Strategic Accounts

 

My Objective

To be responsible for the development, growth and maintenance of the organization’s most strategic accounts. To operate as the single point of accountability in Belden for the strategic customer and has responsibility for driving the account relationship and creating value for Belden and the customer.

Principle Job Accountabilities

  • Sales Targets

    Ownership for a defined set of sales targets aligned to the responsibilities of the role, taking accountability for meeting and exceeding these targets over a sustained period.

  • Platform Revenue

    Responsible for total platform revenue of the account. Revenue from all Belden regions. The role is assigned a regional or global budget for the account and is responsible for meeting and exceeding the budget.

  • Strategy Deployment

    Responsible for the strategic account business planning process and strategy development.

  • Action Plan

    Responsible for the development, implementation and execution of account action plan that delivers value. This includes Situation Analysis, Bridge to Strategy and Framework.

  • Implementing Objectives

    Responsible for protection/growth of base business, penetration of new business and leveraging other Belden products, improving customer loyalty and achievement of partnership status.

  • Develop & Maintain Relationships

    Responsible for  relationship development at the strategic account, including targeting new relationships and developing executive level relationships.

  • Customer Satisfaction

    Manage customer loyalty ensuring processes are in place to measure account satisfaction and loyalty. Proactively analyze and evaluate customer feedback to identify gaps and develop relevant action plans.

  • Coaching

    Coach virtual account team across functions to carry out the account business and action plan. Coordinate new product introduction and lead contract negotiations with Strategic Accounts.

  • Leverage Belden Portfolio

    Responsible for the strategic account’s willingness to leverage other Belden products and services.

  • Sales Strategy

    Coordinates and implements sales strategies to Strategic Accounts with Sales and Customer Service personnel.

  • Teamwork

    Maintain personal contact with key personnel in Purchasing, Engineering, R&D, Quality and Products to keep abreast of future plans so that Engineering, Management and Marketing activities can be coordinated.

  • Competition

    Maintains a thorough working knowledge of competitive activity in products, programs, pricing, and procedures.

Knowledge & Experience


  • Educated at least to degree level in Business (administration, economics) or relevant Marketing degree
  • Experience of working within a medium or large sized international organization. Experience of successfully operating in a matrix environment and experience of working closely with cross functional teams including Marketing, Operations and Finance.
  • Experience of managing accounts in a structured methodology including account plan reviews. Working experience of Miller Heiman methodology advantageous
  • Knowledge and experience of a channel sales (distributor) environment
  • Experienced and competent with C-Suite interaction
  • Experience of working within an international environment essential
  • Proven track record of being able to deliver sustained sales results, including experience of key / large accounts, end user selling, growing existing customer accounts and developing new accounts across multiple territories and countries
  • Proven track record in the relevant industry
  • Proven track record within a sales or business development role in a market relevant to the Belden org
  • Knowledge and experience of a channel sales environment
  • Ability to develop successful cross functional relationships internally
  • Ability to manage time and resource effectively, managing multiple activities successfully
  • Ability to travel in order to fulfil the duties of the role essential
  • Demonstrate ability to work effectively with the relevant Belden portfolio – technical expertise not required but an appreciation and ability to understand product applications is essential
  • Demonstrate excellent communication skills, both verbally and in writing
  • Demonstrate analytical skills and the ability to work within a metric driven environment
  • Demonstrate a pro-active, flexible and pragmatic approach
  • Proven track record within a sales role in a market and industry relevant to the role
  • Demonstrate successful track record of managing projects and initiatives
  • Business level English essential plus local language
  • Computer literacy essential
  • Demonstrate the Belden Values

Developing Critical Skills


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Qualifies Potential for Value Co Creation

Definition: Assesses the strategic priorities for the Account in the medium and long term and identifies areas of common interest. Can clearly state the contribution that Belden can bring to the Account's Competitive Position within their Market. Identifies opportunities for operational integration to increase efficiency.

Developing

Understands Account's Strategic roadmap and can position Belden within that plan. Understands areas of common interest but may struggle to translate these into action at a Regional level. Is very reliant on the Regional Belden Account Manager to create value within their section of the Account.

Proficient

Proactively engages different business functions in the Account to identify their current priorities and looks for areas where Belden can add value.

Advanced

Segments the Account to identify areas that have strong volume and relationship potential. Engages with Senior contacts within the Account to identify areas of common interest. Validates this potential across a range of business functions such as Engineering, R&D, Sales & Marketing and gains commitment to action plan.

Negotiating

Definition: Recognizes that all participants in a negotiation have individual objectives. Is able to identify the various objectives and adapt strategies to fit the situation. Maintains focus on creating options for negotiable items while considering non-negotiable items. Always invests the effort to build a proposition that results in a win-win outcome.

Developing

Has an understanding of the objectives of the other party. Considers possible win win outcomes. Would benefit from increasing level of preparation before a negotiation commences to reduce the level of pressure and possible manipulation by the other party thereby improving the quality of the commercial agreement for Belden.

Proficient

Enters the Negotiation with a clear walk away point but does not prepare a trading strategy for each component of the deal. When asked for a concession, makes it conditional on receiving something in return.

Advanced

Prepared for Negotiation with entry and walk away point, list of components of the deal and a clear trading strategy. When asked for a concession, makes it conditional on receiving something in return.

Communication

Definition: Clearly conveys information and ideas through a variety of media to individuals or groups in a manner that engages the audience. Builds appropriate rapport. Doesn’t hold anything back that needs to be said. Provides current, direct, complete, and actionable feedback to others. Uses diplomacy and tact. Understands what others value and how to position messages.

Developing

Has a communication schedule agreed with the Account. Has regular internal meetings to align and set action plans with Belden virtual account team. Primarily relies on communication through email. Doesn't yet take accountability for creating awareness on specific issues. Focus of communication with the internal team is addressing short term issues.

Proficient

Maintains open lines of communication with the Account Team and the Account. Issues regular updates and tailors their communication to their audience. Takes ownership of this process. Is able to use data effectively to support their communication goals. Communicates with credibility in internal forums including SDP reviews, round robins, etc. Coordinates internal Account Reviews & develops an action plan in collaboration with the overall Team.

Advanced

Engages the Internal and Account Teams with regular and relevant messages. Is able to promote communication between Belden and the Account through relevant business reasons and sets clear expectations. Uses the team as a resource to gain a wider and deeper network of contacts within the account.

Strategic Thinking

Definition: Can link the Trends in the Account's Market environment to the Opportunities and Threats that this creates for the Account. Can interpret Account product development roadmap and acquisition strategy as part of their overall Strategy.

Developing

Understands the long term trends in the market and how this will drive investment within the Account. Current activity is concentrated on short term, product focussed activity with the Account.

Proficient

Understands the long term trends in the market and how this will drive investment within the Account.

Advanced

Understands long term market trends that create Opportunities or Threats for the Account. Also recognizes how to position Belden's Strengths to create Strategic Alignment and Competitive Advantage with the Account.

Action Planning

Definition: Has clear objectives that break down from long term strategic goals into defined SMART activities for members of the wider account team. Collaborates with the Account to agree Action Plans that are reviewed at least on a Quarterly basis.

Developing

Runs quarterly Account Reviews with members of the Belden Account Team and agrees actions and objectives for the quarter. Would benefit from elevating the plans beyond short term issues and avoid development of plans in isolation.

Proficient

Runs quarterly reviews with the Account to monitor plans, performance and to identify new opportunities.

Advanced

Agrees long term goals within the Account that drive action plans for both Belden and the Account. Creates action plans in collaboration with the Account.

Building Relationships

Definition: Is able to build rapport and establish common areas of interest with a wide variety of personality types and backgrounds. Sees relationships as a key tool to meeting objectives within the Account and leverages them.

Developing

Invests time to meet with Account and invites to corporate hospitality. Relationships are focused on contact at lower or middle management level. Contacts are currently limited to managing problems or when a deal is on the table. Would benefit from increasing understanding of the Executive role and increasing contact level with the Account's Executive Team.

Proficient

Sets objectives for expanding network of contacts within the Account. Uses social events as an opportunity to build rapport and credibility with key contacts. Has contacts at the Executive level within the Account and is able to tailor their messages and communication style to be relevant and credible at this level.

Advanced

Has regular dialogue with Key Executives in the Account both formally and at social events, can speak to them about their priorities, projects & where Belden can create value. Leverages credibility with senior Executives to network across all areas of the account. Makes investments in relationships outside buying cycles.

Influence & Persuasion without Authority

Definition: Uses credibility and relationships within Belden to gain support and access to organizational resource.

Developing

Has a clear escalation policy for Account issues. Engages regional sales leadership to keep up to date and align Belden resource for best return. Will make resource requests via immediate line manager. Currently lacks confidence (and possibly credibility) to gain access to organisational resources and communicate directly with resource owner.

Proficient

Communicates proactively with resource owners with good lead time for requests. Builds internal credibility and relationships and looks for opportunities to invest in relationships.

Advanced

Leverages Senior contacts in the Account and within Belden to gain resources, build peer relationships and advance opportunities. Seeks to build their personal profile and credibility within the business while representing customer interests.

Drive for Results

Definition: Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line orientated; steadfastly pushes self and others for results.

Developing

Has a clear plan to meet or exceed targets within the Account. May often be distracted from key deliverables and would benefit from more clarity about objectives. Would benefit from demonstrating a high sense of urgency.

Proficient

Breaks down key results into leading indicators for the Global Account / Local Regions and members of the Account Team. Tracks leading indicators and takes early action to protect the delivery of the result. Uses Belden sales tools to inform their knowledge of results.

Advanced

Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.

Dealing with Ambiguity

Definition: Can effectively cope with change; can shift gears comfortably; isn't upset when things are up in the air; doesn't have to finish things before moving on; can comfortably handle risk and uncertainty.

Developing

Has an open and flexible approach. Looks for opportunities in changing environments. Remains postitive. May struggle to take ownership of decisions in the face of ambiguity.

Proficient

Can effectively cope with change; can shift gears comfortably; isn't upset when things are up in the air; doesn't have to finish things before moving on; can comfortable handle risk and uncertainty.

Advanced

Sees ambiguity as an opportunity to drive positive change and add value.

Customer Focus

Definition: Dedicated to meeting the expectations / requirements of internal and external customers; uses first hand customer information to provide products / services with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.

Developing

Identifies and understands the overall business objectives of the Account. Will make every effort to meet or exceed Account expectations. May find themself prioritizing internal, operational matters over customers.

Proficient

Is dedicated to meeting the expectations and requirements of internal and external customers; gets first hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.

Advanced

Deep knowledge of customers marketplace and the opportunities and threats that customers face. Connects Belden's go to market strategy with addressing issues in the customers business.