Strategic Account Manager

Global Industrial; United States; On-site; USD 65,000 - 90,000; Full time

Job summary

Global Industrial is seeking an experienced Inside Sales professional to drive growth in a territory within North America. You will develop strategic account plans, analyze client needs, and execute targeted sales tactics to maximize revenue while maintaining strong relationships with customers.

The role emphasizes prospecting, pipeline management with CRM, and collaboration with cross-functional teams to deliver solutions and value to clients.

Qualifications

• Bachelor’s degree in business or marketing or 2+ years of B2B sales experience.
• Inside sales experience including cold calling, business development and qualification.
• Proven ability to exceed revenue targets.
• Strong written and verbal communication and presentation skills.
• Proficient with CRM software and MS Office tools.

Responsibilities

• Develop and manage a tactical account/territory sales plan.
• Conduct client analysis to assess needs, values, and buying criteria.
• Execute sales strategy to penetrate accounts and maximize sales.
• Maintain pipeline using CRM tools and regular reporting.
• Provide superior customer service and build trust with clients.
• Identify cross-selling and upselling opportunities.

Skills

Inside sales

Cold calling

Business development

Customer qualification

Customer acquisition

Communication skills

Presentation skills

CRM software

Time management

Organization

Negotiation skills

Problem solving

Education

Bachelor degree in business or marketing

2+ years B2B sales experience

Tools

CRM Software

Microsoft Word

Outlook

PowerPoint

Job description

Global Industrial

Corporate Overview

For over 70 years Global Industrial has been an industry leader providing private label and brand name industrial equipment and supplies to businesses throughout North America.

We carry over one million industrial, material handling and business products that are sold through our website, corporate sales people and full color catalogs. We are constantly increasing our product offerings to meet the diverse and changing needs of our customers. Our customers include small to large corporations, institutions, government agencies and consumers across North America.

Key Responsibilities

• Global Equipment has a customer focused sales approach which includes the following core competencies:
  • Planning and Organizing.
  • Develop and manage a tactical account/territory sales plan.
  • Thorough client analysis to assess customer needs, values, purchasing behavior, and motivation.
  • This includes extensive researching, competitor and market analysis.
  • Execute a sales strategy for penetrating accounts and maximize sales, e.g. prospecting, cold calling, identifying key decision makers and determining buying criteria.
  • Effectively develop and manage your sales plan by setting daily/weekly/monthly goals and objectives, prioritizing tasks, utilizing your time effectively and efficiently, and taking full advantage of available resources.
  • Utilize sales planning tools and the pipeline management process to obtain business objectives and goals.
  • Relationship Building.
  • Build trust and credibility with clients.
  • Learning and engaging the customer to understand the process of what they value, e.g. strategic and investigative questioning.
  • Assist your customer with finding solutions that will help them achieve their goals and added value.
  • Provide support, information, and guidance by researching and recommending new profit and service improvements.
  • Position yourself for new opportunities through networking and identify cross selling and up selling opportunities.
  • Providing superior customer service which includes learning everything you can about them so you can tailor your service approach to their needs and buying habits.
  • Courtesy and timely follow up are key.
  • Product Knowledge.
  • Understanding of Global Equipment Company industry and products
  • Stay abreast of industry trends.
  • Utilize internal resources to gather information regarding new product offerings.
  • Communication Skills.
  • Effective verbal communication skills, e.g. speaking clearly, listening attentively, building rapport.
  • Ability to write clearly and succinctly in a variety of communication settings, e.g. business letters and emails
  • Ability to effectively persuade by asking intelligent business questions to determine customer needs.

Competencies and skills

• Requires Bachelor degree in business or marketing or at least 2 years of telephone business to business sales experience.
• Knowledge and competence in the major elements of inside sales including cold calling, business development, customer qualification, and customer acquisition.
• Superior sales planning and business development skills.
• Excellent written/verbal communication and presentation skills.
• Strong computer skills to include proficiency in Microsoft Word, Outlook and PowerPoint and CRM Software.
• Self motivated with superior problem solving and negotiation skills.
• Effectively prioritize sales efforts and activities.
• Excellent organization and time management skills are essential.
• Proven Results in:
  • YOY Category Growth
  • Contact Management and demonstrates consistent use of technology tools such as CRM, Pipeline, Call Pad, Spotlight, ZoomInfo
  • Multi location account coverage
  • Proven track record of exceeding revenue targets
• 2 years enterprise account experience
• 2 years sales experience with Global Industrial
• Willingness to accept new account assignments that are vertically aligned with concentrated number of accounts
• Industry Specific Expertise

EEO/AA Statement

Global Industrial provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.