[Hiring] Director, Strategic Business Accounts @ABB Optical Group

Role Description

The Director is the primary liaison and central point of contact between higher volume and more complex strategic accounts (generally accounts with over $15M in sales), prospect(s) and ABB OPTICAL GROUP. Leveraging key relationships and influencing skills to successfully develop and maintain customer relationships, this position will also have ownership of customer solutions based on supply chain and technology services. Key outcomes include:

• Profitable revenue growth
• Creating and maintaining awareness of key activities at all touch points between customer and ABB OPTICAL GROUP
• Streamlining effective and inclusive communications
• Creating desired customer solutions
• Driving desired business results

A portion of the Director, Strategic Business Accounts performance will be based on customer input and achieving desired results.

Essential Responsibilities

• Manage multiple internal and external stakeholder relationships with diplomacy and tact, to effectively support overall customer objectives and deliver on business commitments
• Lead negotiations of complex and nuanced deal structures for new business as well as contract renewals
• Lead customer relationship and revenue development through influencing, including delegating various actions to extended customer support team
• Identify opportunities for growth and work with our existing customers and our field sales teams to enable expansion of the current business into other areas of our optical platform as well as adding new customers
• Communicate and deliver the ABB OPTICAL GROUP value proposition to customer, leveraging appropriate internal support resources
• Responsible for long-term relationship building between the customer, ABB OPTICAL GROUP and other professional organizations (Vendors, Consultants, etc.)
• Use a balanced variety of measures (e.g., results, customers, process, external benchmarks, etc.) to improve business performance, taking account market forces when setting objectives, planning, resourcing, etc.
• Act with understanding, and be able to explain to support team how your activity impacts company's bottom line and how to leverage best practices with various internal and external constituents for account forecasting, planning and management, deal economics, metrics and reporting tools
• Manage the Strategic sales pipeline, solutions design for an assigned set of customers
• Coordinate the internal financial analysis and approvals needed for creating appropriate deal structures as well as the contract creation and renewal process to ensure we have the necessary contracts in place

Supervisory Responsibilities

• None at this time

Qualifications

• A total of 7+ years in upward mobile sales positions that include experience in a strategic customer facing management role
• Involved with strategic selling or relationship experience in an exemplary consulting or services organization including a hands-on, track record of success selling consultative, strategic solutions including C-suite interaction
• Experience with negotiating complex business deals from inception to contract finalization
• Demonstrating a proven track record with results in new/repeat Supply Chain business development, client strategies, communicating the absolute values of Supply chain based solutions
• Directly relevant experience building long-term relationships that make clients successful through an understanding of their business needs & the results of applying proprietary solutions & expertise
• Proficiency in General PC applications; MS Office applications
• Excellent verbal and written communications

Requirements

• MBA or advanced degree
• Project Management experience
• Strong organizational awareness, with ability to manage multiple touch points between the customer and ABB OPTICAL Group
• Ability to manage multiple priorities simultaneously
• Strong diplomacy and tact when acting as a bridge between customer and ABB OPTICAL Group
• Background in business strategy, Supply Chain and retail sales
• Optical/contact lens product knowledge
• Strong analytical sales, coupled with financial acumen and P&L management
• Excellent presentation and negotiation skills targeted to Director, VP and C-level audiences
• Demonstrated capability of developing needs-based proposals
• Ability to help analyze and structure business terms and ensure legal documents reflect those terms
• Excellent organizational skills
• Strong attention to detail and quality

Benefits

• The anticipated base pay range for this position is $102,625 to $136,900
• Employee pay is determined by multiple factors, including geography, experience, qualifications, skills and local minimum wage requirements
• You may also be offered a competitive bonus and/or commission plan
• Employees and/or eligible dependents may be eligible to participate in the following Company sponsored employee benefit programs:
  • Medical, dental, vision, life insurance
  • Group life insurance
  • Voluntary supplemental life insurance
  • Supplemental health benefits (critical illness, hospital, accident)
  • Short- and long-term disability
  • Paid family leave (applicable states)
  • 401k
  • Tuition reimbursement
  • Eyewear discounts
• US employees are eligible for the following time off benefits:
  • Vacation and/or Sick time
  • Holiday pay
  • Birthday PTO