Director of Strategic Accounts

2 weeks ago

Sidney, Canada AXYS Technologies Inc. Full time

AXYS is a dynamic system integrator known around the world for its innovative products and services that range from systems for remote environmental monitoring and full turn-key data campaigns using our own fleet of equipment. We are seeking a results-driven strategic accounts manager to manage our large key account portfolios. You will work with other key teams in sales, service, projects and fulfillment to develop client relationship management strategies, establish strong client relationships, develop and submit bids, negotiate and oversee contract compliance, and suggest innovative solutions to meet client needs.

You would be the lead account manager for our global business in turn-key data campaigns for offshore wind with many of the leading energy developers around the world. You would also provide a performance management/mentoring role for the solutions business unit sales team responsible for selling our integrated solutions to multiple industries. Opportunities for further leadership mentoring and advancement are available for the right candidate.

To ensure success as a strategic accounts manager, you should possess extensive sales experience with complex products/services in either offshore wind or a related industry, ideally involving data collection and delivery. We are looking for someone who can bring a note of confidence to our clients and internal teams, and whose customer-oriented approach, and sales expertise result in increased profitability.

Location: Flexible. Company headquarters are on Vancouver island, Canada, but open to candidates working from other locations or countries. Depending on your location, this role will likely initially involve significant international travel (>50%) to global events and meetings with key clients and team members around the world.

Role & Responsibilities:

Strategy Support

  • With the strategic team, build out the business plan for the Data Campaign business unit. With the CEO, review profitability and overall P&L for the business.
  • Build out, with the strategic team, country-by-country strategies, account and fleet portfolio goals, and fleet size targets/capital plans.

Account Management and Client Satisfaction
  • Maintain assigned key accounts and prospective accounts in Offshore wind and provide ongoing client support for active projects as needed by project management.
  • Manage existing relationships and develop and implement client relationship management strategies to build and maintain long-lasting customer relationships.
  • Effectively communicate AXYS’ value proposition through proposals, presentations and client interactions.
  • Communicate with key clients to monitor client expectations and satisfaction.
  • Recommend and implement improvements to the management of key client relationships.

Data Campaign and Solution Sales
  • For the data campaigns, lead tenders and liaise with all parties internally to ensure timely tender delivery.
  • Aid in contract review and negotiations for all key clients.
  • Coordinate with the sales and product teams to handle key client queries and find innovative solutions for complex problems.
  • Aid solutions teams with identifying new business leads, pull-through opportunities from offshore wind clients, and contacting prospective key clients to promote products and services.
  • Aid the Director of the Project Management Office (PMO) in establishing efficient communication channels and liaising between key clients and internal departments.
  • Aid in building out and maintaining sales and bidding tools and proposals and oversee the transition from sales to project management for major data management projects.
  • With the sales team, identify new business leads and contact prospective clients to discuss our products.
  • Perform and support recordkeeping, as well as prepare sales forecasts and reports and guide the client/project profitability assessments.
  • Monitor sales performance metrics and facilitate timely interventions.

Expertise and Experience Requirements:

  • Bachelor’s degree in business management, marketing, or a related field.
  • A minimum of five years’ experience as a strategic accounts manager.
  • Experience with negotiations of large ($1M plus), multi-year, risk-based contracts.
  • Prefer some experience in managing a sales team and proposal desk
  • Experience overseeing and maintaining complex pricing and post-performance profitability reviews
  • Proficiency in CRM software, ideally Salesforce.
  • Extensive experience in B2B sales in a related industry.
  • In-depth knowledge of client relationship management strategies.
  • Superb interpersonal, communication, and collaboration skills.
  • Great problem-solving and analytical abilities.
  • Excellent organizational and time management skills.
Apply for an Open Position:

Please indicate your interest in employment here by completing this brief form and uploading your resume, etc. for review. We thank all those who apply to AXYS, but only those candidates selected for an interview will be contacted. Please, no phone calls.

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