JO 15321 Strategic Account Manager



Salary Range:

*Experienced Based


The role of the Strategic Account Manager will focus on managing the strategic growth of specified industry accounts.  A keen understanding of solution selling, financial return analysis and strategic account management is critical for this position.  The Strategic Account Manager will lead the responsibility for Customer Relationships


Key Responsibilities

Key Competencies

Key Performance Indicators

·     Responsible for Account Management and business development plans to achieve strategic objectives.  This will include a plan inclusive of current, one year, and three year milestones.

·     Effectively manage both internal and external customer expectations.

·     Call on customer’s senior management & effectively develops business strategies.

·     Directs solution sales personnel as required to achieve objectives through the Solution Directors

·     Develop accurate forecasts and sets performance goals accordingly.

·      Customer Orientation

·      Integrity

·      Organizing and Planning

·      Initiative

·      Results Orientation

·     Growth in individual Strategic Accounts

o Portfolio

o Gross Profit

o Mgn

·     Bookings Forecast

·     % Customer Satisfaction

·     % Unsolicited feedback

·   Utilizes consultative selling methods. Understands and proactively supports the sales cycle success model.

·   Reviews market analyses to determine customer needs and provides input into price schedules

·   Provide commercial guidance to other sales and marketing staff.

·   Participates in and leads discussions regarding new and enhanced solution development efforts to best address customer needs.

·   Conforms to budgetary plans for both sales quotas and profitability. Manages company resources in an effective goal oriented manner

·   Develop channel partnerships as appropriate.

·      Business thinking and Relationship Building

·     Sales Cost as % Sales

·     Conducts strategic account meetings to maintain a high level of awareness of customer activities, solutions needed and provided, and assures information is in CRM system

·     Develop and deliver effective customer presentations.

·     Provide meaningful reporting to Management in a timely and effective manner

·      Communicativeness

·      Learning Agility/Tech Savvy

·      Strategic account meeting objectives delivered

·      Weekly update reports submitted

·      Updates ACT weekly

·     Stay current with industry trends to develop new solutions for our customers. 

·     Monitors and evaluates the activities and products of the competition.

·     Recommends appropriations for research and development work.

·      Industry knowledge

·      Provides Quarterly Competitive report and risk analysis.

·     Evaluates performance of team for compliance with established policies and objectives of firm and contributions in attaining objectives.

·     Creates development plans for the sales team as needed.

·     Coordinates involvement of company personnel in order to meet account performance objectives and customer expectations. “Quarterbacks” the Strategic Account Relationship with rest of ESE.

·      Account and Team  Management

·      % of assigned accounts with a formal development plan.


·         Reports to the Dir of Strategic Accounts



·         Responsible to manage company resources in an effective goal oriented manner.

·         Responsible to manage both internal and external customer expectations.


This list is not inclusive of all duties and responsibilities that may be assigned.  They are only listed as typical.   Any other duties and responsibilities assigned will be of a similar nature requiring the same relative skill and capabilities



Submits annual operations budget. Once approved, has authority to execute. Budgets will be reviewed quarterly for current operational performance and adjustments may be decided upon by President as needed.


Is authorized to make non-budgeted items below $500. Above that needs approval from supervisor


·         5 -10 years experience providing technical solutions to food & beverage customers.

·         Demonstrate successful strategic corporate level account management.

·         Demonstrates flawless application of the sales cycle & order closing skills.

·         Demonstrates strong automation and analytical system solution selling capabilities.

·         Positive “Can-Do” attitude with unquestionable focus on customer satisfaction.

·         Goal oriented self-starter with good organization and time management skills.

·         Six Sigma or Lean Manufacturing skills are a plus.

  • Proven Sales skills in consultative solution selling of capital equipment solutions above $ 1M.
  • Demonstrated skills in successful strategic selling management.
  • Demonstrated skills in developing and executing the Sales and Marketing plans
  • Positive “Can-Do” attitude with unquestionable focus on customer satisfaction.
  • Goal oriented self-starter with good organization and time management skills.
  • Bachelor's degree (B. A.) from four-year College or university or proven experience (5 yrs) in leading and motivating a strategic selling team to meet or exceed their objectives
  • Experience in selling MES and/or ERP solutions a plus
  • Six Sigma or Lean Manufacturing skills are a plus.


·         This position will require interfacing with presidents, VP operations, plant managers, and quality assurance managers at large, (Fortune 500), food & beverage manufacturers.

·         Experience in selling to these types of positions is required including the ability to effectively read a profit & loss statement.

·         Understanding various food processes is also highly desired.



·         College level written and verbal English communication skills are required. 


·         This position does require strong analytical cause / effect reasoning skills as application feasibility and problem solving opportunities will be presented frequently.

·         An understanding of how to create financial justification reports will be required.


·         Strong working knowledge of Microsoft Excel, Word, and PowerPoint is required.

·         Additional experience using customer relationship management software and sales cycle analysis software is required.


  • Current Driver's License.


Dave Sloan, Dairy Specialist, Tom Sloan & Associates, dsloan@tsloan.com, 920-261-8890

Please reply to position #15321 when responding to this position.