Strategic Accounts Manager

Job Description

• This is a 100% remote position requiring 25-50% travel. Candidate can be anywhere in US close to a major airport.
• Identifies broader trends in customer needs and opportunities and reflects them up to UL leadership, influencing the development and execution of long-term strategy.
• Sustains executive relationships and builds trusted advisor status with customer leadership.
• Provides relationship continuity with buying centers for Strategic accounts, leveraging supporting sellers for dedicated activities when necessary.
• Expands network by building relationships with new personnel within assigned accounts.
• Maintains industry ties / connections to understand market trends and anticipate tailwinds and headwinds.
• Maintains customer relationships to ensure successful renewals and identify future sales opportunities.
• Builds new relationships within existing accounts to identify and win cross-sell opportunities.
• Identifies challenges and solutions to establish UL as a trusted partner to customers.
• Identifies integrated solutions (particularly multi-product sales) to address complex client needs into a series of assigned Strategic tiered accounts;

articulates the value proposition of complex products and services to customers.

• Recognizes account growth opportunities and develops customer solutions both inside and outside of the assigned accounts Business Unit (BU) and Customer Segment, teaming with specialized UL resources as needed.
• Deploys sales plays in coordination with Commercial Operations, which may involve selling offerings across BUs, teaming with specialized UL resources as needed.
• Participates in quarterly business reviews (QBRs) with sales management to update account plans, discuss emerging opportunities, and improve sales execution.
• Makes connections with relevant salespeople, utilizing their unique specializations and knowledge to close sales and support post-sales activities (e.

g. Customer Success Specialists supporting software deployment).

• Adapts plans and priorities to ensure alignments between Sales Representatives for sales in smaller or sub-scale geographies, as well as Technical Sales Representatives / sales executives for sales requiring more technical expertise.
• Collaborates with New Account Executives when taking over newly acquired accounts and Lead Development Representatives for inbound leads from existing customers.
• Partners with Sales Representatives for sales in smaller or sub-scale geographies, as well as Technical Sales Representatives / Software Solution Architects for sales requiring more technical expertise.
• Facilitates handoffs to customer success and fulfillment teams to ensure seamless service delivery.
• Total Rewards : The target annual pay range for this position is $180,000 - $210,000 which includes a base salary of $120,000.
• $140,000. and 100% on target performance. Members of the sales function are eligible to participate in the UL Solutions Sales Incentive Plan.

The annual target incentive for this position is 50% of the base salary, paid quarterly, and is contingent upon performance.

Employees are eligible for health benefits such as medical, dental and vision; wellness benefits such as mental & financial health;

and retirement savings (401K) commensurate with the standard rewards offered in each individual location or country, for the relevant position level.

We also provide employees with paid time off including vacation (15 days), holiday including floating holidays (12 days) and sick time off (72 hours).

Internal applicants with questions related to the Total Rewards for this position should submit a ticket via askHR for more insights.

The application deadline for this position is 12 / 3 / 2024.

LI-JK3

LI-Remote

Qualifications

• Bachelors' degree in business, engineering, or related field.
• 7+ years of related sales experience and / or demonstrated account management capability.
• Experience as a sales leader in sales of testing / inspection / certification services, software products, and advisory offerings.
• Proven ability to manage and sell into large, diverse accounts, both individually and with the assistance of supporting personnel.
• Proficiency in digital account planning tools.
4 days ago