Lead, Strategic Accounts in Prattville, AL at Kinedyne

Job Description

The Lead, Strategic Accounts will assist the Director of Sales- US with increasing overall revenue within the existing MRO customer base and with finding, forging, and coordinating relationships with new MRO customers in the US and Canada. The Lead, Strategic Accounts will gather and evaluate market research to gain insights into the specific needs and preferences of MRO customers and collaborate to customize Kinedyne’s products accordingly.

RESPONSIBILITIES: 

• Collaborate closely with the Director of Sales- US across the entire customer life cycle to become a specialist in our Strategic Accounts’ buying journeys, evolving needs, and heightened expectations including becoming familiar with the preferences of downstream customers in the Food and Beverage, Construction, and IT industries.
• Assist in onboarding new Strategic Account customers, maintaining ongoing engagement to nurture Kinedyne’s relationships, and ensuring the delivery of Kinedyne’s value proposition and revenue retention.
• Establish strong relationships at various levels within the strategic customer’s organization by being accessible, responsive, and valuable to all stakeholders including support for downstream customers seeking information on Kinedyne’s products.
• Receive and process orders through various channels collaborating with Customer Service, Procurement, Planning, Shipping, and various Warehouse teams to ensure accuracy of customer pricing and timely deliveries for Strategic Account orders.
• Collaborate with various departments, including Sales and Marketing, to customize products, promotions, and educational materials to cater to the needs of Strategic Accounts and enable co-branding and co-marketing efforts.
• Utilize Kinedyne’s CRM platform, Monday.com, to track processes, initiatives, and outcomes related to Kinedyne’s Strategic Accounts and downstream customers.
• Assist in developing and implementing customer success plans to enhance customer lifecycle experiences, including supporting the Manager, Strategic Accounts as they carry out initial sales processes to ongoing satisfaction, retention, and growth strategies.
• Serve as a liaison between Sales, Operations, and Customer Service to uphold accurate accounting and financial procedures.
• Maintain and analyze essential data related to sales metrics, expedite orders when necessary, and ensure alignment between customer needs and internal operations.
• Act as the advocate for customer feedback internally facilitating rapid iteration across various departments to meet the diverse needs of Strategic Accounts.
• Lead efforts in managing the performance of Strategic Accounts, creating tailored assets, and providing administrative support throughout the sales process.
• Coordinate with the Sales and Marketing teams to improve operational efficiency, contribute to sales strategies, and maintain key customer information.
• Support the Manager, Strategic Accounts in devising and delivering strategic pricing strategies, taking the lead on collecting, collating, analyzing customer POS data.
• Assist in the accurate and timely administration of Strategic Account’s pricing agreements and incentive programs.
• Track and measure Strategic Account’s historical sales history for all Kinedyne’s product categories and product solutions collating monthly, quarterly, and annual sales numbers to aid in greater and more accurate forecasting methods and outcomes for Strategic Accounts.

WORKING CONDITIONS/EXPOSURES: 

• Minimal travel required, approximately 10%, to travel to customer or company events.
• Work in an office setting.

COMPETENCIES:

Core Competencies:

• Customer Focus – Understanding who your customer is and their needs.
• Dealing with Ambiguity – Comfortable dealing with change and situations in which a clear answer has yet to be discovered.
• Drive for Results – Identifying key goals and using all available people and resources to get there.
• Priority Setting – Knowing what comes first.

Additional Competencies:

• Exceptional communication and relationship-building skills.
• Strong emotional intelligence with the ability to work well in teams.
• Self-driven work ethic as well as strong organizational and time management skills.
• Ability to handle ambiguous or challenging situations and drive to mutually agreeable outcomes.
• Excellent communication, interpersonal, and analytical skills to collaborate effectively with cross-functional teams.
• Desire for high level and degree of internal and external engagement, with the ability to successfully build and support relationships with all levels of seniority and communication styles.
• Ability to thrive and react to changing customer needs.
• Strong social skills including interpersonal, telephone, and email skills to successfully collaborate and communicate with a variety of personalities.
• Ability to maintain a professional, organized, and positive demeanor, even when dealing with difficult situations.
• Ability to think and operate on the fly, to assess situations, to weigh options, and to make sound business decisions.
• Ability to maintain accountability and prioritize tasks.

PHYSICAL DEMANDS:

• Frequent computer use (sitting for extended periods, typing, viewing screen, use of mouse).
• Occasional air and vehicular travel.

KNOWLEDGE and SKILLS: 

• Strong understanding of sales and sales operations practices.
• Proven track record in meeting deliverables.
• Ability to organize and analyze high volumes of data and information.
• Excellent analytical and communication skills with the ability to provide clear and concise guidance through emails, over the phone, online meetings, or in person.
• Desire to increase individual business and technical acumen continually enhancing ability to engage and add value in discussions involving both technology and business strategy.
• Excellent computer skills. Proficient with MS Word, Excel, PowerPoint, Teams, Outlook, and LinkedIn.
• Proficiency with Monday.com preferred.

EDUCATION and CERTIFICATIONS:   

• Associate’s Degree in Business Administration or relevant field required.
• Bachelor’s Degree in Business Administration or a relevant field strongly preferred.
• Must have a passion for continuous learning and professional development.
• In lieu of a degree, significant experience in a related industry or equivalent education may be considered

EXPERIENCE:

• At least three years of relevant experience required.
• A combination of years of experience, advanced education, and industry-specific training and experience may be considered in lieu of the minimum requirement

About Kinedyne: 

Over the course of five decades, Kinedyne has evolved from a single facility in New Jersey to an international organization with more than 500 employees at facilities in four different countries around the world. As we grew and our product lines evolved, we believed that with Better Cargo Securement – Greater Cargo Capacity – and Faster Cargo Access Technologies, we can make the increasingly complex shipping environment just a little easier for the industry to deal with today and as the future unfolds.

All of the efforts throughout our history have enabled us to provide our customers the products, service, and support that they have come to expect from us over our five decades of growth. We’ve earned our right to be called The Cargo Control People. 

What We Offer:

A Comprehensive Benefits Package that includes:
Medical/Dental/Vision - with HSA (company provides yearly funding)
Individual or Family Plans are available at affordable bi-weekly rates
- Company paid long & short-term disability
- 401K with competitive company match
- PTO & Tuition reimbursement
- Company Paid Life Insurance