Director of Strategic Accounts

Date: Nov 25, 2022

Location: Madison, IN, US, 47250

Company: Dover Corporation

Part of Dover Corporation’s Engineered Systems segment, Vehicle Service Group (VSG) is a strong, diverse and dynamic global leader in the vehicle service industry. VSG comprises 13 major vehicle lifting, wheel service, diagnostic and collision repair brands: Rotary Lift®, Chief®, Forward®, Direct-Lift®, Ravaglioli, Hanmecson®, Revolution®, Elektron, Blitz, Nogra, Butler, Space and Sirio.

POSITION TITLE: Director of Strategic Accounts 

 

EXEMPTION STATUS: Salaried Exempt

 

IMMEDIATE SUPERVISOR: VP Sales, the Americas

 

SUMMARY: Responsible for managing VSGs accounts as defined by VSG including but not limited to:   National (buy for own use), Strategic accounts (commissionable), OEM accounts, and program distribution.   Manage a team of individuals who are responsible for accounts.    Account management includes specific accounts, activities, actions, and results that are consistent with increasing sales, profits, and market share by ensuring each account is engaged with VSG with all product categories (lifts, wheel service, collision, and other service the shop categories) as added. 

 

ESSENTIAL JOB FUNCTIONS INCLUDE:

  1.  Frequent overnight travel (by vehicle or by air) away from home.
  2.  Oversee account management (national, strategic, program and oem) and those that manage those    accounts.  
  3.  Set account sales goals, attainment criteria, monitor attainment and act, as necessary on outcome. 
  4.  Have electronic, phone, written and personnel sales contact with accounts, program distribution,  national accounts.  Engage with their field personnel and end-user customers as prescribed. 
  5.  Understand, communicate, and utilize the hierarchy of accounts within corporate, field and end-user sites.   Call on field sites of accounts as applicable. Learn about accounts utilization of VSG products.   As well as sales/quality/application issues of products.
  6. Strategy development, strong experience in creating or leading strategic plans as it relates to account management, growth initiatives and overall channel management.   
  7. Understand business climates of accounts by analyzing business trends and by thorough communication with all types of customers.
  8.  Understand competitors in each account and utilize that information to have business plans to combat competition or seek them as customers.
  9.  Highly efficient utilization and understanding of digital and salesforce automation tools of CRM system, performance reports Utilization of digital dashboards for accounts (their own) as well as a summary dashboard for understanding performance of account. Be able to present those metrics to customers and or management.  Seek to have a high skill level of 7 or above (out of 10) in PowerPoint, Excel, Word, Outlook, and other existing software utilized by company.
  10.  Understand all pricing practices, discount procedures and how they impact profitability by product.
  11.  Whenever deficient, seek, establish, and develop new accounts as direct or indirect (thru distribution).
  12.  Engage with Servall team for utilization of Servall as it applies to the needs of accounts.   
  13.  Maintain appropriate expense budget and understand the allocation as it relates to the percent of sales.  Access monthly budget expenses via digital tools and adjust as necessary.
  14.  Utilize and navigate within internet to communicate, review, and gather competitive information, conduct business travel reservations.
  15.  Forecast using SIOP process for VSG products and or large projects for accounts that can impact SIOP.
  16.  Manage and communicate with field personnel on local accounts in their respective regions as applicable. 
  17.  Provide timely communication with supervisor on all events in the marketplace that could affect the company.
  18.  When internal action is required to resolve a challenge, communicate needs to appropriate parties to facility resolution.
  19.  Provide product/technical knowledge for VSG products and competitive products as applicable. 
  20.  Report early product quality and/or service issues to Rotary via email or monthly reports.
  21.  Train and mentor /accounts in the utilization and continual access of VSG digital tools (Lunati, Salesforce, ECOMM and other) as applicable.
  22.  Promote and execute marketing, sales tools, new products, and other company programs to corresponding accounts. 
  23.  Attend, coordinate and communicate account trade show(s) that falls within the accounts and coordinate/implement equipment and set-up work for the show and tear down the equipment.
  24.  Conduct/coordinate sales training in the field, or at national meetings and at the schedule training classes held at corporate facilities on accounts and their programs.   
  25.  Ethics & Work Standards: Maintain the highest ethical and work standards, while promoting the same attributes in co-workers and others. Ensure that all business activities - with both internal and external customers - be performed with a professional demeanor and that all participants be held accountable to this high standard.
  26.  Communication: Expresses thoughts clearly, both orally and in writing, using good grammar. Presents concise, well-organized reports. Listens to understand input, feedback, and concerns. Provides complete information in an open, honest, and straight-forward manner. Responds promptly and positively to questions and requests.
  27.  Teamwork/Relationships: Works with other employees willingly and in a spirit of cooperation and teamwork. Supports cooperation.  Demonstrates a commitment to the entire business and is supportive of all initiatives (company and departmental) to help grow Vehicle Service Group's business in the U.S. and abroad. Cooperates fully with others to achieve organizational goals.  Is tactful, courteous, and considerate. Embraces a positive outlook. Is respected and trusted by others.
  28.  Continual Improvement and Problem Resolution: Identifies and communicates suggestions for work improvements. Uses technical/analytical abilities to assure existing work practices are the most efficient and cost effective possible. Performs root-cause analysis and implements viable, permanent solutions to problems. Works with both internal and external customers to develop solutions which meet company-wide needs and objectives. Applies a sense of urgency to resolve problems or create opportunities that will increase productivity and create value. Shares best practices with other employees across the business.
  29.  Accountability: Accepts responsibility and accountability for both the strategic planning and the successful implementation of all projects/programs/duties as outlined in this job description. Advises supervisor of concerns, problems, and progress of work in a timely manner. Demonstrates a sound balance between quality and quantity of work while maintaining a sense of urgency toward completion.  Deadlines are met.  

 

MARGINAL JOB FUNCTIONS INCLUDE:

  1. Assist Customer Relationship consultant in resolving accounts receivable issues with delinquent or problem account situations. 
  2. Assist Customer relationship consultant with special service issues
  3. Personal installation of equipment at trade shows and/or any end-user locations. 

 

CONTACTS (Internal and External):

Heavy external contact with national account customers, end-users, key account personnel and distributors. Internal contact includes Director of North American Sales, VP Sales VP of Marketing, all Sales & Marketing Management personnel, Regional Managers, CRCs, marketing employees, all Senior Management, Operations Manager, engineering staff, manufacturing staff, IR staff, shipping/receiving/traffic personnel, shop floor employees and any others, as required.

 

JOB SPECIFICATIONS:

Education: College degree or equivalent preferred.

Abilities: Must have strong speaking and written communication skills, strong leadership skills and be decisive. Must be computer literate.

Experience: Minimum five plus years sales and/or sales management and direct supervisory experience, with industry or related background preferable. Background managing distributor channels. Experience as National Account and/or Key account manager with management experience in this type of position is required.

Supervision: Works under own initiative with a minimal amount of guidance.

Responsibility: Responsible for the actions and results of accounts as assigned for VSG NSA and approval of accounts, all sales goals, and the achievement of those goals. Exercises high degree of judgment.

 

The above description represents a general synopsis of the principal functions of the job and should not be construed as a comprehensive listing of all requirements that may be inherent in the job.

 

Equal Opportunity Employer

M/F/D/V

All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.

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Sub Division : VSG NSA

Job Requisition ID : 46911


Nearest Major Market: Bloomington Indiana
Nearest Secondary Market: Seymour

Job Segment: Accounts Receivable, Facilities, Event Marketing, Manager, Engineer, Finance, Operations, Marketing, Management, Engineering