Director, Key Accounts
305 Industrial Pkwy S Aurora, ON
As a result of our client' s industry reputation, recent success and rapid growth, we are now looking to build a professional sales organization to meet the needs of our customers and increased market demand throughout North America.
This newly created position, while offering a competitive On Target Earnings (OTE) compensation package, is designed to attract the experienced consultative management executive having designed and implemented national/global account client retention strategies and having fostered effective stakeholder relationships for complex technical or software solutions companies, preferably in the Pipeline Marketplace. The Director, Key Accounts, with demonstrated skill, awareness and finesse, will find and win new growth opportunities within the existing key account base. While exceeding “ share of wallet” revenue and profitability targets, the Director, Key Accounts will also uncover and implement continuous improvement initiatives at the customer level.
Reporting to the VP Engineering and Risk Management Solutions
Develop a deep understand of each key account, including size/scope of it' s gas distribution network, account history, relevant systems and integration points, sources of data, key stakeholders, the decision-making process, business plan objectives (including expansion/acquisition), areas of opportunity, strategies to grow the business, pain points, politics and competitive landscape.
Confidently position and understand the features, benefits and value of the solution suite related to existing key account implementations and future growth opportunities.
Demonstrate a strong understanding of the North American Pipeline marketplace, pipeline risk management, industry trends and current/future regulatory and legislative requirements.
Develop strategic account plans to meet and exceed key account growth targets.
Develop stakeholder meeting and communication cadence in alignment with strategic and tactical growth and retention plans.
Build consultative relationships at various levels within key accounts and offer strategic advice were required.
Exercise strong sales, customer service and continuous improvement process, discipline and acumen.
Build and manage an effective key account growth opportunity funnel within CRM (Salesforce) and forecast with consistency and accuracy.
Adhere to sales metrics utilizing CRM reporting tools, templates and disciplines.
Represent the company at industry events (association meetings, user groups, tradeshows, conferences, etc.) proactively registering for the event and leading participation.
Marshall internal resources, where required to retain and grow the business, including technical demos, executive level meetings, product support, RFP responses, proof of concepts and Statement of Work preparation oversight.
Deliver proposal and Statement of Work presentations including contract amendments and negotiations.
Ownership of Key Account RFP responses and information requests including adherence to time lines, guidelines, quality and relevance of content and opportunity.
Maintain a high level of customer satisfaction through both direct client interaction and internal departmental client interaction.
Report relevant information on competitors, business at risk, key accounts and market trends.
Skills, Attributes & Characteristics
Performance Driven and Accountable: Has high performance standards and outperforms peers
Detail Oriented: A natural analytic skill set needed to deeply understand the customer' s business objectives while demonstrating a “ gap analysis” skill set resulting in quality deliverable execution.
Empathy: Genuinely understand the needs of the customer, demonstrate an awareness to help the customer “ Win” while managing and aligning the “ Win”.
Listen/Learn: Ability to “ Listen to Understand” demonstrating a genuine customer experience and solution approach.
Credibility/Capability/Vernacular: To confidently articulate the unique value that the client provides customers in terms that resonate.
Acts like an owner: Delivers results, creating value for our customers and our business.
Speaking/Presenting: Clearly articulates ideas, opinions and information in technical presentations/meetings so that the intended purpose is achieved.
Collaboration: Works effectively with others to achieve positive results.
Prioritization: Organize resources and work load efficiently to achieve timely results.
Undergraduate or Post-Graduate Degree, preferably in a STEM (Science, Technology, Engineering and Math) related field or Business/Management
5-10 years National/Global Account Management experience – providing technical or software-based solutions and customer support at various levels throughout the customer organization.
Experience in the Pipeline Marketplace would be preferable
Proficient computer skills including MS Office, Solution Suite and Salesforce
While based out of the corporate office, willingness to travel 50% of the time within North America