Account Executive

1 week ago

Montréal QC, Canada Korn Ferry Full time

Korn Ferry has partnered with a leading manufacturer of innovative safety, tool, and equipment products and solutions who is seeking a Strategic Account Executive for the Manufacturing market. Today, their growing family of world-leading brands serves customers and partners across the U.You’ll help chart the future as the company continues to expand into new products, services, and markets. Our client has launched a new vertical focused sales division and is looking to hire a Strategic Account Executive to lead their Manufacturing Market. Their ideal candidate has proven track records of building profitable relationships with Fortune 500 accounts and responsible for the creation of new market share growth and pursuit of Fortune 500 companies in the Manufacturing market. Candidates should have experience selling across multiple product lines and comfortable contacting and securing new business with target accounts through relationships at multiple levels, including “C” level executives, safety directors and managers, plant directors, procurement, and distribution channel partners as required. This role will manage all aspects of assigned accounts within their portfolio, including but not limited to: strategic account planning and execution, target account qualification, relationship building, opportunity identification; pipeline and opportunity management, leveraging internal resources, distributor coordination, CRM tracking and follow-up; customer issue resolution relating to service and other issues to ensure a high level of post-sales satisfaction and facilitate long-term relationships with strong potential for repeat business.

This position reports to the Global Director of Strategic Sales and partners with the Regional Sales Managers to support local execution strategies and company goals.

Drive market growth utilizing vertical expertise, strategic account planning, consultative selling skills, strong relationships, and structured marketing sales plans within the assigned vertical market and targeted end-user accounts.
Work in partnership with internal resources and distributor partners to create new market share through new customer creation, the addition of new addresses, while fully penetrating the breadth of product offerings within the Manufacturing market.
Develop and maintain marketing and account penetration plans to identify and monitor opportunities. Plans include but are not limited to customer parent-child relationships, assessment of the current state of the account; competition within the account; and action plan to optimize spend potential throughout the assigned accounts.
Create and maintain CRM sales pipeline with detailed information as to the number of potential and qualified prospects/opportunities, status, and next steps.
Support management in roll-up of monthly financial forecasts through accurate forecasting, negotiating, and financial planning in designated accounts.
Further develop existing, and establish new business relationships throughout target customer organizations, including “C” level executives, safety teams, plant management, and procurement as required.
Identify key executives within the customer organization by position and by name with the goal of a specified number of face-to-face meetings with various levels of the customer organization to include the key decision makers by specific dates with the goal of closing profitable sales.
Assume the lead role in the preparation and delivery of customer presentations, by preparing meeting plans, defining roles, while engaging executive sponsorship.
As required, share information with Sales leadership regarding relevant business issues and industry information for utilization in the development of market-specific action plans, sales strategy, and/or new product development.
Hold business reviews to capitalize on opportunities for sales growth; manage product margin expectations, promote the full breadth of product offerings.
Efficiently manage all required administrative functions, such as weekly reports, managing selling expenses, maintaining CRM data & sensitive market information.
Work in conjunction with distribution representatives to ensure customer service is always maintained.
Coordinate product knowledge meetings, trade shows, product safety seminars, engaging local representation in coordination with the overall strategic account plans goals, objectives, and tactics.
Organize, set up, and attend Strategic Account trade shows.
Leverage SFDC, Power BI, MITS reporting to fully understand your region’s analytics, national performance, or other data.
Deliver high-quality presentations internally and externally, while maintaining a 24-hour communication rule to deliver best-in-class service.
Engage in the Manufacturing industry and relevant trade associations to establish yourself as an expert for customers to rely on as a true supplier trusted advisor.
Minimum of ten (10) years of commercial sales experience, including five (5) years of successful manufacturing vertical sales experience, with consistently demonstrated ability to meet and exceed quota.
Strong safety product business acumen with pre-existing relationships engaging Fortune 500 companies within the manufacturing space.
Proven ability to build effective relationships up to the executive level and industry/segment professional organizations.
Demonstrated ability to comprehend, develop, and execute strategic account plans at a national level both internally and externally to ensure a complete analysis to maximize the full growth potential of the portfolio.
Excellent oral, written, and presentation skills, with the ability to present effectively to senior-level executives and organization decision-makers.
Strong PC skills (Excel/Word/PowerPoint) required.
Experience working within the Tools, Industrial Safety, safety process, or having safety certification is a significant asset.

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