Strategic Account Sales Manager
Department: Sales
Reports to: Sales Director
Travel: Approximately 50%
Location: Bethlehem, PA or Home office with travel
Strahman Valves is a global leader in Washdown Equipment, Industrial Process Valves, and Fire Safe & Valve Automation Products for the past 100 years. Learn more at www.strahmangroup.com.
Position Summary:
The Strategic Account Sales Manager (SASM) is tasked with developing and executing a strategic sales plan to expand the Strahman Group's product portfolio within assigned Industrial Distribution Accounts across the U.S. This role includes motivating, training, and supporting Strategic Accounts to drive growth, while fostering strong relationships at corporate, regional, and local levels. Success is measured by achieving profitable sales growth within these Strategic Accounts.
Primary Functions:
- Leads the sales effort to maximize revenue and exceed forecasted growth targets for assigned accounts
- Acts as Strahman’s primary point of contact with Strategic Accounts, building and maintaining strong long-term relationships with key customer stakeholders at both regional offices and corporate locations
- Manages all aspects of the Strategic Accounts including customer relationship management, opportunity management via CRM, as well as the development, follow-up, and closure of proposals
- Provides leadership, motivation, and direction to Strategic Accounts’ regional sales representatives including regular joint sales calls, strategic account development, and product training
- Supports the preparation of effective quotations, bids, and related negotiation documentation for the sales of products produced by the company to the strategic accounts as needed
- Enhances Strahman’s presence on Strategic Account websites and e-commerce platforms
- Identifies and develops new Strategic Accounts in accordance with Strahman sales strategies and growth objectives
- Monitors and analyzes account performance metrics to uncover growth opportunities and areas for improvement
- Proactively identifies challenges, overcomes obstacles, and promotes effective product solutions to meet sales objectives for all Strahman Group business segments including washdown, process valves, and BI-TORQ industrial valve automation, and other FCH products as appropriate
- Establishes quarterly and annual sales plans for the Strategic Accounts in support of overall company objectives
- Expands industry knowledge by participating in educational opportunities, reading professional publications, maintaining personal networks and attending tradeshows/seminars
- Exercises discretion and independent judgement with respect to significant matters
- Ensures that all sales activities adhere to relevant laws, regulations, and company policies
- Other duties as assigned
- Strong understanding of the industrial distribution market, particularly with key accounts such as Motion Industries and Ferguson
- Deep understanding of the manufacturing industry, including market trends, competitor analysis, and customer needs
- Keen awareness of the specific characteristics, challenges, and opportunities within the assigned strategic accounts
- Effective communication with internal teams such as inside sales, marketing, production, and senior management to ensure alignment and collaboration
- Able to clearly articulate the value proposition of the company's products and services to customers and partners
- Ability to utilize the Solution Selling process for complex technical sales inquiries
- Stays abreast of industry developments, new technologies, and sales methodologies to enhance personal and team effectiveness
- Upholds high ethical standards in all business dealings, fostering trust and credibility with customers, partners, and team members
- Outstanding written and verbal communication and presentation skills
- Ability to influence with and without authority
- Demonstrate a high level of ethics, humility, professionalism, and awareness of safety in the workplace
- Actively work to create strong communication and a healthy working environment
- Communicate in a positive manner with all employees
- Respectfully listen to concerns and ideas brought to your attention
- Support and participate in company functions
- Respect confidentiality
- Embody our values of Integrity, Trust, Creativity and Courage, Teamwork, and Excellence
- 5 or more years of experience managing sales to industrial distribution accounts (Ex: Motion Industries) on both a corporate and regional level is required for this role
- Bachelor’s degree in business, technology, or equivalent technical sales experience
- 5 or more years of industrial sales experience, with a strong preference for expertise in the food & beverage and industrial markets
- Live within reasonable driving distance of a major airport
- Proficiency in maintaining a Customer Relationship Management (CRM) system, such as Salesforce
- Willingness to travel frequently overnight across the country to meet with Strategic Accounts at both corporate and regional/local levels
- Able to perform the physical demands of the job, such as:
- Travel by car and plane
- Extended periods of sitting and working at a computer
- Ability to safely navigate a manufacturing environment
SUBMIT RESUME HERE