Strategic Account Manager in Valley, NE at Valmont Careers

Date Posted: 6/12/2018

Job Snapshot

Job Description

600 W Reichmuth Rd Valley Nebraska 68064-0358

Why Valmont

Welcome to Valmont, where a world of opportunity awaits. When you join our team, you become part of a passionate group dedicated to changing lives and conserving resources around the globe. We want problem solvers who roll up their sleeves to foster progress and innovation for all people. At Valmont, we provide infrastructure, irrigation, tubing and coatings to the world. We strengthen cities. We nourish croplands. We design, manufacture and coat. Our products and services make a difference. Join us, and BUILD YOUR WORLD.

A Brief Summary of This Position:

This Individual Contributor role  is responsible for managing strategic relationships and alliances according to contractual provisions.  Defines account drivers and strategic initiatives.  Leads Valmont Utility internal Team in cross functional account engagement of customer stakeholders and identifies cost to serve reduction opportunities.  Leads in joint engagement towards value differentiation and accomplishing customer and Utility strategic objectives.  Executes defined account strategy on an annual and quarterly basis.

Essential Functions:

  • This position reports into the Sales Director, Strategic Accounts and has no direct or indirect reports
  • This role requires up to 50% travel (internationally/domestically), including overnight stays
  • Account leadership skills and focal point for business relationships – develops goals and objectives then identifies each team member role toward leveraging and extracting value
  • Identifies and understands account drivers 
  • Defines the customers’ Strategic Initiatives 
  • Identifies Key Metrics for account performance measurement (Dashboard)
  • Implements dashboards to communicate internally and externally Utility performance against key metrics
  • Communicates and Leverages selling message differentiation
  • Competitive analysis: Completes SWOT, and competitive profiles
  • Owns preparation of all account RFP’s

Other Important Details about the Role:

Exceptional strategic account management skills and strong leadership competencies are necessary to create stronger relationships at the highest level within these accounts resulting in revenue growth and retention.  Works effectively building strong relationships with Valmont support team (Engineering, Drafting, Project Administration, Customer Service, Manufacturing, Business Line Management, Site Manufacturing, etc.) and independent Manufacturing Representatives to achieve strategic objectives and better serve our customer than anyone else.  Other key details include:

  • Identifies and understands account drivers
  • Defines the customers Strategic Initiatives
  • Utilizes X Matrix, White Paper, Case Study and other Value-added Service Tools to document and leverage value
  • Effectively plans and delivers presentations
  • Documents cost savings and optimization efforts
  • Develops and drives Value-added Service implementation
  • Completes Stakeholder analysis across all levels for each Strategic Account
  • Manages Account in accordance with the existing contract agreement
  • Leverages product families into one overall alliance (Transmission, Sub-Station, Distribution Pole)
  • Build & Maintain key relationships Internal/External, Cross Organization
  • Leverages entire Utility product offering (Concrete/Steel, Hybrids, Patented Solutions)
  • Develops and delivers effective presentations for all alliance meetings
  • Completes agenda’s for all meetings and determines Utility participation/support
  • Establishes Utility and account counterpart relationships/engagement for Director level and above
  • Forecasting- Maintains Utility business visibility on all key projects up to three years out
  • Manages and directs rep engagement as part of account strategy
  • Evaluates Reps on Quarterly Basis- Via Rep Review and internal assessment
  • Determines Annual Rep commissions based on evaluations, performance to objectives, and behaviors
  • Keeps Utility Sales Director, Business Line Managers, and business team informed of key opportunities, issues, and concerns
  • Price Management- Understands market material induces, Price Models, and manages customer pricing to market changes
  • Effectively communicates with customer on all impacts of price changes on open/pending projects
  • Conducts account briefings with all internal stakeholders prior to account meetings- Identifies goals, objectives, roles, and responsibilities
  • A/R management- Monitors outstanding invoices/past dues

Required Qualifications of Every Candidate (Education, Experience, Knowledge, Skills and Abilities):

  • Preferred Bachelor’s with 7+ years relevant experience or Associates Degree with 9+ years of relevant experience or 11+ years of relevant experience
  • Proven experience delivering effective, professional presentations and communications (written and verbal) to various levels of business organization
  • Forecasting, price management and account management experience
  • Successful contract negotiation experience
  • Excellent analytical and computer experience with MS Suite products

Highly Qualified Candidates Will Also Possess These Qualifications:

  • A/R management experience

Working Environment and Physical Efforts:

Work is typically performed in an office setting.  The incumbent is regularly required to sit for extended periods of time, as well as talk and listen on the phone and in personal conversations or meetings.    Environment is fast paced and demanding most of the time.  Up to 50% travel requirements for this position.  The employee frequently is required to use hands to finger, handle, or feel and reach with hands and arms while working in the office with various files and forms and while working on the computer.  The employee is occasionally required to move about the office.  Incumbent must utilize proper ergonomic safeguards such as monitor height and positions, keyboard location and height and proper wrists rests. The employee must occasionally lift and/or move up to 15 pounds in working with large files, binders, and computer equipment.  Specific vision abilities required by this job include close vision, distance vision, peripheral vision, and depth perception.

Valmont does not discriminate against any employee or applicant in employment opportunities or practices on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, veteran status, disability or any other characteristic protected by law.  Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

If you have a disability and require any assistance in filling out the application for employment, call (402) 963-1115 or email