Director, Strategic Accounts

Location

Perrysburg, OH | United States

Job description

As pioneers and global leader, Hiab is ambitious to write forward our success story, inspiring and shaping our industry. The world in which we operate with our class-leading products, intelligent services and innovative digital solutions is constantly changing.

Together, we keep everyday life moving to build a better tomorrow.

Purpose of the position

To lead the Strategic Account Management team to develop and manage 360 view with the existing clients in the Hiab USA portfolio while identifying and cultivating new client base in designated markets and/or industries. Together with the account management team to develop strategy for the retention and growth of the existing client base while ensuring that the Hiab USA delivers required Customer Excellence throughout the operations. 

Main tasks and responsibilities

• Responsible for delivering sales & order intake targets to the Business Line Directors for the company’s largest strategic accounts.
• Leadership will be paramount to creating & managing a high performing team.
• Designs and executes complex solution and services selling strategies, working in conjunction with cross-functional teams and Leadership.
• Leads and directs organization cross-functionally, utilizing in-depth knowledge of client base and industry, including company operations, suppliers, and products and solutions.
• Develops long-term client strategies with the account team to ensure Hiab’s strategy, objectives and targets are delivered
• Identifies market/industry expansion opportunities to drive growth through new clients and partners
• Identifies and expands executive level relationships with key customer decision makers and influencers.
• Develops plans for optimizing the Strategic Accounts organization and the talent required to execute strategies.
• Manages, develops and coaches a team consisting of professionals, managers, supervisors and/or Strategic Account Executives & Coordinators.  Establishes and drives execution of annual goals, priorities and performance metrics internal and external customers
• Identifies and cultivates Strategic Partnership opportunities within the on road load handling industry.
• Oversees resolutions of internal and external client problems promptly and effectively.
• Develops and/or approves new processes and policies to support business objectives.
• Organize and lead strategic business reviews and present initiatives to Leadership.
• Drives solution concept, design, vision and relay to both internally and externally
• Understand, monitor and comply with all EHS requirements.
• Actively seek and promote opportunities for personal growth and work life balance 

What you’ll need to succeed

Education

• Bachelor’s Degree (equivalent experience)

Experience

• 5+ yrs managing large national accounts
• 10+ yrs sales and marketing in the material handling industry

Competencies

• People leader with team building skills
• High integrity
• Ability to build and maintain trusting relationships both internally and externally
• Excellent interpersonal skills, long term relationship builder
• Strong negotiation skills
• Strong business acumen with financial skills
• Equipment related industry & technical proficiency  
• Proactive and self-starter, results & achievement driven
• Open, collaborative style of communication
• Analytical, strategic business developer 
• Value & Solution based selling technique 
• Problem solving skills
• Excellent communication skills both oral and written with wide variety of audiences

Interested to join?

If you are interested in the position, please share across your CV and Cover Letter by 10.07.2024

Hiab is part of Cargotec

Hiab is the world's leading provider of on-road load handling equipment, intelligent services and digitally connected solutions. As the industry pioneer, Hiab's more than 3,300 employees worldwide focus on our commitment to increase efficiency in our customers' businesses and to shape the future of intelligent load handling.

Hiab's offering encompasses class-leading load-handling equipment, including HIAB loader cranes, LOGLIFT and JONSERED forestry and recycling cranes, MOFFETT truck mounted forklifts, MULTILIFT demountables, and tail lifts under the ZEPRO, DEL, and WALTCO fabrands. Hiab's ProCareTM service, award-winning HiVisionTM crane control system, and HiConnectTM platform demonstrate our constant drive to provide intelligent services and connected solutions that add value to our customers. www.hiab.com

Hiab is part of Cargotec. Cargotec's (Nasdaq Helsinki: CGCBV) sales in 2022 totalled approximately EUR 4 billion and it employs around 11,500 people. www.cargotec.com

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