Senior Strategic Account Manager

Benchmark, Inc.

Cedar Rapids, IA     Full Time

THE PERSON 
Are you an energetic and assertive Senior Strategic Account Manager with a proven track record of uncovering and generating new opportunities, managing existing business, and driving strategic growth? In this seat, you will manage and prioritize opportunities, qualify new business, and close deals, while understanding client business drivers and presenting tailored solutions. You will be responsible for driving strategic growth and cultivating long-term partnerships with our key clients. You will leverage your industry expertise and consultative approach to provide tailored solutions that optimize client assets and deliver measurable business value. As a Senior Strategic Account Manager, you will play a pivotal role in expanding our market presence, managing high-value accounts, and contributing to the company’s overall growth strategy. This position is ideal for a results-driven professional with a passion for building relationships, delivering exceptional service, and leading strategic account development.  

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. 

RESPONSIBILITIES 
Account Management & Relationship Building

  • Develop deep relationships with clients to assess their needs and identify opportunities for account or project expansion. 
  • Provide strategic guidance to help clients achieve their business goals, optimize building assets, and maximize value from our services. 
  • Build trust and influence with clients through transparent, respectful, and collaborative communication across all levels. 
  • Utilize various communication methods (phone, in-person, video conference) to engage with clients, including buyers, engineers, contractors, and executives. 

Account Development & 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.

Client Success & Retention

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

Sales Planning 

  • Develop and execute tailored strategic sales plans, to achieve sales goals, strengthen relationships, and drive long-term growth. 
  • Regularly assess and adjust the sales approach to meet revenue goals. 

Sales Process

  • Guide clients through the sales process, effectively qualifying leads, and recommending tailored solutions. 
  • Ask insightful questions to uncover the client’s situation, pain points, needs, and decision-making processes, while differentiating Benchmark by educating clients on tailored solutions that meet their key criteria and influence decision-making to gain commitment. 
  • Effectively present solutions, gain commitment, handle objections, and close deals while ensuring profitability. 

Collaboration & 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 & 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. 

QUALIFICATIONS 
Required

  • Bachelor’s 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).