JOB PURPOSE:

The strategic account manager must leverage the company’s enterprise resources to create and deliver value-based solutions to meet both the customer’s and the company’s requirements and expectations, as well as create future potential value. This person must be a dynamic leader who can pivot to serve as the central point of contact for the customer’s stakeholders and executives. The senior national account manager is the single point of accountability for LP’s relationship with its most strategic multi-national and national customers (retailers, Builders, Dealers, One Steppers), and is responsible for orchestrating the actions of a broader extended team in co-creating and delivering value. This role will have revenue responsibilities with a minimum revenue potential of at least $100 Million per year.  Emphasis is placed on strategic alignment of LP to the strategic customer and key responsibilities include developing and executing comprehensive strategic programs with strategic customer by leveraging internal LP resources.

KEY RESPONSIBILITIES:

• Customer Orientation – Customer Focus
  • Deep understanding of the customer’s pressures, objectives, drivers and plans.
  • Working knowledge of the customer’s business model and their strategic goals.
  • Build a trust based relationship with the customer and all customer stakeholders.
  • Evaluate and assess the customer needs and priorities on an ongoing basis, and adapt accordingly.
• Business Acumen
  • Objectively assess and analyze the customer’s business to identify opportunities for value co-creation.
  • Work collaboratively with cross-functional team members to ensure that strategic account planning processes and best practices are properly implemented and deployed.
  • Continuous engagement with our customers to offer a differentiated value proposition, review the strategic plans, and explore future opportunities.
• Strategic Focus
  • Lead the development of effective account plans and strategies that are realistic, properly resourced and appropriately sponsored, by both us and the customer.
  • Develop and implement strategies that differentiate us from other providers in our markets, and that provide opportunities to evolve customer engagement with our strategic accounts to a new and higher level of effectiveness.
• Effective Execution
  • Execute strategic account plans by developing and implementing action plans that Align and deploy a strong account team that operates under an effectively communicated account plan that harmonizes OUR’s business units and the objectives of the individual internal stakeholders for the purpose of compliant and on-label value co-creation. Focus on the “bigger picture” of our future with the customer.
  • Proactively deploy tactics that support account strategies by setting realistic expectations and driving execution of action plans by the cross-functional team.
  • Assume accountability for keeping plans current, focused and realistic, as well as for ensuring that tactics are properly executed to drive account growth.
  • Demonstrate the resolve to do the difficult things required to maintain the integrity of the account plan and keep the cross-functional team harmonized and on track.
  • Establish realistic priorities for customer projects and effectively manage deadlines, ensuring that important details aren’t missed due to conflicting priorities.
  • Respond quickly to conflicts that arise regarding customer compliant and on-label value co-creation, alignment, relationships and growth and ensure that they are promptly resolved.
• Relationship Building
  • Build and grow strong trust based relationships with customer stakeholders, supporters and sponsors.
  • Engage collaboratively with customer stakeholders, sponsors and supporters and facilitate appropriate inclusion of our cross-functional team for the purpose of understanding what matters most to them and pursuing compliant and on-label value co-creation and co-innovation together.
  • Align and deploy a strong account team that operates under an effectively communicated account plan that harmonizes OUR’s business units and the objectives of the individual internal stakeholders for the purpose of customer’s strategic objectives.
• Impact and Influence
  • Provide strategic leadership in communicating, brainstorming and presenting account strategies with members of the cross-functional team.
  • Ensure that consideration is given to our internal stakeholders that is specific to their personal objectives and aspirations.
  • Approach internal negotiations on behalf of account plan such that outcomes support the strategies of the plan and are win-win for all.

QUALIFICATIONS:

Knowledge, Skills and Abilities:

• Demonstrated knowledge of large strategic customer management and strategic thinking.
• Strong negotiation and budget management skills.
• Demonstrated knowledge of effective customer service and support.
• Executive level presentation skills
• Excellent written and oral communication skills.
• Strong interpersonal and persuasive skills.
• Demonstrated innovative thinking.
• Demonstrated leadership and project management skills.
• Program development and design skills.
• Thorough understanding of company policies and procedures.
• Ability to operate a computer and supporting software. Strong spreadsheet skills.
• Maintain proficiency with customer account systems to obtain sales, inventory, and performance information
• Ability to analyze sales and inventory data for trends, anomalies, and opportunities. 
• Knowledge of customer account structure (merchandising, inventory, logistics) and how each interacts with vendors
• Ability to align a team toward specific goals and advise of specific business requirements
• Ability to develop, interpret and present market data

Education:

• Bachelor’s degree in Business, Marketing, or related field. MBA preferred.

Experience:

• Proven business track record required, as well as a demonstrated and recognized ability to coach, lead and communicate value with cross-functional team members.
• Previous success in handling large opportunities, initiatives and projects over lengthy discovery, development and deployment periods is strongly advised, along with a thorough working knowledge of our industry.
• Proven ability to build trust-based relationships that lead to account sponsors and supporters (both internally/within our organization and externally with customers) is also advised.

WORK ENVIRONMENT:

• Conducts work typically in an office environment, working at a desk or computer terminal.
• Frequent travel (50-60%).
• Must be able to hear and speak clearly.

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