JOB DESCRIPTION



Essential Functions:


• Establish senior level relationships within target accounts and large construction management and contracting firms.
• Establish agreements and contracts for long-term business where applicable and approved.
• Identify perceived gaps in our value offerings that present opportunities for growth.
• Manage a forecast process for each account within the Global Accounts Program SFA.
• Communicate with national Stonhard Territory and Field Managers/Project Engineers/Market Managers regarding product recommendations, bidding, estimating and quoting of projects within target account project pipeline.

• Identify and execute all the required sales tools and resources required to positively impact customer satisfaction.
• Manage margin, revenue growth and account targeting in alignment with Stonhard and Global Accounts goals.
• Responsible for the safety and quality of Stonhard installations.
• Customer meetings, presentations and events with responsible Stonhard team members.
• Specification, pricing and contract negotiation for national projects.
• Communication of Global Accounts reports to customers and internal team, along with maintenance of customer relationship changes.
• Provide consolidated forecasts and changes to Manager and Field based on customer needs and changing requirements.
• Account conflict resolution with corporate contacts and field sales as needed.
• Presentations to corporate and sales management on account development progress and success.
• Present to large groups and deliver Stonhard's message on a global basis.
• Meet and exceed target and sales plan based on National Account program initiatives.
• Add and develop new accounts within the National Accounts SFA portfolio.
• Develop and facilitate senior level relationships at strategic accounts to leverage incremental sales growth at field level.
• Ability to support international teams and coordinate projects remotely.


Minimum Requirements:


• BS Degree (Engineering, Business)
• Three (3) to Five (5) years of successful sales management experience; sector-specific sales experience preferred.
• Familiar with Corporate Accounts / Architectural Engineering Community and Project Design Process.
• General understanding of changing market conditions to maximize sales growth
• Outstanding written, oral and interpersonal skills
• Excellent leadership and motivational skills


Physical Requirements:


• While performing the duties of this position, the employee is regularly required to use hands to finger, handle, or feel and talk or hear.
• The employee is frequently required to stand, walk and reach with hands and arms.
• Specific vision abilities required by this job include close vision, color vision, peripheral vision, depth perception and ability to adjust focus.
• Must be able to physically transport samples case and literature to customers (approximately 40 pounds in weight).
• Must possess reliable transportation.

Travel to Global Account locations as needed based on priority business development (50% travel).
• This position requires wearing a hard hat, safety glasses, gloves, steel-toed boots, high-visibility vest, and depending on the task, may also require ear protection, respirators, safety harnesses, and specialized protective clothing, while on the worksite.


Preferred Requirements:


• Lead various projects across National account target base.
• Proven sales experience; sector-specific sales experience is preferred
• Self-starter - the ability to build something from limited resources
• Innovative - the ability to find new methods and solutions to opportunities
• Flexibility - the ability to deal with multiple personality types and build a coalition.
• Technically Savvy - the ability to harness existing technology to become proficient a delivering a complete vision.
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