Strategic Account Manager

at  1300 Applied Industrial Technologies LP

Our Purpose is to help our Customers, our Associates, our Suppliers, our Communities and our Shareholders in Achieving Superior Performance! This is what Applied Canada stands for. Applied® is a leading value-added distributor of bearings, power transmission products, engineered fluid power components and systems, specialty flow control solutions, and other industrial supplies, serving MRO and OEM customers. With over 50 facilities located across Canada and 650 Associates, Applied® supports the steel, mining, forestry, agriculture, automotive, oil and gas, food processing, power generation, pulp and paper, and transportation industries, just to name a few. In addition, Applied provides engineering, design and systems integration for industrial, fluid power, and flow control applications, as well as customized mechanical, fabricated rubber, fluid power, and flow control shop services.
We are currently seeking and have an immediate opening for a qualified and motivated individual to fill the position of Strategic Account Manager. This position will support strategic clients located across Canada. This individual can be based in proximity to any of our Canadian branches.

EDUCATION & EXPERIENCE:

• Minimum of 7 years of progressive industry experience (direct or similar industry) is a strong asset; ideally in a sales or management role with large complex accounts
• Post-secondary education in a technical discipline or equivalent industry experience - asset
• Proven track record of success with large customers and complex product/service mixes, with demonstrated ability to influence stakeholders at senior levels
• Demonstrated success in project management with the ability develop, organize and manage multiple initiative while collaborating with internal resources
• Past experience with data analytics and critical asset reliability is an asset
• Bilingual in English and French is an asset

REQUIRED TECHNICAL SKILLS, KNOWLEDGE AND ATTRIBUTES IN ACTION

• Demonstrated ability to influence and successfully execute in a cross functional manner with multiple stakeholders both internally and externally
• Strong written and verbal communication skills with the ability to convey clear strategic messaging both verbally and in writing
• High level of personal accountability; High ethical and integrity standards
• Superior collaboration skills including the ability to advise, integrate and act upon the unique requirements of stakeholders at all levels.
• Ability to establish credibility with customers, technical resources and company leadership by building strong relationships and delivering on requirements
• Prioritization and organizational skills with the attention to detail required for managing multiple priorities, deadlines and key deliverables at the same time
• Ability to create professional presentations
• Ability to manipulate spreadsheet data, including the creation of charts and pivot tables

• Lead the planning, coordination, and implementation of product and service sales growth activities at existing and targeted Strategic Account (SA) clients.
• Proactively position AIT Canada to retain and renew existing SA client agreements without the agreement being put out to bid.
• Actively engage with, and support, VP’s, Directors, and Regional Managers during the sales planning process and sales cycle as it relates to growing revenue and margin at existing and targeted SA clients.
• Oversee the effective management of all client RFP’s and unique SA client site specific project requirements in conjunction with field sales/operations teams and corporate operations teams.
• Oversee / support efforts to research, evaluate, and establish new Strategic Account agreements; coordinate and manage implementation activities, collect data from clients, branches and regional personnel to assess client potential and feasibility of client opportunities.
• Ensure that SA sales and profit margin targets are achieved, involving other AIT personnel as required, to support these efforts.
• Conduct quarterly & annual performance reviews with assigned clients and proactively report on & document performance level gaps - both internally and externally.
• Maintain strong relationships with existing SA client personnel, at all levels, and key suppliers to ensure that the terms of our SA agreement are both supported and adhered to.
• Proactively develop new relationships with targeted SA client personnel, at all levels, to position AIT Canada to successfully grow market share, revenue and profit.
• Support AIT’s efforts to refine Canada’s SA targeting and selling activities in conjunction with the Director, Strategic Accounts.
• Support efforts to promote and improve AIT Canada’s supply chain management services and critical asset management services, such as: Integrated Solutions, E-Commerce Solutions, Inventory Management Services, IIoT Solutions, OEM & Technical Services, Shop & Field Services.
• Support efforts to promote and improve AIT Canada’s technical/reliability improvement services such as Applied’s Engineering & Project Management Services (Tech Services), Mechanical and Fluid Power Repair Services and Lubrication Services.
• Produce AIT or customer required reporting