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Strategic Account Manager Job in Dayton, Ohio US

Strategic Account Manager

Trimble Inc - Dayton, OH

Posted: 7/1/2021 - Expires: 9/29/2021

Job ID: 228983091

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Job Description

Title: Strategic Account Manager

Location: Remote MN, Remote OH, Remote MA or Remote NJ

Department: Trimble Transportation

Reports to: VP, Sales

Trimble Transportation
Trimble Transportation is in business for optimizing the movement of freight by providing shippers and carriers both mobility and enterprise software tools they need to run their businesses more efficiently. As the leading provider of Transportation Management Software (TMS), Asset Maintenance Software (AMS), and Fleet Management Software (FMS) we are devoted to propelling companies in the trucking industry toward increased efficiency, lower costs and optimize operations.

The Strategic Account Manager will create, develop and execute sales strategies for Trimble Transportation's largest and most strategic assigned account(s), as well as generate accurate and realistic sales forecasts. The Strategic Account Manager will deliver consistent revenue performance and growth (white space) while providing direction to and coordinating efforts of appropriate partners, solution account sales and delivery team members.

Primary responsibilities typically include expanding and developing an account and providing customer service, rather than acquiring new accounts. The Strategic Accounts Manager will be responsible for strategic direction, resource execution, client relationships and revenue for assigned Strategic Account(s). Accounts are key, highly strategic, and have complex requirements.

Position Overview

25% Strategic Account / Customer Lifecycle Planning

Developing Strategic Account Plan for Strategic Account(s)

Developing Joint Business Plan (JBP) with Strategic Account(s)

Resource planning

Internal / customer facing project / account review

20% Senior Relationship Management Development / Executive Business Impact Reporting

Relationship Management planning

Conduct Executive Impact reporting sessions

Aligns appropriate Trimble executives with Strategic Account counterparts

25% Resource Coordination

Coordinating opportunity management engagements with direct and halo solutions and resources

Ensuring projects stay on plan, sequences of events met, milestone and project completion on time / within budget

Sales Coaching / Managing resources outside of span of control

Ensuring engagements compliment customer competing priorities

30% Strategic Account Plan / Joint Business Plan Execution

Managing execution against Account and Opportunity Management objectives

Leading and holding Strategic Account accountable to Joint Business Plan

Managing direct / halo resources to ensure delivery is on time and above expectations

Required Skills:

Bachelor's or advanced degree in business

Minimum of 10 years of b2b complex sales experience, including at least 5 years in major account sales

Strong opportunity development and follow-up skills, ability to close the sale, and strong negotiation and relationship management abilities

Experience in gaining results through others, including those outside span of control

Proven track-record of successfully collaborating in a cross-functional, matrixed organization to build organizational alignment and engagement

Excellent communication and presentation skills, with the ability to interact with senior decision-makers at both the customer and internal management.

Strong interpersonal skills to develop and cultivate good working relationships with people in different functions, locations and business divisions

Skills Matrix:

Sales Skills

Complete Account Focus & Orientation

Goal & Achievement Orientation

Executive Relationship Development

Strategic Account Plan Execution

Objection Handling

Pricing Methods

Negotiation Skills

Business & Financial Acumen

Sales Coaching

Cross Functional Leadership

Communication Skills (Oral & Written)

Organization/ Planning

Adaptability

Our Company
Trimble is transforming the way the world works by delivering products and services that connect the physical and digital worlds. Core technologies in positioning, modeling, connectivity and data analytics enable customers to improve productivity, quality, safety, and sustainability. From purpose-built products to enterprise lifecycle solutions, Trimble software, hardware, and services are transforming a broad range of industries such as agriculture, construction, geospatial and transportation, and logistics. For more information about Trimble (NASDAQ: TRMB), visit www.trimble.com

Trimble Inc. is proud to be an Equal Opportunity and Affirmative Action Employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, status as a covered veteran in accordance with applicable federal, state and local laws, or any other protected factor. EOE/M/F/V/D

It is Trimble's policy that candidates are entitled to equal employment opportunities without regard to race, color, religion, sex, national origin, age, marital or veteran status, sexual orientation or the presence of a medical condition or disability.

Job Summary

Employment Type:
Full Time Employee
Job type:
Federal Contractor
Skill Based Partner:
No
Education Level:
Bachelor's degree
Work Days:
Mon, Tue, Wed, Thu, Fri
Job Reference Code
52967161_1
Salary
N/A
Licenses / Certifications:
N/A
Display Recommended WorkKeys®Recommended WorkKeys®:
N/A