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Strategic Accounts Sr Manager

Strategic Accounts Sr Manager

Dover Fueling SolutionsAustin, TX, US
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Summary

DFS is seeking an experienced and results-driven Sr. Manager of Strategic Accounts to lead the development, implementation, and execution of a go-to-market sales strategy aimed at driving new growth with strategic accounts. The ideal candidate will possess deep expertise in B2B sales, particularly with large global customers, and have a strong ability to navigate complex enterprise accounts. This role requires a high level of creativity, entrepreneurial thinking, and commercial acumen to achieve sales goals and contribute to the overall success of the company.

Position Responsibilities :

  • Go-to-Market Strategy : Develop, implement, and execute a go-to-market Sales strategy that focuses on new growth with Strategic Accounts.
  • Business Development : Lead business development initiatives to expand market share, including the creation and execution of customized commercial offers that meet the specific needs of large enterprise customers.
  • Sales Cycle Management : Manage the entire sales cycle, from lead generation and prospecting to account management and retention, ensuring a seamless and effective sales process.
  • Sales Performance : Consistently attain or exceed identified monthly, quarterly, and yearly sales volume goals through proactive account management and strategic selling.
  • Commercial Negotiations : Lead complex commercial and contractual negotiations with large global customers, driving, shaping, and executing major commercial deals that deliver significant value to both the customer and the company.
  • Customer Relationship Management : Build and maintain strong, lasting partnerships with strategic customers, understanding their core needs and helping them achieve their business objectives.
  • Product and Market Expertise : Maintain a strong understanding of company products and services, leveraging this knowledge to drive market share and competitive advantage.
  • Competitive Positioning : Assess market segments, channels, value propositions, and competitive differentiation to ensure the strongest possible positioning in the market.
  • Market Analysis and Reporting : Continuously evaluate and report on the current marketplace, including channel partners and end-users, to identify new opportunities and inform strategic decision-making.
  • Business Planning : Prepare and submit detailed annual and quarterly business plans, aligning them with overall company goals and ensuring they are actionable and results oriented.
  • Innovation and Creativity : Apply a wide degree of creativity, entrepreneurial ideation, and innovative thinking to identify and capitalize on new business opportunities.
  • Cross-functional Collaboration : Work closely with internal teams, including marketing, product development, and customer support, to deliver exceptional service and support to strategic accounts.

Required Qualifications :

  • Bachelors degree in business administration, management, or similar discipline with 2 to 5 years of professional sales.
  • At least 10 years of B2B sales experience, specifically selling to large global customers.
  • Proven track record in commercial and contractual negotiations with complex customer groups.
  • Experience in driving, shaping, and executing large commercial deals.
  • In-depth knowledge of key competitors and current industry trends.
  • Strong passion for understanding core-level customer needs and a commitment to helping customers achieve their objectives.
  • Excellent written and verbal communication skills, with the ability to confidently articulate key insights to stakeholders at all levels.
  • Professional appearance and outstanding interpersonal skills.
  • Demonstrated success in creating strong partnerships and influencing decision-makers at all levels of an organization.
  • Ability to travel up to 50% as needed.

    • Preferred Qualifications :

  • History of exceeding sales quotas and achieving high earnings through relationship selling and strategic account management.
  • Experience in growing business through new verticals and partnerships.
  • Intermediate to advanced proficiency in MS Office applications (Outlook, Excel, Word, PowerPoint).
  • Experience in the retail or commercial fuel industry is a plus.

    • Work Arrangement : Remote

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    Strategic Account Manager • Austin, TX, US