Strategic Account Manager

Hilti - Dayton, OH

Full-time - Mid Level

Hybrid - Dayton, OH

Machinery Manufacturing

About the position

The role of Hilti North America (HNA) Strategic Account Manager (SAM) is to own the relationship of the customers within a specific region that represents the largest opportunity for large customer business. This role is responsible for developing executive relationships in partnership with the regional manager and division manager. This includes developing strategic direction and gaining share of wallet through specific strategic initiatives and solutions offerings. This position coordinates the collaboration of the Hilti team and owns the task of developing relationships up, down, and across the customer's organization. The incumbent in this role deeply understands Hilti's product, software, and service solutions. The SAM will work upstream to deliver value (improve business processes / work methods), establish Hilti as a trusted partner and position Hilti for sustainable and accelerated growth. The Strategic Account Manager will cover approximately 10 hierarchies of A/B, Large and Complex, or must win accounts.

Responsibilities

• Make outside, face-to-face sales to an assigned set of customers, often through direct assignment within a geographic area while strengthening the company's position or market shares within the assigned group of accounts
• Build account development plans for up to ten hierarchies to drive key strategic topics, project and account standards on local opportunities
• Work under the guidance of strategic business developers to implement framework agreements locally
• Demonstrate consultative selling; collaborate with the customer to analyze and assess the need for a product or service
• Demo Hilti products and services in person, face-to-face, with customers
• Identify the key roles on a jobsite and understand their responsibilities and needs; obtain appointments with entry level decision makers at construction/ industrial companies
• Collaborate with a variety of departments (materials management, logistics, credit, marketing, technical services, and customer service)
• Care for and maintain company assets, e.g. company provided vehicle, van inventory, laptop, and smart phone to minimize loss due to damage or loss inventory
• Participate in construction industry trade organizations to build relationships and network of contacts as well as understand local competitor value offerings in relative trade.

Requirements

• Bachelor's Degree or equivalent work experience, required
• Five (5) year prior direct sales experience working directly with customers, required
• Demonstrated success as a Hilti Account Manager or developing key customer accounts, required
• Ability to effectively present and influence C-Suite Executive, required
• Ability to build relationships and work effectively with all levels of an organization to drive strategy, influencing owner and generating revenue, required
• Extensive experience with Salesforce.com platform as well as disciplined execution on SFDC, required
• Proven ability working on strategic projects that have a longer-term focus
• Experience with reading and understanding construction documents, preferred
• Previous experience of preparing professional sales presentations and quotes for customers required
• Demonstrated abilities with speaking with and selling to senior or executive level leaders in various organizations
• Ability to thrive both independently and in a team environment, required
• Strong communication, relationship building and networking skills, required
• Excellent collaboration skills driven by strong communication skills and business understanding
• Proficient computer skills including MS Office Suite and smartphones, required
• Must maintain a professional business appearance in accordance with HNA dress policy at all times

Nice-to-haves

• Experience with reading and understanding construction documents, preferred

Benefits

• Medical/Dental/Vision coverage effective on your first day of employment
• 401(k) plan with dollar-for-dollar matching, up to 6% matching, up to 6% match and fully vested after one year of employment
• Generous Paid Time Off policy and holidays including two days to give back to your local community
• Paid parental leave, sabbaticals, military leave
• Education reimbursement and student loan assistance
• Up to five days per year of back-up daycare
• Life, accident and disability insurance
• Employee Assistance Program (EAP), company-paid wellness screenings
• Opportunities for growth - shift careers, support your professional development, or get assigned to any of the 120+ countries in which we operate