Strategic Account Manager (Centroamerica)

ABOUT YOUR ROLE

SUMMARY:   The Strategic Account Manager within Avery Dennison may be also known as “Global Account Manager”, “Key Account Manager”, etc.  The Strategic Account Manager is responsible for all account activities relating to the company’s largest, most important client(s)/customer(s).  Strategic Account Managers call on named major or national accounts to cultivate relationships, identify opportunities and increase sales. This position often coordinates the company’s identified sales efforts toward these customers. 

REPRESENTATIVE ACTIVITIES:

• The Strategic Account Manager will drive top line goals through the Sales organization by maintaining and growing strategic and national accounts.  This position is responsible for achieving optimum budgeted sales on a National, Global and/or Strategic level, consistent with budgeted profit and selling expenses.  
• There will be “overlap” between the Field Sales Representative and the Strategic Account Manager.  However, the primary difference is that a “Strategic Accounts Manager” is assigned to and dedicated to one or more very large, complex, strategic, key, national or international accounts maintenance and growth. 
• Responsible for all account activities related to the company’s largest, most important client(s)/customer(s).
• Call on named major accounts to cultivate relationships, identify opportunities and increase sales. Often coordinates the organization's entire sales efforts toward these customers. 
• Responsible for achieving optimum global, national or strategic sales consistent with budgeted profit and selling expenses. 
• Develop sales plans and budgets for achieving sales goals in conjunction with subordinate sales positions. 
• Implement value-enhancing service initiatives which will strengthen customer dependency.
• Understand and communicate customer and end-user needs and wants.
• Develop strong relationships with Sales Team and accounts.
• Work with Marketing to plan and implement for all or some of the organization’s product line national sales programs.
• Provide product recommendations, samples, technical support, pricing and service information on demand.
• Provide product quotes and actively utilize value-selling tools and skills.
• Uncover and assess customer needs and develop and execute Value Proposition (Aligning Value).
• Demonstrate products and/or services and provide assistance in the best application of product and/or services.
• Creatively develop new applications for product lines.
• Establish pricing programs and strategies.  Secure optimum product positioning within target accounts.
• Provide exceptional customer experience for business partners and prospects to develop long-term business opportunities.
• Navigate complex problems and structures to determine the best solutions for customer needs.
• Collaborate with other business units to evaluate volume, identify trends, ensure quality, and monitor budgets.
• May be new in the role, yet has proven sales experience.
• First level Strategic Account Manager and/or a Strategic Account manager assigned to smaller, less complex Regional, National or Key  Accounts.  
• Developing understanding of customers and clients.
• Continues to acquire higher level knowledge and skills.
• Moderate authority.  Opportunity to set and negotiate product/service terms.
• Plans territory and account approaches and manages resources under supervision.
• Solves straightforward problems; analyzes possible solutions using standard procedures.
• Receives a moderate level of guidance and direction.
• Has developed an understanding of business, financials, products/services, the market and account needs.
• Has been successful representing related products with a demonstrated record of success.
• Demonstrated record of significant sales and closes.
• Can successfully manage time and territories with professionalism, formulate account strategies, and articulate customer needs back to the organization.
• Competent in understanding and communicating all product and technical information.
• Intermediate level Strategic Account Manager. 
• Normally assigned to moderately complex Strategic, Global, National or Key Accounts.
• Developing expertise broadly and may have recognized expertise in one area.
• Manages a medium to large domestic or small multi country territory.
• Provides informal guidance and trains, mentors junior staff.
• Solves complex problems or problems where precedent may not exist.  
• Works independently, with guidance in only the most complex situations.
• Has a solid understanding of business, financials, products/services, the market and the needs of assigned accounts; may help develop colleagues’ understanding; may be recognized as an expert in one or more areas. 
• Has a high level of authority/opportunity to set and negotiate product/service terms.  
• Plans own territory or account approach and manages own resources.
• Has demonstrated superior technical selling skills, rafted deep personal relationships with strategic accounts, effectively managed large, complex customers with consultative selling skills, and has performed at above plan levels.
• Decision making has considerable impact on business.

Department: Sales
Function: Supply Chain
Experience Level: Entry Level