Strategic Accounts Director
Job Number: 5211
External Description:
Carrier is the leading global provider of healthy, safe and sustainable building and cold chain solutions with a world-class, diverse workforce with business segments covering HVAC, refrigeration, and fire and security. We make modern life possible by delivering safer, smarter and more sustainable services that make a difference to people and our planet while revolutionizing industry trends. This is why we come to work every day. Join us and we can make a difference together.
This Role
The Strategic Accounts Director is a key individual contributor role at Onity, a Carrier company. This role will play a key part in expanding and managing the growth of a Strategic Account while acting as a trusted advisor in providing creative and innovative strategies to complex account objectives. The incumbent will be a strategic, creative, and organized professional who takes pride in seeing account sales growth, operations running smoothly and efficiently; a single point of contact that is responsible for all contractual deliverables globally and who will partner with the appropriate subject matter leads to ensure consistency of delivery.
Key Responsibilities
Primary point of contact for all Strategic Account communication, engagement, or activities – be the voice of the customer within Onity, be the voice of Onity with the customer
Manages all aspects and ensures compliance to all contractual requirements and manages outcomes to ensure all KPIs are met.
Becomes a trusted partner, building strong relationships with client leaders across supply chain/purchasing, product management, operations, IT and leadership. Create and cultivate, friendly and enjoyable work relationship.
Partners with ONITY divisions (customer service, engineering, operations, finance/billing, technical support) engaging with subject matter experts to provide complete resolution to any client inquiries and/or problems.
Involved in developing strategic plans and business growth strategies and/or, where appropriate, identifying cost efficiency opportunities.
Conduct timely (quarterly) business reviews with appropriate stakeholders ensuring forward account momentum.
Provides day-to-day leadership to the account-based resources within the organization and drives framework and consistency across multiple countries.
Generates a robust communication strategy and ensures accuracy of messaging (written and verbal) both internally and externally.
Supports the strategic objectives which underpin both Onity’s and the Account’s vision, be part of the governance team in reviewing delivery against the objectives.
Provide the annual plan for the Strategic Account in coordination and cooperation with geographic Onity sales/support offices worldwide and communicate this plan within Onity and to the Strategic Account, including regular progress throughout the year.
Lead all related programs of work from inception through to completion; has experience of leading teams through projects and understands the steps which are needed in this journey.
Proactively manages & oversees the implementation of any new operational processes and procedures which are needed to be deployed within the account as necessary.
Works with the wider leadership team to provide a single communications strategy/voice. Is able to interrogate analytics to identify opportunities for sales growth, product change and/or innovation.
Work with the Strategic Account to expand Onity’s presence globally, and to deliver consistently across geographic boundaries.
Must be willing to travel to personally communicate Strategic Account relationship objectives to extended teams, and to engage in strategic Global Account.
Must model the capabilities of an ‘Executive Sales Professional’ to sales colleagues and be a mentor and guide when appropriate.
Required Qualifications
Bachelor’s Degree OR High School Diploma/GED with 11+ years professional work experience in Hospitality, Technology, or Security Industry.
5+ years influencing leaders in a matrixed organization.
3+ years of Strategic Account Management experience.
Preferred Qualifications
MBA or advanced degree coupled with 4-year degree (Business Administration, Engineering (Systems), Computer Science).
8 years of Strategic Account Management working for a major industrial, electronics, security, networking, or consumer products firm.
5 years of Hospitality Technology Sales-related Experience.
Strong interpersonal communication experience, able to work easily with all layers of complex organizations (including franchise owners).
Highly organized yet flexible/adaptive skillset – able to juggle multiple balls at once without a single drop.
Metrics / Accountability / Measurement.
Account success measured as increased sales, lowered costs, higher MFA/promoter score.
Increased sales opportunities with corporate-managed and franchised accounts under property flag.
RSRCAR
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Job Number: 30144790
Community / Marketing Title: Strategic Accounts Director
Location_formattedLocationLong: Georgia, US