Organization: Sanborn Map Company
Title: Director of Strategic Accounts - Southeast US Region
The Sanborn Map Company is looking to fill a Director of Strategic Accounts position for the southeastern US sales territory.
The Director, Strategic Accounts is responsible for cultivating and managing high value client relationships. Under limited supervision, this role performs complex advanced level professional work in business identification, creation, expansion, communication, strategy, and acquisition. The Director, Strategic Accounts collaborates with GM’s, VPs, project managers, the proposals team and strategic partners, etc. to cultivate new business opportunities leading to sales, and to retain existing customers and grow existing contracts. This role conducts market research to identify potential customer opportunities.
The Director, Strategic Accounts develops, prepares, and assists others with technical proposals and presentations for federal, statewide, regional, and commercial sales and business development initiatives. This position is responsible for identifying customer needs 1 to 2 years in advance of customer purchase and helping customers to develop requirements. As well, this role assists in the development of advertising campaigns and editorial material.
The Director, Strategic Accounts is typically accountable for the most complex sales assignments, development and implementation of new innovative business pursuit strategies, and/or leadership of work/project leadership responsibility. This role may mentor and direct assigned inside sales client representatives.
Considerable travel may be required.
Develop and maintain effective working relationships with potential and current business clients in assigned geographic region.
Identify new clients.
Generate and close strategic sales to meet goals.
Develop strategies to promote business solutions to customers.
Advise customers on the best approach to meet their requirements.
Ability to prepare comprehensive written technical proposals, reports on business strategies and related work.
Work with management to develop a capture plan, closure plan, and price points for sales opportunities and customer accounts.
Interface with project and technical management to develop technical solutions to meet customer requirements.
Serve as a liaison with customer.
Identify customer funding needs and work with government affairs to secure funding.
Develop collateral relationships with federal, state and commercial customer’s professional associations; share information on business creation and expansion.
Compile business and client profile for use in training and technical assistance.
Analyze the financial, operational, managerial and technical problems of customers and recommends appropriate strategies for customer capture.
Prepare strategic planning studies and related action plans designed to identify opportunities, barriers, and appropriate courses of action for business pursuit.
Input and maintain data in Sales Force in a timely and accurate manner.
Report on account status and sales pipeline forecasting against quotas, goals and objectives to the CEO, EVP, and VP of Sales. Prepare all reports in a timely fashion.
Attend and represent Sanborn at trade conferences and other events.
Other duties as assigned.
Experience in and ability to write, develop, review proposals and advise on win strategies and technical content.
Experience in and ability to assess business opportunities and develop strategies to attract new customers.
Knowledge of the principles and practices of business management in government entities.
Knowledge of the principles and practices of business management in commercial markets.
Knowledge of government regulations on mapping, GIS, and related technologies.
Knowledge of the principles and practices of business administration, market research, and community planning.
Experience in and ability synthesize and use complex financial and technical information.
Experience in and ability develop and maintain /design power point presentations and write reports.
Experience in and ability present ideas effectively to individuals and groups.
Experience in and ability interface with all levels of an organization.
Experience in and ability plan, organize and complete special projects.
Bachelor’s degree from an accredited college or university.
Sanborn offers a comprehensive health and wellness program which includes medical, dental, vision, 401k, holiday, PTO, EAP, disability and life insurance benefits.
TO APPLY: Visit our website: www.Sanborn.com to apply for this position. Sanborn is a AA/Veteran/Disability Equal Opportunity Employer.
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