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Senior Inside Sales Account Manager

Role Purpose / Mission

The Senior Inside Sales Account Manager leads the strategic growth, profitability, and long-term partnership development of the company’s most complex and high-impact customer accounts. This role drives advanced commercial strategy, mentors account team members, leads complex negotiations, and aligns customer demand with operational capabilities to maximize value creation. The Senior Sales Account Manager serves as a trusted advisor to customers and internal leadership while promoting disciplined execution, and sustainable growth.

Key Responsibilities

• Own strategic relationship management and commercial performance for assigned key and enterprise-level customer accounts.
• Develop and execute multi-year account strategies focused on revenue growth, margin expansion, market penetration, and long-term partnership stability.
• Lead complex pricing strategies, contract negotiations, volume commitments, and long-term agreements in alignment with company financial objectives.
• Translate customer business plans and market trends into actionable forecasts and growth.
• Partner with Production Planning, Operations, Supply Chain, and Engineering to align capacity planning, service levels, and capital investment needs.
• Serve as executive-level escalation point for complex customer issues, contractual matters, and service recovery.
• Mentor and coach Sales Account Managers, Account Coordinators, and Sales Support team members.
• Identify and develop strategic growth opportunities including new applications, product expansion, and multi-site agreements.
• Monitor customer performance metrics including profitability, service levels, quality performance, and risk exposure.
• Support major customer onboarding, transitions, and contract renewals.
• Participate in strategic planning, market analysis, and leadership initiatives.
• Uphold company policies, ethical standards, and internal controls.
• Follow all established sales procedures, policies, and guidelines to ensure consistency, compliance, and high-quality customer execution.
• Actively interact and engage with Outside Sales partners to align strategy, share customer intelligence, and achieve optimal customer and business outcomes.

Core Competencies & Skills

Competency

Description

Strategic Account Leadership

Ownership of enterprise-level customer strategy and outcomes.

Advanced Negotiation

Structuring complex agreements and protecting long-term profitability.

Financial & Commercial Acumen

Deep understanding of margins, pricing models, and business drivers.

Forecasting & Market Insight

Translating market intelligence into actionable forecasts.

Cross-Functional Leadership

Influencing across multiple departments and leadership levels.

Executive Communication

Professional presentation and executive-level communication skills.

ERP Mastery

Advanced use of SAP for strategic planning.

Risk Management

Identifying commercial, operational, and contractual risks.

Coaching & Mentorship

Developing talent and strengthening team capability.

Character Attributes / Soft Skills (Aligned to Webco Core Values)

Attribute

Description

Trust & Integrity

Models ethical behavior and builds credibility internally and externally.

Strategic Ownership

Takes responsibility for long-term customer success and profitability.

Team Leadership

Develops others and strengthens cross-functional collaboration.

Customer Partnership

Acts as a trusted advisor to key customers.

Agility

Adapts quickly to changing market and customer dynamics.

High Accountability

Holds self and others to high performance standards.

Influence

Drives alignment without direct authority.

Continuous Improvement

Seeks innovative ways to improve results and processes.

100% Engaged Every Day

Demonstrates consistent leadership presence and commitment.

Performance Indicators / Success Metrics

• Revenue growth and margin expansion for strategic accounts.
• Long-term contract retention and renewal success.
• Forecast accuracy and demand alignment.
• Customer satisfaction and partnership strength.
• Pricing discipline and contract governance.
• Successful execution of strategic growth initiatives.
• Effectiveness of mentoring and team development.
• ERP data accuracy and pipeline visibility.
• Reduction in escalations and reactive service issues.

Required & Preferred Qualifications

Required:

• Bachelor’s degree or equivalent experience in Business, Sales, Supply Chain, or related field.
• Minimum 7–10 years of progressive experience in account management, industrial sales, or commercial leadership.
• Proven success managing complex, high-value customer accounts.
• Advanced negotiation, financial analysis, and strategic planning skills.
• Proficiency with Microsoft Office and ERP systems.

Preferred:

• Experience in manufacturing, metals, or industrial products.
• Demonstrated leadership or mentoring experience.
• MBA or advanced business education.

Typical Physical Demands

• Ability to work a minimum of 8 hours per day; additional hours may be required based on business needs.
• Prolonged periods of sitting and computer-based work.
• Frequent use of hands and fingers for keyboard, mouse, and telephone operation.
• Prolonged viewing of computer screens and digital displays.
• Occasional standing and walking within office, customer, and facility environments.
• Regular travel may be required, including walking through industrial environments.
• Ability to lift and carry light materials up to approximately 15–25 pounds occasionally.
• Requires corrected vision and hearing within normal range for communication and data review.
• Ability to manage high workload, deadlines, negotiations, and customer demands.

Typical Working Conditions

• Primarily works in an indoor office environment that is temperature controlled and generally clean.
• Exposure to normal office environmental conditions including lighting variations, low-level background noise, and dust.
• Regular travel to customer sites, conferences, and company facilities.
• Periodic exposure to manufacturing environments with industrial noise, moving equipment, and production activity.
• Required use of appropriate Personal Protective Equipment (PPE) when entering manufacturing areas or customer sites.
• Compliance with all company safety rules, policies, and procedures.

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