Strategic Account Manager

We are looking for a results driven Strategic Account Manager to drive sales growth and profitability at Earnest strategic and key accounts.  This role will drive year-over-year growth, all while providing the best possible customer experience. Provides best-in-class service and product support on existing business. Responsible for driving new sales opportunities while maintaining profitability for the company.

The Strategic Account Manager will work in conjunction with the Earnest Sales & Marketing teams, Purchasing, and Distribution (& Production) departments.  This role is a hybrid internal/external role and may require travel to various customer locations.  Reports directly to the VP of Sales and will be eligible to participate in the Sales Incentive Plan annually.

Key Responsibilities:

Account Planning

• Serve as the primary point of contact for assigned accounts, building strong, trust-based relationships with key stakeholders.
• Conduct independent strategic account planning, including analysis of historical spend, forecasting, and development of growth strategies by region and branch with a documented plan of action to report to Sales Management.
• Manage and monitor key account scorecards and satisfaction metrics to improve Earnest’s supplier ranking.
• Lead discussions on KPI / scorecard review with customers and report to Sales Management to determine resolution path on any issues presented.
• Monitor customer satisfaction and conduct follow-ups post-order, especially for large or high-touch orders.
• Assist in managing and completing EDI sales process requirements with the Strategic Account Support role and understand all purchasing processes (large quotes, EDI, direct inquiries, etc.).
• Maintain accurate CRM item records for strategic account including updates, modifications, and new entries.
• Analyze account trends and report insights to Sales Management to support overall growth initiatives.
• Drive communication and data infrastructure improvement processes, including cross-references and system enhancements to the appropriate internal resources such as Marketing, Engineering, and Sales Management.
• Manage pricing strategies, including price breaks and margin expectations, aligned with account goals in collaboration with Sales Management pricing direction.

Internal Collaboration

• Drive collaboration & Earnest alignment by partnering with internal teams, including Strategic Sales Support, Purchasing, Quality, Distribution Centers, and Sales Management to ensure consistent and timely customer satisfaction.
• Utilize Standard Operating Procedures to ensure compliance and consistency in all activities.
• Maintain deep understanding of the full Earnest product portfolio and effectively communicate value propositions to assigned customers.
• Train Strategic Sales Support role and appropriate customer departments on Earnest products and processes learnings based on customer interactions and experience.
• Collaborate with Quality department ensure appropriate RMA or MTR completion as required with escalation to Sales Management as needed.

Opportunity Identification

• Perform outbound calls and service inbound calls, emails to identify, qualify, and pursue new sales opportunities.
• Qualify inbound quotes and collaborate with Strategic Sales Support to ensure timely responses, quote identification (standard, newly sourced products, or blanket order), and quote completion.
• Upsell and cross-sell within the current book of business based on customer needs and market opportunities.
• Own Sales Execution & Pipeline Development for future opportunities.
• Prospect new accounts and / or branches to build a robust sales pipeline for future growth.
• Conduct in-person visits to customer sites in conjunction with robust account planning to further relationships and present outbound sales opportunities in collaboration with Sales Management.
• Conduct quote follow up, as appropriate, to assess interest in quote and negotiation.
• Coach, train, and answer any questions from the Strategic Account Sales Support role on standard quote identification, submission, and pricing.
• Independently fulfill Distribution Center (DC / HUB) quotes within 24 hours of submitted request, including Smart Sheet requests.
• Collaboration with purchasing on newly sourced product quotes to understand Earnest ability to source, timing of source, and determination on price alongside Sales Management.
• Negotiate and close sales with a focus on maximizing revenue and margin.
• Conduct order follow up with customer to ensure expectations are met.
• Ensure accurate and timely order delivery that meets customer specifications through collaboration with the Distribution Centers and communication to customers.
• Support any ongoing issue resolution related to pricing, delivery, or order fulfillment with escalation to appropriate internal teams such as Quality, purchasing, Distribution Centers, or Sales Management as needed.

Requirements:

• An Associate or Bachelor’s degree
• Ability to travel up to 50%
• Proficiency in analyzing sales data to identify patterns, trends, and opportunities for improvement
• Ability to prepare regular reports on sales performance, account activity, and market trends
• Able to make decisions independently
• Moderate understanding accounting & profitability concepts
• Ability and willingness to function well in a high-paced environment, comfortable with ambiguity, and enjoys an environment of active growth and change
• Able to work with others and communicate effectively

Preferred Qualifications:

• Experience working at a Fastener manufacturing company or distribution organization
• Understanding of secondary service environment
• Experience working with Microsoft Dynamics 365
• Deep and robust knowledge of fasteners and the fastener manufacturing industry
• Experience working in an account management or key account manager sales role