Residential National Accounts Manager

at  AO Smith

COMPANY / LOCATION INFORMATION

A. O. Smith is a global leader applying innovative technologies and energy-efficient solutions to products manufactured and marketed worldwide. The company is one of the world’s leading manufacturers of residential and commercial water heating equipment and boilers, as well as a manufacturer of water treatment products for residential and light commercial applications. A. O. Smith is headquartered in Milwaukee, Wisconsin, with approximately 12,000 employees at operations in the United States, Canada, China, India, Mexico, the Netherlands, and the United Kingdom.

QUALIFICATIONS

• Bachelor’s Degree in Related Field
• 3+ years of related work experience or training
• Progressive responsibility in strategic sales or sales management to mid-size and large customers
• Proven experience providing strategic account management to mid-size and large organizations through matrix environments, requiring multi-million dollar complex contracts
• Experience developing and managing new and existing accounts and selling within all levels of an organization
• Experience utilizing solution selling techniques to identify business needs, develop customized solutions, and measure business problems
• Demonstrated sound decision making with diplomacy and adherence to company policies and procedures
• Proficient at influencing others at all organizational levels, including the ability to develop credibility and trust quickly with senior managers/decision-makers
• Demonstrated ability to think strategically, manage risk and be innovative in problem-solving
• Strong verbal and written communication skills
• Ability to interpret technical information and adapt it to the needs of a business audience
• Ability to present information to a variety of audiences, external and internal
• Demonstrated high business acumen and understanding of finance/financial principles
• Knowledgeable in channel partner models and competitive environment
• Ability to engage in significant travel without restriction
• Experience working within a sales function within manufacturing, Water Heating, Building/Construction, HVAC, Food, Pool, Retail, Commercial channels/markets

EDUCATION

Bachelor’s Degree in Related Field

YEARS OF EXPERIENCE

Minimum of 3 years of related work experience or training

RESPONSIBILITIES

• Establish and develop deep partnering relationships with the customer’s national, regional and local management team and other customer decision-makers, engaging internal executive management team with customer as appropriate.
• Utilize business acumen in order to understand the customer’s business for each of the assigned accounts; provide industry input in order to develop the company’s value proposition.
• Ensure high customer satisfaction, facilitating positive long-term relationships with high potential for continued business and revenue growth with customers.
• Effectively communicate with the entire internal account team to ensure the customer’s expectations are exceeded.
• Participate in sales forecasting and planning to ensure effective market planning and continued revenue stream, negotiate client contracts and agreements, build project cost models and execute on direct business development programs.
• Lead the development of each assigned strategic account plan and strategy coordinating with the appropriate division resources (i.e., sales directors, operational support personnel, executive sponsor, and knowledge experts ).
• Implement the strategic account plan and associated action plans ensuring that executive management is continually informed of progress and account status. Involve executive management as appropriate.
• Ensure enterprise accounts have an engaged Executive Sponsor.
• Conduct “Strategic Account Reviews” for all key accounts bi annually.
• Develop, organize and evaluate market research and adjust marketing strategy to meet changing market and competitive conditions. Provide information on current and future pursuits and pipeline across assigned accounts. Forecast and track growth against the established baseline and account plan.
• Monitor industry and economic trends, competitor products, sales and marketing activities and provide bi annual market update report to leadership.
• Provide market intelligence on product research and development.
• Develop and recommend product positioning and pricing strategy to earn new business.
• Perform other duties as assigned