Strategic Accounts Manager

Overall Scope:

DFS is seeking an experienced and results-driven Sr. Manager of Strategic Accounts to lead the development, implementation, and execution of a go-to-market sales strategy aimed at driving new growth with strategic accounts. The ideal candidate will possess deep expertise in B2B sales, particularly with large global customers, and have a strong ability to navigate complex enterprise accounts. This role requires a high level of creativity, entrepreneurial thinking, and commercial acumen to achieve sales goals and contribute to the overall success of the company.

Responsibilities:

• Go-to-Market Strategy: Develop, implement, and execute a go-to-market Sales strategy that focuses on new growth with Strategic Accounts.
• Business Development: Lead business development initiatives to expand market share, including the creation and execution of customized commercial offers that meet the specific needs of large enterprise customers.
• Sales Cycle Management: Manage the entire sales cycle, from lead generation and prospecting to account management and retention, ensuring a seamless and effective sales process.
• Sales Performance: Consistently attain or exceed identified monthly, quarterly, and yearly sales volume goals through proactive account management and strategic selling.
• Commercial Negotiations: Lead complex commercial and contractual negotiations with large global customers, driving, shaping, and executing major commercial deals that deliver significant value to both the customer and the company.
• Customer Relationship Management: Build and maintain strong, lasting partnerships with strategic customers, understanding their core needs and helping them achieve their business objectives.
• Product and Market Expertise: Maintain a strong understanding of company products and services, leveraging this knowledge to drive market share and competitive advantage.
• Competitive Positioning: Assess market segments, channels, value propositions, and competitive differentiation to ensure the strongest possible positioning in the market.
• Market Analysis and Reporting: Continuously evaluate and report on the current marketplace, including channel partners and end-users, to identify new opportunities and inform strategic decision-making.
• Business Planning: Prepare and submit detailed annual and quarterly business plans, aligning them with overall company goals and ensuring they are actionable and results oriented.
• Innovation and Creativity: Apply a wide degree of creativity, entrepreneurial ideation, and innovative thinking to identify and capitalize on new business opportunities.
• Cross-functional Collaboration: Work closely with internal teams, including marketing, product development, and customer support, to deliver exceptional service and support to strategic accounts.

Requirements:

• Bachelor's degree in business administration, management, or similar discipline with 2 to 5 years of professional sales.
• In-depth knowledge of key competitors and current industry trends.

• Strong passion for understanding core-level customer needs and a commitment to helping customers achieve their objectives.
• Excellent written and verbal communication skills, with the ability to confidently articulate key insights to stakeholders at all levels.
• Professional appearance and outstanding interpersonal skills.
• Demonstrated success in creating strong partnerships and influencing decision-makers at all levels of an organization.
• Intermediate to advanced proficiency in MS Office applications (Outlook, Excel, Word, PowerPoint).
• Ability to travel up to 50% as needed.

Preferred Qualifications:

• History of exceeding sales quotas and achieving high earnings through relationship selling and strategic account management.
• 2 years of B2B sales experience.
• Experience in growing business through new verticals and partnerships.

• Experience in the retail or commercial fuel industry is a plus.