategic perspective that goes beyond short term gains…prioritizing the long-term relationship over short-term transactions.
• Effective communicator
  • As liaison for the customer and the rest of FlashCo, the SAS excels at communicating in person, over the phone, via email and across teams.
    • Asks great questions and listens intently.
    • Possesses a high curiosity quotient.
  • Comfortable addressing individuals from the bottom to the top of organizations.
• In-depth knowledge of FlashCo products, processes, sales channels, and customers.
• Reacts well and positively under pressure while showing courage and taking action.
  • Displays good judgment in decision making by thorough thinking through situations.
• Skilled negotiator.
  • Persuasion skills to be able to convince prospective customers to purchase from FlashCo and inspire sales team to succeed.
  • Able to improve FlashCo’s profitability by crafting win/win deals with customers.
• Actively engaged and participates in meetings.
  • Proficient presenter – intracompany and external.
    • Presents thoughts and data in a manner that is easy to understand.
• Embodies FlashCo’s core values of Integrity, Respect, Can-do attitude, and customer satisfaction.
• Leadership
  • Adept at directing customers and FlashCo team members.
    • Humble, yet exudes confidence and commands respect.
  • Highly collaborative and builds on a culture of teamwork.
    • Establishes, encourages, and maintains collegial working relationships.
  • Leads by example and steps up to the plate when the job must get done.
• Innovative.
  • Expresses original and creative thoughts for the betterment of FlashCo.
• Ability to understand and analyze sales performance metrics.
• Settles for nothing short of excellence in all that they do.

QUALIFICATIONS

• University or College degree
• Minimum 5 years of Roofing Industry Sales experience.
• Experience with strategic account management.
• Experience with SAP Business One Accounting Software.

PHYSICAL DEMANDS

Much of the work consists of conveying information verbally and in writing and working on a computer while sitting or standing for extended periods. While performing the duties of this job the employee is required to sit, stand, and walk; use a finger, handle, or feel objects; reach with hands; talk and hear; climb or balance; stoop, kneel, crouch, and crawl. The employee occasionally may need to transport himself or herself to another office location in mild to inclement weather. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

Notes

• Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.
• The employee is expected to adhere to all company policies.