Andersen Corporation

Compensation

Full Description

POSITION PURPOSE Understanding key account org strategy, goals, and drivers, while using industry and competitive analysis, formulate a key account business value plan executing and delivering on measurable initiatives that co-creates value and drives results for both internal and external stakeholders. Provide innovative solutions to fit key account needs to capture greater share of wallet within key account. Mobilize and align multifunctional internal and external teams to drive business value plan, maximize customer alignment and improve core expertise within key account. Understanding customer needs, pains, and delighters, finalize and negotiate value proposition and master agreement optimizing market position against competition. Regularly measure and strengthen relationship with goal of expanding value, footprint, and share of wallet through delivering on commitments, metrics, initiatives included in business value plan. Develop and sustain a long-term strategic relationship with key account, leveraging enterprise resources and capabilities to create value based solutions, serve as central point of contact for internal and external stakeholders, drive execution, and document value. POSITION RESPONSIBILITIES: Strategic Account & Opportunity Planning While Facilitating Organization Alignment & Change • Apply critical thinking, customer and market analysis, and financial/business acumen to develop long term account plan that embodies growth though prioritizing opportunities, managing risk, and driving actions to achieve goals with a highly complex customer. Align and influence with senior level executives to orchestrate, and lead key account and Andersen through change from current state to realize desired business outcomes. Business Value Co-Creation & Communication • Engage internal and external stakeholders to co-create and quantify the value that Andersen brings to the key account and the value that the key account brings to their customer while communicating the financial business impact for customer and key account. Leverage enterprise resources, capabilities, and programs to become Preferred Vendor for Key Account through best in class marketing, dedicated support, product offering, training, share hold and share gain activities. Multifunctional Account Team Leadership • Using interpersonal relationship skills, cultural knowledge & sensitivity, and business insights, and using judgement and autonomy, lead high performance account teams to collaboratively develop strategy and execute plans to drive action and achieve team goals. Has authority to make decisions that impact business plan, and judgement when to escalate. 20% 2 Rev.11/20 Build Stakeholder Trust & Commitment and Overall Relationship & Outcome Management • Achieve desired business outcomes and achieve high level corporate and local relationships through collaboratively engaging internal and external business partners with curiosity, authenticity, empathy, clarity, and purpose with an outside-in orientation to build trust, alignment, and commitment. 20% Understand & Influence Organizational Priorities Use Andersen, key account, and industry knowledge to transform data into actionable; customer relevant insights based on analysis to inspire action and challenge the status quo thinking to help drive internal and external priorities. 20% Other duties assigned by supervisor. DIRECTION OF OTHERS • Describe oversight, guidance and/or work direction provided and type of positions being directed (employees, contractors, etc.). Then TAB to the next section. MINIMUM QUALIFICATION, SKILL AND/OR COMPETENCY REQUIREMENTS • Bachelor’s degree and/ or a minimum of 10 years of relevant progressive experience in business. Or an equivalent combination of education and experience preferred. • Proven skills and ability to manage large complex national account business and/ or executive level relationship management. Skilled at networking in large corporation and ability to leverage these contacts into leads and business. • Demonstrated effective negotiation skills with large contracts and a successful history of closing major opportunities. • Ability to develop comprehensive and complex customer value propositions and solutions in partnership-focused environment. • Strong understanding of corporate level business dynamics and long-term strategic focus, mastery of industry trends, and business management practices and able to conduct large scale financial analysis. • Demonstrated ability to analyze large complex business concepts, identify problems and opportunities, develop logical and creative solutions to problems, develop a plan of specific and measurable objectives, timetables and identify resources needed to execute. • Ability to collaborate in team selling environment. Disciplined and effective use of CRM and sales process methodology. COMPENSATION: Pay is based on several factors including but not limited to work experience, education, geographic location, certifications, etc. Your recruiter can share more about the specific compensation package for your preferred role during the hiring process. Successful candidates in this role are expected to earn $105,000 - $162,750 + incentive.