Strategic Account Manager

As a Strategic Account Manager at SanMar, your main responsibilities include selling SanMar's value proposition, building relationships with corporate executives, supporting Territory Managers with local opportunities, and acting as an advocate for the customer. You will also be required to negotiate pricing programs, keep Salesforce updated, and develop long-term sales and marketing plans aimed at achieving corporate strategic goals.

To qualify for the Strategic Account Manager position at SanMar, candidates should hold a Bachelor’s Degree or possess equivalent experience, along with 4-6 years of related strategic or territory sales experience. Strong organizational, planning, and time-management skills, as well as the ability to communicate effectively and build partnerships, are essential for success in this role.

Yes, travel is a requirement for the Strategic Account Manager position at SanMar. You can expect to travel for 1-2 weeks per month, primarily attending meetings at corporate headquarters, trade shows, industry events, and national account sales events, as well as coordinating meetings with key accounts and Territory Managers.

SanMar supports the professional growth of its Strategic Account Managers by providing them with comprehensive training programs, opportunities for collaboration with experienced Territory Managers, and access to sales analytics tools. This environment encourages continuous improvement and the development of leadership skills crucial for career advancement.

SanMar offers a range of benefits to its Strategic Account Managers, including a comprehensive medical, dental, and vision insurance plan, a robust 401k with matching contributions, paid time off, paid holidays, maternity/paternity leave, and even pet insurance. Additionally, performance bonuses up to 10% of base salary are available, enhancing overall compensation.

When asked about your experience in strategic sales and account management, focus on specific examples of how you've successfully navigated complex sales processes, built long-lasting relationships with clients, and managed accounts to drive their growth and profitability. Highlight the quantitative impacts you made, showcasing your analytical skills.

Discuss strategies for effectively handling objections, emphasizing the importance of active listening to understand the concerns raised and responding thoughtfully with data-backed solutions. Provide an example of how you've turned objections into opportunities for further discussion and collaboration.

When explaining techniques for relationship-building, mention methods such as regular follow-ups, personalized communication, and finding common ground during discussions. Share an experience where your relationship-building efforts resulted in a successful outcome for both you and the client.

Explain your approach to organization, which may include utilizing CRM tools like Salesforce, setting reminders for follow-ups, and maintaining a prioritized task list. Illustrate how these strategies have helped you meet deadlines and exceed client expectations.

Discuss how data analysis assists you in understanding trends, client needs, and performance metrics to inform your strategies. Provide an example of a situation where data-driven insights led to a successful initiative for a strategic account.

Share a specific example of a challenging negotiation, outlining the stakes, what tactics you used to find common ground, and how you ultimately reached a mutually beneficial agreement. Stress the importance of diplomacy and resilience in these situations.

Detail the methods you employ to stay informed about industry trends, such as reading industry reports, attending conferences, and networking with professionals. Emphasize how this knowledge helps you better serve your clients and anticipate their needs.

Outline a systematic approach to developing a sales and marketing plan – starting with understanding the client's goals, utilizing market analysis, collaborating with internal teams for insights, and following up with implementation strategies. Share an example of a successful plan you've executed in the past.

Discuss your prioritization process, which may involve assessing deadlines and the potential impact of each project. Provide insights on how you adapt your approach based on feedback and changing circumstances.

Convey a genuine interest in SanMar’s mission and values, and how they align with your own professional goals. Make it clear that you're excited about leveraging your skills to contribute to the company's success and enhance customer relationships.