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SalaryDirector, Strategic Accounts
JOB RESPONSIBILITIES
The Director will oversee mid-size accounts and will act as the primary liaison and central point of contact between higher volume and more complex Strategic Accounts (generally accounts with over $1M in sales), prospect(s) and ABB OPTICAL GROUP. While managing existing accounts, this role will be mainly focused on identifying new incremental opportunities, managing a large pipeline, and quickly moving target accounts through the sales funnel. Leveraging key relationships, leadership skills, and influencing skills to successfully develop and maintain customer relationships, this position will also have ownership of customer solutions based on supply chain and technology services. Key outcomes include profitable revenue growth; creating and maintaining awareness of key activities at all touch points between customer and ABB OPTICAL GROUP; streamlining effective and inclusive communications; identifying, targeting, and onboarding new accounts to ABB OPTICAL GROUP; creating desired customer solutions and driving desired business results. A portion of the Director’s performance will be based on customer input and achieving desired results.
Essential Responsibilities include the following. Other duties and special projects may be assigned.
- Manage multiple internal and external stakeholder relationships with diplomacy and tact, to effectively support overall customer objectives and deliver on business commitments.
- Manage a sales funnel moving new opportunities through the various stages of the sales cycle.
- Identify new opportunities in the 5-50 location targets, develop introductions highlighting ABB OPTICAL GROUP’s value proposition, lead negotiations of complex and nuanced deal structures for new business as well as contract renewals of existing customers, and generally close on new business in a 2-5 month period of time.
- Lead negotiations of complex and nuanced deal structures for new business as well as contract renewals of existing customers
- Lead customer relationship and revenue development through influencing, including delegating various actions to extended customer support team
- Identify opportunities for growth and work with our existing customers and our field sales teams to enable expansion of the current business into other areas of our optical platform as well as adding new customers
- Communicate and deliver the ABB OPTICAL GROUP enterprise proposition to customer, leveraging appropriate internal support resources
- Responsible for long-term relationship building between the customer, ABB OPTICAL GROUP and other professional organizations (Vendors, Consultants, etc.)
- Use a balanced variety of measures (e.g., results, customers, process, external benchmarks, etc.) to improve business performance, taking into account market forces when setting objectives, planning, resourcing, etc. Act with understanding, and be able to explain to support team how your activity impacts company's bottom line and how to leverage best practices with various internal and external constituents for account forecasting, planning and management, deal economics, metrics and reporting tools
- Assist in managing the Strategic sales pipeline, as well as solutions design for an assigned set of customers
- Leverage our internal teams (eg. Executives, Finance, Project Management, Operations, Pricing, etc.) to ensure a profitable business case, structured onboarding process and timeline, successful launch, and on-going tracking against our initial model including volume, margin, and profit.
Supervisory Responsibilities: NA
QUALIFICATIONS:Required Qualifications
- Bachelor’s degree in related field or equivalent experience
- A total of 7+ years in upward mobile sales positions, business development, or private equity roll-up that include the following:
- Experience in a strategic customer facing management role
- Involved with strategic selling or relationship experience in an exemplary consulting or services organization including a hands-on, track record of success selling consultative, strategic solutions including C- suite interaction
- Experience with negotiating complex business deals from inception to contract finalization and customer onboarding
- Demonstrating a proven track record with results in new/repeat Supply Chain business development, client strategies, communicating the absolute values of Supply Chain - based solutions
- Direct relevant experience building long-term relationships that make clients successful through an understanding of their business needs & the results of applying proprietary solutions & expertise.
- Proficiency in General PC applications; MS Office applications
- Excellent verbal and written communications
Desired Qualifications
- MBA or advanced degree
- Project Management experience
- Strong organizational awareness, with ability to manage multiple touch points between the customer and ABB OPTICAL GROUP
- Ability to manage multiple priorities simultaneously
- Strong diplomacy and tact when acting as a bridge between customer and ABB OPTICAL GROUP
- Background in business strategy, Supply Chain and retail sales
- Optical/contact lens/eyewear lens and frame product knowledge
- Strong analytical sales, coupled with financial acumen and P&L management
- Excellent presentation and negotiation skills targeted to Director, VP and C-level audiences
- Demonstrated capability of developing needs-based proposals
- Ability to help analyze and structure business terms and ensure legal documents reflect those terms
- Excellent organizational skills
- Strong attention to detail and quality
For US Candidates
The anticipated base pay range for this position is $105,000 - $140,000
Employee pay is determined by multiple factors, including geography, experience, qualifications, skills and local minimum wage requirements. In addition, you may also be offered a competitive bonus and/or commission plan.
Employees and/or eligible dependents may be eligible to participate in the following Company sponsored employee benefit programs: medical, dental, vision, life insurance, group life insurance, voluntary supplemental life insurance, supplemental health benefits (critical illness, hospital, accident), short- and long-term disability, paid family leave (applicable states), 401k, tuition reimbursement, eyewear discounts.
US employees are eligible for the following time off benefits:
- Vacation and/or Sick time
- Holiday pay
- Birthday PTO
Upon request and consistent with applicable laws, ABB Optical will provide reasonable accommodations to individuals with disabilities who need assistance in the application and hiring process. To request a reasonable accommodation, (be sure to provide your name and contact information so that we may follow up in a timely manner) or email HR@abboptical.com.
ABB Optical is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
The compensation and benefits information set forth in this posting applies to candidates hired in the United States. Candidates hired outside the United States will be eligible for compensation and benefits in accordance with their local market.
