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Strategic Account Manager

Watertown, CA, US

The Strategic Account Manager will be responsible for specific Investor Owned Utilities and Dealer Accounts in the Western half of the United States and Canada.  The Strategic Account Manager will be responsible for developing and executing both long term and short term strategies required to achieve revenue, profit, and market share goals.  The SAM will be responsible for coordinating and reporting our sales initiatives, forecasts, and market activities to senior leadership.

 

This position will be a significant contributor to our overall business strategy and will play a significant role in providing the voice of the customer to the organization. To be successful in this position, the incumbent must develop a unique understanding of the target customers (IOUs and Dealer Accounts), how their business operates and how Terex Utilities can best support their needs.

 

The Strategic Account Manager will act as a senior representative of the company and must be knowledgeable on the company, our industry, our products, and how to foster lasting relationships with our customers.  Individual must be comfortable and proficient at public speaking and have excellent communication skills.  

 

 

Responsibilities:

 

  • Developing robust sales strategies that drive profitable revenue and leading market share.
  • Develop customer business fits that will help drive sales, improve market share, and balance inventories.
  • Provide pricing guidance to insure we are quoting market competitive pricing.
  • Provide forward looking perspective to help manufacturing, engineering, supply chain, and finance teams to anticipate business needs and trends.
  • Mentor the sales development of the Territory Sales Manager team.
  • Partner with product management to assist with NPD and sales promotions.
  • Partner with marketing to support marketing initiatives.
  • Partner with Terex Financial Services to develop financial solutions that give us a competitive advantage.
  • Assist with coordination of index pricing & annual purchase agreements.
     
    Technical Skills and Abilities
  • Demonstrated experience in selling new and used Terex equipment and parts by having a thorough understanding of the customer issues, strategies, and objectives.
  • Proven ability to establish credibility & strong partnerships across the organization and with customers.
  • Thorough understanding of the utility industry and ability to offer informed perspective on the market and strategies to facilitate growth.
  • Intimate knowledge of our customer base, their buying habits, their business models, and how to leverage the Terex value proposition.
  • Ability to lead, mentor and develop others.
     
    Business Acumen
  • Thorough understanding of business unit structure, products, and the utility industry.
  • Proven experience in the manufacturing of heavy equipment, or in a related industry.
  • Clear understanding of how his/her individual and organizational performance impacts business unit success as well as the success of Terex Utilities, as an operating unit of the Terex Corporation.
     
    Critical Competencies
    Below are key competencies that will be critical to success in this role:
     
    Customer Focused Strategy Development
    Actively seeks out customer centered needs assessments as a way of setting strategic priorities, as the basis for key decision making.  Strong sense of analysis and analytic tools as an essential part of strategic decision making.
     
    Communication
    Projects him or herself to others through actions, manner, posture, energy and presence to create a favorable impression of personal credibility, professionalism and integrity.  Catalyzes dialogue, shapes thinking, gains support, influences others, positively manages conflict and projects substance over form.  Not political, understands the informal web of decision-making and builds internal relationships accordingly.  Favors working with others to jointly address issues and opportunities.  Outstanding verbal, written and PowerPoint skills, is able to articulate views crisply and convincingly, and adapts style to the given audience.
     
    Performance Driven
    Constantly has an eye to the practicality and bottom-line impact of recommended strategies and will push back on those projects that are inconsistent with operational excellence or do not add real economic or strategic value.  Deals effectively with both high-level strategy, as well as the granular, detailed application of initiatives.  Demonstrates a real sense of urgency, yet remains calm under pressure.  Well-organized and rigorous in prioritizing of issues and projects.
     
    Forward Focused
    Open-mindedly considers new ideas, business opportunities and markets on their merits.  Openly questions conventional wisdom – even if it means challenging today’s customer relationships and paradigms.

 

Basic Qualifications:

  • Bachelor’s Degree
  • 5+ years of utility equipment industry experience
  • 5+ years of experience in commercial sales
  • 5+ years of experience in the principles and practices involved in new business development and product sales

 
Preferred Qualifications:

  • Salesforce experience
  • Ability to obtain a CDL License
  • Previous sales experience specifically with utility and/or tree products
  • 5 years of experience in heavy construction equipment sales
  • Excellent human relations skills to prepare and deliver formal presentations to customers
  • Time and territory management practices
  • Superior follow-up skills and urgency 
  • Demonstrated ability to build strong business relationships
  • Basic understanding of Equipment purchase financing
  • Excellent problem solving skills to develop sales strategies
  • Proficient in MS Office, MS Outlook and Excel. Knowledge of PowerPoint
  • Ability to work independently while coordinating activities with a variety of teams
  • Ability to climb and lift 30 lbs

 

** Travel expectation is an estimated 50-60%

 

Location: US-SD Watertown HR 

Department: Sales 

Job ID: 4133 

 

Terex Overview:

Terex Corporation is a $4.5 billion, publicly traded global manufacturer of lifting and material processing products and services. The company is passionate about producing equipment that improves the lives of people around the world. Terex operations are global, yet each office or factory is a close-knit community. Terex provides team members with a rewarding career and the opportunity to make an impact. The company values diversity and inclusion, safety, integrity, respect, servant leadership, courage and citizenship. It encourages continuous improvement and offers free courses available through Terex University. Women@Terex provides a supportive network for Terex women in their jobs and careers. It’s an exciting time to be part of the expanding manufacturing sector. Terex is a place where you can work and grow. Come talk to us!

 

Additional Information:

It is the policy of the company to attract and retain the best qualified employees. We are committed to providing employment opportunities to the most qualified internal or external candidate based on work-related factors and without regard to non work-related factors including race, color, religion, national origin, gender, sexual orientation, gender identity, age, disability, or veteran status as a special disabled veteran, Vietnam Era Veteran, or other qualifying veteran.

 

The Company offers competitive salaries, advancement opportunities, and a full range of benefits, including paid vacation, 401(k), medical, dental, and vision.

 

Terex Corporation is an Equal Opportunity Employer and Affirmative Action Employer M/F/D/V.

 

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