Description
Key Accountabilities
Relationship Management
- Identifies, plans, facilitates, develops and evaluates relationships at all required decision-making and influencing levels between the Key Account Organizations and Wajax including executive relations.
- Represents the key customer to Wajax and ensures a unified approach towards the customer.
- Builds an internal network with functional support and technical specialists in order to successfully execute the account business plan in a complex environment with multiple business units and product portfolios structure
Business Development
- Monitors and evaluates relevant industry intelligence including project plans, regulatory rulings, investor presentations, competitor activity, ownership changes etc. to inform strategy and planning.
- Evaluates the key account potential and account penetration and identifies customer opportunities to increase account penetration and expansion (both adjacent & transformational growth opportunities) & capitalize on existing contract opportunities while ensuring alignment with overall account strategy.
- Collaborates with Key Accounts and internal resources to initiate the sourcing / testing of products and the development of services to solve customer problems.
- Initiates and coordinates the development & implementation of programs which directly support both strategic & operational service needs of the customer & Wajax company objectives including process improvements, service model changes, cost reduction programs
& customer tool introductions to achieve key account goals.
Planning
- Analyzes the key customer’s financials, market, business targets & strategy, issues, needs processes, value chain and key business drivers and effectively transfers this knowledge to the organization
- Leads the Core Key Account Team to develop and maintain account business plans according to the defined processes that include a 3 - 5 year account strategy based on key customer analysis and aligned to the strategic goals of the key customer, operational plan to execute the account strategy and secures the necessary resources to achieve it.
- Collaborates with the Core Key Account Team and Branch Management to provide input into a consolidated annual budget, provides quarterly forecasts and continuously provides updates to the strategic and operational plans to ensure the proper reporting to the organization
Results Delivery
- Supports creation of value based offer, including terms and conditions, calculations and alignment to key customer
- Ensures seamless transition to project execution and delivery, conducts win-loss analysis, and monitors and reports on KPIs / results as required
- Leads the Core Key Account Team and Extended Key Account Team to achieve targets for order input, revenue, year-over-year revenue growth, share of wallet growth, profitability and customer satisfaction.
- Communicates customer requirements to all necessary departments and key account team members, coordinates and moderates operative business and escalates operational issues to the appropriate resources to ensure resolution.
- Recognize potential risks with business impact and escalate when appropriate to ensure mitigation
Required Qualifications
- Education: Bachelor degree in business or related discipline, combination of education & experience will be considered
- Work Experience: Minimum 7-10 years of strategic sales experience with a proven track record in attaining/exceeding account management and sales goals, with leadership experience in general management &/or project execution
- Knowledge: Leadership level industry experience and knowledge of market including drivers, challenges, competitive landscape, trends ; Advanced business management knowledge with deep understanding of planning, reporting, forecasting, financing, operations;
Key Competencies
- Strong relationship management, networking, coordination and collaboration skills with ability to achieve account strategy in a complex, diverse multi-industry environment
- Superior strategic planning capabilities with ability to incorporate business intelligence & customer capabilities to determine value proposition and opportunity insights
- High degree of business acumen (financial, market positioning, industry and customer), in order to complete thorough analysis, draw deep insights and make sound decisions
- Excellent project management skills, process discipline with ability to manage & resolve complex business problems, at times in absence of existing procedures or practices.
- Proven negotiation, presentation, selling and closing skills
- Able to develop the necessary knowledge of both the customer’s and our products, services, structures and processes so can leverage resources & capabilities , identify process improvements and capture new product & service opportunities
- Proficiency in Microsoft Office skills including Outlook, Excel, Word, and PowerPoint
The Company
Since 1858, Wajax has been a leading industrial products and solutions provider continually innovating to serve Canadian industry coast-to-coast. We work in an extensive range of industries and core sectors of the Canadian economy including energy and renewables, food and beverage, construction, industrial/commercial, transportation, forestry, mining, metal processing, and oil and gas - to name a few. Everything we do is powered by people passionate about making a difference and who are dedicated to driving Canadian industry forward. People who provide the experience and expertise that support the industries that build our cities, power our businesses, put a roof over our heads and food on our tables.
Wajax offers a total compensation package that includes competitive pay, comprehensive benefits, learning and development, as well as some unique additional “perks.”
Highlights include:
- Competitive health and dental benefits with no waiting period for eligibility (100% employer paid premiums), plus health spending account.
- Wajax led e-learning, and product training through industry leading manufacturers.
- Exclusive discounts with a variety of manufacturers and service providers such as Ford, GM, Chrysler, Dell, TELUS, a group mortgage, home & auto insurance program, pet insurance, footwear & workwear, fitness membership, perkopolis, and more.
- Recognition program where points are earned for merchandise or gift certificates, plus cash awards.
- Company matched pension plan
- Award-Winning Health and Wellness Program
By working with Wajax, you become part of an inclusive and diverse team that is dedicated to innovation and teamwork. We are committed to employing a workforce that is representative of the diverse communities across Canada in which we do business. As an equal opportunity employer, please inform us if any accommodation is required if contacted for an interview.
As a condition of employment, final candidates will be subject to pre-screening.
\\ Together we get more done.
