Kuraray America, Inc.
National Account Manager
Kuraray America, Inc., Dallas, Texas, United States, 75215
Job LocationThis position is remote, the sales territory Texas. We would like someone to reside anywhere in Texas where Miner has an office: Dallas, Houston, Austin or San Antonio.The CompanyMiner Ltd, an OnPoint Company, is an industry-leading service and equipment solutions provider with branch-based operations across the country. OnPoint Group is a fast-paced and ever-changing company and has been awarded the
Best Managed Companies
Award by Deloitte and WSJ for three years running, as well as having been named to the
Inc. 5000 Fastest Growing Companies
list for eight consecutive years! We believe in challenging the status quo and finding a better way for our customers, which is how we have grown into the company we are today.Miner drives down the cost of warehousing and materials management operations saving our customers revenue and time by understanding their business, finding efficiencies in their operation, providing faster systems repairs and delivering expertly executed scheduled maintenance. For more than 20 years, Miner has consistently delivered professional emergency maintenance service, equipment analysis and proactive preventative maintenance solutions to companies throughout North America. Miner solutions leave their customers more time to focus on their core business – not on the business of maintenance and materials management.BenefitsAt Miner we believe that
Our People
are what make us great and help us deliver exceptional customer service! We offer industry leading Benefits to include:Competitive pay – Plus incentive opportunities!Full benefits package that starts day one – Includes medical, dental, vision, 401K with match, company-paid life insurance and disability coverage.PTO and Paid HolidaysTraining and mentoring – Learn from our experts in the industryAdvancement opportunitiesJob SummaryThe National Account Manager maintains and expands relationships with strategically important large customers. Assigned to 5-10 named customers, the National Account Manager is responsible for achieving sales quota and assigned national account objectives. The National Account Manager represents the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.Key Job ResponsibilitiesEstablishes productive, professional relationships with key personnel in assigned customer accounts. Owns overall Miner National Account relationship and renewals of contracts.Coordinates the involvement of company personnel, including support, service, and management resources, desired to meet account performance objectives and customers’ expectations.Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.Proactively assesses, clarifies, and validates customer needs on an ongoing basis.Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.Ability to support both Equipment and Service Engagements corporately.Serves as a subject matter expert on SafeCHECK and SAFE ACT Programs within assigned accounts.Conducts Quarterly Business Reviews with key customer contacts.Ability to drive improved alignment internally with Sales on Penetration activities.Works closely with sales to uncover new Strategic Account Opportunities.Collaborate with Strategic Account Business Operations in support of project scoping to ensure customer needs are addressed.Provides leadership to various Miner Regions in support of meeting customer objectives.Identify Potential Cross selling leads and will introduce other divisions into Strategic Accounts.Collaborates with Truesource in service support needs for Non-Miner Areas.Supports Digital Marketing efforts with success stories and white papers.This position reports to the VP National Accounts.Other duties as assigned by supervisor.Key Performance MeasurementsAchieves assigned sales quota in designated strategic accounts.Meets assigned expectations for profitability.Achieves strategic customer objectives defined by company management.Completes strategic customer account plans that meet company standards.Maintains high customer satisfaction ratings that meet company benchmark.Introduction of ALL the MinerCARE Programs (SafeCHECK/SafeACT).Convert new contracts into cross selling opportunities.Top line revenue growth by minimum of 20% YOY.Build higher margins into projects through relationship selling.Internal/External Communication plan for all teams to recognize accountability into the account.Completes required training and development objectives within the assigned time frame.Other key metrics prescribed by Miner Corp leadership, resulting in positive customer and Company impact.RequirementsBachelors’ Degree preferred.National accounts experience (Dock/Door, Industrial B2B space a plus) minimum of 2 years direct selling into corporate relationships.5-10 years related experience in dock and door industry, including strategic account development, contract negotiation, competitive costing with price analysis, scorecard and metrics development.Ability to execute strategic and tactical issues; experience with designing and executing processes.In-depth knowledge of contracts and organizational upselling to corporations.Outstanding negotiation skills.Problem solver with a strong analytical mindset.Strong relationship building skills; team building skills and conflict resolution skills.Ability to influence, with strong communication skills.Highly organized; project management skills and financial analytical skills.Proficiency with Microsoft Office, including Word, Excel, Power Point, and Salesforce.Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.Closely coordinates company executive involvement with customer management.Works closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.This position may have direct report staff assigned to support responsibilities in specific customers.This position requires extensive travel.This job description is subject to change at any time.Office Work EnvironmentThe work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. This work may be performed in an office near a warehouse environment. Employees may work with co-workers side-by-side with a moderate level of activity being performed. The noise level in the work environment is light to moderate.Remote Work EnvironmentA remote job is any job that requires the employee to work remotely from their home or another location of their choice. Some positions are fully remote, but others can have varying degrees of remote work (50%, specific days of the week, etc.). They can also require the employee to visit the company’s physical location for certain occasions or situations. Employers also may have to specify a specific location that remote employees must live in for the sake of taxes and time zones.Miner Ltd. considers applicants for all positions without regard to race, color, religion, creed, gender, national origin, age, disability, genetic information, marital or veteran status, or any other legally protected status.
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Best Managed Companies
Award by Deloitte and WSJ for three years running, as well as having been named to the
Inc. 5000 Fastest Growing Companies
list for eight consecutive years! We believe in challenging the status quo and finding a better way for our customers, which is how we have grown into the company we are today.Miner drives down the cost of warehousing and materials management operations saving our customers revenue and time by understanding their business, finding efficiencies in their operation, providing faster systems repairs and delivering expertly executed scheduled maintenance. For more than 20 years, Miner has consistently delivered professional emergency maintenance service, equipment analysis and proactive preventative maintenance solutions to companies throughout North America. Miner solutions leave their customers more time to focus on their core business – not on the business of maintenance and materials management.BenefitsAt Miner we believe that
Our People
are what make us great and help us deliver exceptional customer service! We offer industry leading Benefits to include:Competitive pay – Plus incentive opportunities!Full benefits package that starts day one – Includes medical, dental, vision, 401K with match, company-paid life insurance and disability coverage.PTO and Paid HolidaysTraining and mentoring – Learn from our experts in the industryAdvancement opportunitiesJob SummaryThe National Account Manager maintains and expands relationships with strategically important large customers. Assigned to 5-10 named customers, the National Account Manager is responsible for achieving sales quota and assigned national account objectives. The National Account Manager represents the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.Key Job ResponsibilitiesEstablishes productive, professional relationships with key personnel in assigned customer accounts. Owns overall Miner National Account relationship and renewals of contracts.Coordinates the involvement of company personnel, including support, service, and management resources, desired to meet account performance objectives and customers’ expectations.Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.Proactively assesses, clarifies, and validates customer needs on an ongoing basis.Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.Ability to support both Equipment and Service Engagements corporately.Serves as a subject matter expert on SafeCHECK and SAFE ACT Programs within assigned accounts.Conducts Quarterly Business Reviews with key customer contacts.Ability to drive improved alignment internally with Sales on Penetration activities.Works closely with sales to uncover new Strategic Account Opportunities.Collaborate with Strategic Account Business Operations in support of project scoping to ensure customer needs are addressed.Provides leadership to various Miner Regions in support of meeting customer objectives.Identify Potential Cross selling leads and will introduce other divisions into Strategic Accounts.Collaborates with Truesource in service support needs for Non-Miner Areas.Supports Digital Marketing efforts with success stories and white papers.This position reports to the VP National Accounts.Other duties as assigned by supervisor.Key Performance MeasurementsAchieves assigned sales quota in designated strategic accounts.Meets assigned expectations for profitability.Achieves strategic customer objectives defined by company management.Completes strategic customer account plans that meet company standards.Maintains high customer satisfaction ratings that meet company benchmark.Introduction of ALL the MinerCARE Programs (SafeCHECK/SafeACT).Convert new contracts into cross selling opportunities.Top line revenue growth by minimum of 20% YOY.Build higher margins into projects through relationship selling.Internal/External Communication plan for all teams to recognize accountability into the account.Completes required training and development objectives within the assigned time frame.Other key metrics prescribed by Miner Corp leadership, resulting in positive customer and Company impact.RequirementsBachelors’ Degree preferred.National accounts experience (Dock/Door, Industrial B2B space a plus) minimum of 2 years direct selling into corporate relationships.5-10 years related experience in dock and door industry, including strategic account development, contract negotiation, competitive costing with price analysis, scorecard and metrics development.Ability to execute strategic and tactical issues; experience with designing and executing processes.In-depth knowledge of contracts and organizational upselling to corporations.Outstanding negotiation skills.Problem solver with a strong analytical mindset.Strong relationship building skills; team building skills and conflict resolution skills.Ability to influence, with strong communication skills.Highly organized; project management skills and financial analytical skills.Proficiency with Microsoft Office, including Word, Excel, Power Point, and Salesforce.Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.Closely coordinates company executive involvement with customer management.Works closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.This position may have direct report staff assigned to support responsibilities in specific customers.This position requires extensive travel.This job description is subject to change at any time.Office Work EnvironmentThe work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. This work may be performed in an office near a warehouse environment. Employees may work with co-workers side-by-side with a moderate level of activity being performed. The noise level in the work environment is light to moderate.Remote Work EnvironmentA remote job is any job that requires the employee to work remotely from their home or another location of their choice. Some positions are fully remote, but others can have varying degrees of remote work (50%, specific days of the week, etc.). They can also require the employee to visit the company’s physical location for certain occasions or situations. Employers also may have to specify a specific location that remote employees must live in for the sake of taxes and time zones.Miner Ltd. considers applicants for all positions without regard to race, color, religion, creed, gender, national origin, age, disability, genetic information, marital or veteran status, or any other legally protected status.
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