Senior Strategic Account Manager

THE PERSON

The Senior Strategic Account Manager owns the strategic growth health and long-term success of an assigned portfolio of national accounts. This role is accountable for understanding each clients business identifying future opportunities before the client does mobilizing Benchmarks internal resources and driving profitable growth through strategic planning and execution.

QUALIFICATIONS

Our ideal candidate is:

• Humble. They are quick to point out contributions of others and define success collectively rather than individually. They support healthy conflict and enjoy sharing credit with the team. They are focused on fostering trust and they lead by example. They are willing to do any level of work and chip in whenever needed.
• Hungry. Goes above and beyond to achieve team goals. Self-motivated and diligently looks for the next challenge. Encourages others on the team to continuously improve and holds themselves and others accountable. Passionate about their work and their team.
• People Smart. Strong interpersonal skills and trustworthy. Quick to build trust among their coworkers. Has good judgment and intuition around the subtleties of group dynamics and understands the impact of their words and actions. A sense of humor is a must.
• Balanced. Smart organized process-oriented and strategic. Able think ahead and see the bigger picture.
• Self-Aware. Handles problems proactively with good judgment and humility. Strong and responsive communicator down to earth and not easily offended.
• Disciplined. Firmly rooted in their core values and does the right thing even when no one is watching.
• Goal-Oriented. Focuses on their own goals as well as the goals of the team and the organization.
• Confident. Strong and logical. Calm and cool under pressure.
• Lifelong Learner. Always looking to do more learn more and grow.

Account Management and Relationship Building

• Build executive-level relationships positioning Benchmark as a trusted advisor.
• Lead business conversations around capital planning risk management asset strategy and long-term planning.
• Create opportunities to influence client decisions before projects are formally identified.
• Build trust and influence with clients through transparent respectful and collaborative communication across all levels.

Account Development and Growth

• Anticipate client needs by analyzing accounts to identify growth opportunities including additional sites and products.
• Collaborate with cross-functional teams (Client Managers Marketing Finance Consultants) to develop customized strategies for client growth.
• Manage a book of business including a specified revenue target and identify areas for upselling and retaining clients.
• Actively participate in industry events and seminars to stay connected and expand the network.
• Continuously seek to improve processes workflows and tools to enhance account management efficiency and effectiveness.

Business Ownership

• Own the business performance of assigned strategic accounts.
• Know the sales revenue profitability pipeline strategic opportunities risks and client health of every assigned account.
• Develop strategies to grow sales while protecting existing business.
• Take ownership of problems by coordinating internal resources rather than waiting for direction.
• Operate with the mindset that your accounts are your business.

Client Success and Retention

• Conduct regular business reviews to track performance address concerns and ensure client satisfaction.
• Seek feedback to enhance services and exceed client expectations.

Internal Leadership

• Lead cross-functional account teams to deliver exceptional client experiences.
• Align Consultants Account Specialists Marketing Finance and Operations around account priorities.
• Remove obstacles and drive accountability across departments.
• Ensure everyone supporting the client understands priorities and next steps

Sales Planning

• Develop comprehensive strategic account plans for key clients.
• Identify executive relationships buying influences capital planning cycles competitive threats and expansion opportunities.
• Ensure strategic account plans result in measurable client actions and business growth.
• Regularly assess and adjust the sales approach to meet revenue goals.

Collaboration and Communication

• Work closely with internal teams (Business Development Consultants Marketing) to align resources support client objectives and ensure seamless client experiences.
• Provide regular updates and reports on account activities performance and growth opportunities.

Administration and CRM

• Maintain accurate client records and activity in the CRM system ensuring up-to-date documentation.
• Provide management with timely reports on forecasts and pipeline status.

Key Relationships

The Senior Strategic Account Manger position reports directly to the Senior Director of Sales & Marketing is directly responsible for meeting sales goals and will work closely strategically and collaboratively with a number of colleagues. This includes the Sales Leader Project Coordinators Client/Managers / Consultants Scheduling and Finance.

Qualifications

Required

• Bachelors Degree or equivalent experience in Business Marketing Public Relations Communications Engineering or an industry-related field.
• Proven track record of exceeding sales goals and executing a successful sales process.
• Strong client-focused mindset with the ability to build trust relationships and anticipate and meet diverse stakeholder needs.
• Strategic thinker skilled in developing long-term strategic sales plans aligned with company goals.
• Excellent verbal written and active listening skills for conveying complex ideas and building rapport.
• Proficient in negotiation to secure profitable contracts while maintaining positive relationships.
• Solid understanding of financial concepts to maximize revenue and profitability.
• Aligned with company culture values and mission.
• Commitment to professional development and staying current with industry trends.
• CRM proficiency for data and activity tracking.
• Proficient in Microsoft Office Suite.

Preferred

• At least 5 years selling professional services.
• Experience in the commercial roof and/or pavement industry.
• Experience with EOS (Entrepreneurial Operating System).

Why Benchmark Inc.

We offer a market-competitive salary plus a performance-based addition we offer an unmatched professional culture with a family feel and where community matters. We provide opportunities for professional and personal growth to all employees and we think and act according to our core values they are at the very heart of everything we do:

• Integrity Aligning Actions with Principles
• Respect Listening to Understand
• Technical Excellence Setting the Benchmark
• Accountability Owning the Outcome
• Relationships The Heart of Benchmark

Our employees enjoy a full suite of benefits including medical dental vision life AD&D disability (short and long-term) supplemental insurances (accident and critical illness) employee assistance program wellness reimbursement 401(k) with employer matching contributions and paid time off.