The Bilingual Strategic Account Executive is responsible for developing relationships, retaining customers, penetrating and growing sales and margin in existing Strategic Accounts. The SAE has responsibility for the account across all geographic markets and works with counterparts in other countries. The SAE serves as the primary contact for senior customer contacts and works together with Executives, Sales Managers, Strategic Account Managers, Inside Account Managers, Product Specialists, Customer Service and other company resources to manage the overall relationship.
Meet or exceed sales and margin quotas in all Lines of Business as set out by management
Manages high level relationship with customer by developing a high value-add relationship with key senior contacts
Develops sales and margin growth opportunities by reviewing and analyzing monthly reports, balanced account development, location penetration strategies and customer research
Identifies short-term and long-term sales retention strategies
In-depth knowledge of legal documentation (global if applicable)
Coordinates account servicing and sales strategies with support from Account Managers, Specialists and Customer Service
Works with Business Development Team to implement new accounts
Meet metrics as outlined below:
40% Customer Time, 60% Non-Customer Time
40% Customer Face-to-Face Time (Sales business development, SAM Work-With’s, PBR’s…)
35% Planning (SAM Conference Calls, Specialist meetings, business development planning, sales & margin review, PBR preparation, retention strategy)
25% Admin (maintenance, email response, report requests, customer follow-up)
Target Segmentation – Strategic and/or National Accounts
Able to interface internally to the company with professionalism and diplomacy
Ability to set targets and design creative strategic sales and margin growth plans
Requires strong consultative selling skills
Trained as a facilitator in sales training programs
Strong negotiation skills with proven closing ability
Ability to coach, lead, motivate, support and manage for results; demonstrates strong teambuilding attributes
Strong business, financial, operations, and technical acumen
Ability to interface at the most senior levels at a customer
Strong analytical skills and the ability to multi-task
Strong verbal, written, and presentation skills in English and French
Strong interpersonal and customer relation skills
Demonstrated ability to manage multiple projects involving large revenues and a high degree of complexity
Superior time management and organizational skills
Ability to function independently with little or no supervision as well as working effectively in a team environment
Minimum 5 years of sales experience penetrating or maintaining accounts; senior management experience preferred.
Previous office product industry experience is helpful.
Strong knowledge and understanding of telesales and the sales planning process.
Mandatory computer literacy (excel, powerpoint, word) (experience with CRM tools an asset).
Post secondary education in business related discipline – Diploma or Degree preferred.