Strategic Account Manager

Company Overview

Lincoln Electric Company of Canada Limited continually seeks to be the undisputed world leader in the arc welding industry, as well as manufacturing and supplying the finest quality welding and cutting products. The Company takes pride in placing emphasis upon being the industry’s lowest cost producer and providing applications expertise and solutions to all customers. In addition, Lincoln Electric is committed to the development of new and innovative technologies with value-added products and services that respond to customer needs.

Job Description

Lincoln Electric is seeking a highly motivated Strategic Account Manager to actively manage and drive sales at strategic accounts in the region. The role driver is to utilize strategic selling tactics and account management to develop sales plans and close opportunities at target account. The ideal candidate will build customer relationships to increase discretionary sales and promote target solutions to increase share. The mission is to move beyond the “vendor” label and become a trusted advisor who understands the customers operational pain points as well as they do.

Key Metrics

• To achieve and exceed sales revenue of discretionary spending at target accounts as reported within SAP. The focus will be on growth within existing accounts and expansion into new areas within those accounts.
• To achieve and exceed sales revenue targets of advanced solutions as tracked and reported within Salesforce. This includes the number and size of opportunities and overall revenue generated from these solutions.
  
• To provide white glove treatment to target customer accounts and to maintain the highest levels of customer satisfaction.

Major Responsibilities

• Account Strategy & Planning: Develop and execute account projects that align our solutions with the client’s strategic goals (e.g., increasing uptime, reducing Total Cost of Ownership).
  
• Relationship Development and Management: Build "high and wide" relationships, navigating from the shop floor and procurement to the C-suite.
  
• Value-Based Selling: Identify opportunities for process improvement and technical integration that provide value beyond price-per-unit.
• Business Plans and Reviews: Author and maintain a live strategic document for each account that outlines shared goals, key projects, and cost-saving targets for the next 12-24 months. Perform business reviews with the management team of all strategic accounts regularly.
  
• Expansion Mapping: Conduct whitespace analysis to identify department or plant locations where Lincoln Electric solutions are currently underutilized.
  
• Competitor Defense: Monitor competitive footprints within the account and position Lincoln Electric as an indispensable supplier to the customer through solution selling, technical dependencies, customer support and satisfaction.
  
• Cross-Functional Leadership: Act as the "voice of the customer" internally, collaborating with Engineering, Supply Chain, and Customer Success to ensure flawless execution.
  
• Revenue Growth & Retention: Manage a high-value portfolio, ensuring 95%+ retention while identifying opportunities within new plants or business units.
  
• Market Intelligence: Stay ahead of industrial trends (e.g., Industry 4.0, sustainability mandates) to proactively advise clients on future-proofing their operations.
  
• Aggressively present and sell Lincoln Electric advanced solutions to strategic accounts, leveraging advanced technical resources and the ARC. Coordinate strategic initiatives that deliver Lincoln’s total value proposition by combining sales of all consumables, equipment, automation, and cutting products to improve customer productivity, reduce customer costs, and grow overall sales.
  
• Identify new large and multi-location customers where Lincoln’s value proposition is valuable and will result in increased sales.
  
• Analyze key customer requirements and translate into advanced solution proposals with a clear definition of the technology value proposition.
  
• Develop sales and pricing strategies at assigned strategic accounts. Responsible for sales growth at these accounts.

Major Responsibilities, Continued

• Collaborate with technical specialists, product managers, and customer service to ensure seamless customer support for identified key accounts. Effectively deploying service assets to ensure customer satisfaction.
  
• To prepare and submit revenue forecasts, strategic plans, estimates, market analysis and financial information in conjunction with ongoing business requirements, priorities, policies and procedures.
  
• To create comparisons of competitive products and selling techniques, conduct customer research and continually solicit customer needs.
  
• To utilize Lincoln Electric resources (including classrooms, marketing literature, ARC assets, and the Canadian manufacturing facility for tours) to provide seminars, product demonstrations and training to key accounts.
  
• To attend sales meetings and seminars, maintain accurate record of sales activities, customer interactions, and sales pipeline through the CRM system.
  
• To continually monitor performance against budgeted objectives and to modify sales strategies accordingly.
  
• To fully abide and actively support Lincoln Electric’s Environmental Health & Safety policies, practices and procedures with respect to protecting the environment, the conservation of nature resources and the Health & Safety of all employees.
  
• To report directly to the Ontario Regional Manager and communicate all relevant matters pertaining to sales and marketing activities on behalf of the company.
  
• To conduct any general duties, specific projects and responsibilities as assigned or required by the Ontario Regional Manager in a timely and professional manner.

Basic Requirements

The Strategic Account Manager role requires a proven track record of exceeding sales targets, building strong customer relationships, and a deep understanding of advanced technology solutions. The ideal candidate will be a strategic thinker, a skilled negotiator, and a passionate advocate for Lincoln Electric advanced solutions.

Qualifications:

• Bachelor’s degree in Engineering, Business, or a related field.
  
• Proven track record of success in selling advanced technology solutions, heavy machinery
  
• Minimum 5 years of experience in commercial roles with a focus on large volume target accounts.
  
• Excellent communication, presentation, and negotiation skills.
  
• Proficiency in using CRM software (Salesforce).
• Must have own vehicle/reliable conveyance and a valid driver's license