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Account Management Director


Account Management Director

Account Management Director

Mitchell Lewis and Staver Co.
Phoenix, AZ

Job details

Job Type

Full-time

OPEN To Hiring Applicants in the following locations:

Oregon, California, Washington, Arizona, Idaho, Utah, Michigan, Colorado

About Mitchell Lewis & Staver:

At Mitchell Lewis & Staver, we deeply value our people, our customers, and doing things right. We are a leader in innovative solutions that help our customers manage, control and conserve energy and liquid resources. We do this through application-specific pumping systems, electronic controls, and packaged systems. Working at MLS means you will be a part of a growing team of knowledge leaders, creating value for our customers through our technical expertise and solution-driven focus.

Our Culture:

Mitchell Lewis & Staver fosters a proactive culture of teamwork, transparent communication, entrepreneurship, integrity, and accountability. We also like to have fun, promoting lightheartedness and work-life balance. We offer competitive compensation, an excellent benefits package, and a generous PTO policy. If you are looking for a great team environment where your skills and talents are valued, join the team at Mitchell Lewis & Staver!

Position Summary:

This is a lead role for our organization. The Account Management Director is a unique talent who is disciplined and effective in helping companies drive existing customer sales growth strategies.

The Account Management Director is specifically designed to continuously improve the account management process at Mitchell Lewis & Staver. The role will require attention to detail, precision and focus into specific account needs and will help to build process to address customer sales and service requirements.

The Account Management Director will work directly with our senior leadership team and members of our sales and branch management teams to develop and implement agreed upon strategies which will enhance our customers' experience.

Position Objective:

The objective for the Account Management Director is simple - to improve loyalty with customers. This role will provide instrumental leadership in the development and implementation of thoughtful and effective strategies in Account Management. The goal will be to grow into a role where we are attentive to the timely recrafting needs of our Account Management process, resulting in continuous improvement in account share of wallet, revenue attainment and margin performance.

Essential Functions:

  • Develop an overarching sales philosophy and vision for our Account Management group. This will include culture development, key success measures, relationship building techniques and share of wallet expansion methods, all aimed at improving MLS market share through the achievement of unique plan objectives.
  • Lead the implementation and execution of defined Account Management policies, processes and procedures migrating MLS from transactional selling to true partner and relationship selling.
  • Enhance and develop creative compensation strategies that provide accountability and reward performance.
  • Be an expert in gaining market intelligence at a local level, including macro and micro data, competitive analysis, brand preferences and general industry trends through Voice of Customer, Voice of Employee and Voice of Supplier.
  • Drive market conditions into the organization through short term sales forecasting, annual sales planning and defining multi-year sales plans.
  • Partnering with Marketing, develop a robust customer program including incentives, co-op marketing, and other 4P considerations to drive customers into higher dealer tiers.
  • Drive in depth customer segmentation analysis as a baseline for targeted marketing initiatives and opportunity and risk assessments by segment.
  • Drive in depth product sell through analysis to provide discreet market and customer trends.
  • Develop and execute training initiatives aimed at diversifying product mix sell through, sales techniques and Account Management practices.
  • Provide regular pipeline analytics including win/loss rates, leads, opportunities, quotes and order backlog analysis, and the management of activities that drive pipeline performance.
  • Proactively assist in the management of MLS' working capital, including accounts receivable and physical inventory.
  • Provide superior management of a department including organizational development, talent acquisition, performance management and monitoring, budget management, revenue and margin planning.
  • Be the emotional leader that instills confidence, urgency and empathy into the team.
  • Be the motivational engine for the Account Management team
  • Be the champion for the team to other functions within MLS, understanding the concept of ownership and influence, and the connectivity and accountabilities that exist in the sales function.

Experience, Knowledge, Skills, Abilities and Education Required:

  • 10+ Years relevant experience managing an Account Management sales team within a similar business model (distribution or manufacturing) and core or adjacent industry required.
  • Experience building a sales team and defining foundational elements for scalable growth for the Account Management function.
  • Proven ability to develop strong, meaningful and lasting relationships with customers and other external stakeholders.
  • Proven ability to grow, mentor and develop individuals.
  • Demonstrated ability to meet or exceed revenue and profitability targets through proactive sales management.
  • Clear understanding of relationship selling, including the ability to develop short and long term strategic plans with customers, engage cross functional teams to develop creative account based plans, foster and nurture account relationships, and provide consistent and recurring revenue streams through MLS Key Accounts.
  • Ability to understand important measures of success within the sales function including KPI's in the areas of pipeline health, forecast accuracy, sales activity management, and market performance.
  • Experience developing incentive programs aimed at rewarding exceptional performance.
  • Experience partnering with a robust marketing organization to achieved desired revenue outcomes, including sales enablement, product management, marketing communications and demand generation.
  • Deep understanding of working capital and financial management principals, including budget preparation and management, inventory management and proactive accounts receivable management techniques.
  • Experience managing a disparate or remote team with examples of maintaining group accountability and focus on defined objectives.
  • Expert at customer and product data analytics to drive decision making and sales behaviors.
  • Expert skills utilizing CRM as a management and sales tool.
  • Expert communicator, both internally and with external stakeholders.
  • Expert presentation skills at all levels of the organization with executive level skills preferred.
  • BS/BA in business or related field required.
  • MBA preferred.

Key Leadership Competencies:

  • Passion and enthusiasm for our people, our customers and our industry
  • High degree of self, team and organizational accountability
  • Collaborative and team oriented
  • Curious and creative in problem solving and root cause analysis
  • Proactive versus reactive mentality
  • Amazing intuition and gut instincts balanced by data and analytics capabilities
  • Strategic thinker and vision setter but also a master of execution
  • Situationally aware, emotionally intelligent
  • A+ people manager, balanced approach to team dynamics and cultural development
  • High achiever, showing growth at each step of the career journey
  • Understands how to navigate change in a potentially change resistant environment
  • Relishes being on a winning team
  • Is a great human being who values integrity, transparency and authenticity

Disclaimer:

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.


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• Post ID: 21210624


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