Develop, propose, implement, and manage a sales strategy and tactical action plan, for selected target key accounts within specified market verticals across the territory.
Including: Identifying and undertaking due diligence to define and prioritize target accounts
Tactical sales plans, initiatives and actions required for growth at assigned accounts
Marketing plans, initiatives and actions consistent with Dialight standards, targeted to assigned market vertical
Sales forecasts and budget preparation for assigned accounts facilitated through our CRM
Build effective and long-term relationships with the target accounts at every key stakeholder and influencing point and importantly at the most senior levels of management as well as local decision makers
Drive ‘Specification Lock’ on Dialight products and generate/influence customer lighting standards where possible
Negotiate and manage all national or regional SPA agreements for assigned accounts
Coordinate and supply competitive price levels on national MRO bids to buying groups and national account managers from distribution
Promote Dialight at national buying groups and coordinate efforts with these groups as needed to promote and position the Dialight solution at the end user
Prioritize, manage, and respond to planned and unplanned business needs
Frequent national & occasional international travel will be required

Bachelor’s in technical, finance or business curriculum
8+ year’s progressive experience in Business Development, with four or more years of experience in the lighting or industrial industry
Experience in selling lighting products in the heavy industrial marketplace
Experience working with National and Strategic Account Professionals and Corporate decision makers
Technical understanding of industrial electrical products, electrical distribution, and lighting systems
Electrical industry experience and high levels of commercial awareness with an ability to prioritize, improvise and negotiate commercial agreements
Highly developed organizational, presentation and negotiating skills
Able to communicate and build/maintain lasting relationships with customers at all levels
Willingness to travel nationally and up to 50% overnight travel monthly
Strong verbal and written communication skills
Excellent attention to detail, accuracy, and diligence
Positive, proactive, and collaborative approach to all aspects of workload
Target and results orientated
Strategic and analytical in thought process with the ability to understand the effects of macro and microenvironment and events that influence business growth.

Strategic Accounts Manager

Key skills