Global Account Manager - Energy Solutions (Milwaukee based)

Hollingsworth & Vose; Minneapolis (MN); On-site; USD 120,000 - 180,000; Full time

Job summary

Hollingsworth & Vose seeks a Global Account Manager responsible for driving organic revenue growth at strategic multinational customers. You will build senior-level relationships, develop global customer strategies, and lead cross-functional teams to ensure long-term sustainability and objectives are met.

You will manage an indirect team of stakeholders, coordinate with regional sales, and supervise pricing, product management, and R&D collaboration to align development activities with customer

Qualifications

• 7+ years in commercial sales with executive-level relationships at large multinational accounts.
• Experience growing sales in a highly technical market.
• Strong negotiation and influencing skills at senior levels.

Responsibilities

• Build a robust opportunity pipeline to improve close rate.
• Lead contract strategy and negotiations.
• Expand knowledge of customer goals, markets, and GTM strategies.
• Develop global customer strategy and business plans.
• Provide regular account updates and actions to close gaps.
• Coordinate scorecard activities with Customer Operations.
• Foster multi-level cross-functional customer relationships.
• Oversee indirect internal account team for strategy alignment.
• Collaborate with regional sales to grow revenue and profitability.
• Coordinate with customer engineering/R&D for development priorities.
• Work with pricing, product management, ops for quotes and commercialization.
• Contribute to demand planning for revenue forecasting.

Skills

Executive level relationships

Sales leadership

Negotiation

Cross-functional collaboration

Communication skills

Education

Bachelor's degree in business or technical discipline

MBA preferred

Job description

The Global Account Manager (GAM) is accountable for driving organic revenue and profit growth at one or more strategic multinational customer(s). The GAM is responsible for building a deep understanding of the customers’ needs and objectives, through the development and maintenance of senior level customer relationships. This role leads an indirect, cross-functional team to build and execute a global customer strategy that drives customer satisfaction and manages opportunity and pipeline growth to exceed short-term business objectives and ensure long-term sustainability.

Job Responsibilities:

• Build a robust opportunity pipeline, which leverages existing and future product capabilities. Focusing on decreasing time to closure and increasing overall close rate
• Lead contract strategy and negotiations, ensuring that enterprise and regional objectives are optimized throughout the process
• Expand knowledge of the customer, including but not limited to, their long-term goals & objectives, focus markets/areas, go to market strategies, and media usage by market and by product
• Develop a global customer strategy and business plan ensuring that H&V is positioned with products and technologies which will achieve annual and long-range plan results
• Act as voice of the customer. Provide regular comprehensive account updates, clearly articulating performance, challenges, relationship status, and actions required to close gaps.
• Work with Customer Operations to implement and coordinate customer/supplier scorecard activities to measure and improve key customer satisfaction measures.
• Foster positive multi-level and cross-functional customer relationships, at the C-Suite level and below
• Oversee and drive accountability for a non-direct internal account team made up of cross-functional stakeholders to drive strategy alignment and execution, as well as project prioritization and execution.
• Work closely with regional sales counterparts to oversee the revenue and profitability growth of the customer
• Create and direct relationships between H&V and customer Engineering/R&D teams to prioritize developments, always ensuring that H&V is in pole position for development activities
• Work closely with the pricing team, product management, operations, and technology to manage quotes, product commercialization and other cross-functional activities with the customer
• Provide input into the demand planning processes for revenue forecasting

Qualifications:

• BA or BS in business or technical discipline or significant related experience; MBA preferred
• Minimum of 7 years’ experience in commercial sales with experience building executive level relationships at large multinational accounts; filtration industry experience a plus
• Strong customer advocate
• Demonstrated ability to grow sales and revenue in a highly technical market
• Skilled at negotiation, capable of influencing the client at senior levels
• Demonstrated ability to lead indirect reports through collaboration to enhance the customer experience
• Comfort in communication with all levels of the company
• Proficient verbal and written communicator; polished presentation skills

Eligibility Requirements:

• Willingness to travel up to 50% of the time
• This position requires access to, and appropriate handling of ITAR related information

Hollingsworth & Vose is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.