Job Purpose
The OEM Strategic Accounts Manager is responsible for ongoing development, growth and success of Peak’s corporate OEM channel business in North America, and for driving sales growth through national & regional resellers and lab equipment distributors. Working alongside the OEM & Channel Partner Manager, North America and the Corporate OEM team at HQ, the purpose of this role is to own and maintain strong relationships with OEM regional sales and service leadership as well as maximize sales opportunities with major resellers and lab equipment distributors in North America. In addition, the role will support the regional Peak team with maintaining good relationships with their OEM counterparts and act as primary liaison between our local team, HQ OEM team and our OEM partners.
Key Duties
- Work alongside the Corporate OEM team and regional NAMER sales team to develop strategies to grow sales through OEM and reseller channel in North America.
- Maintain and grow existing key account relationships through frequent contact and supporting initiatives (training, travel, participation in regional events)
- Support and enable the local NAMER team to unlock local / territory relationships and identify areas where Peak OEM sell-through could be stronger, with strategies to remedy and improve
- Be the key point of contact to support issue resolution across the region including delivery and service escalations.
- Own regional demo lab program ensuring demonstrable ROI from product placement, in line with global marketing strategy
- In addition to the OEMs, responsible for developing key distributor accounts such as Fisher Scientific, VWR, Cole Palmer and GSS, and driving growth through each of the NA territories.
- Maintain up-to-date view of OEM sales org. structures and develop good relations with key opinion leaders relevant to generator vendor preference locally
- Provide market intel and report local market insights to the Head of Sales / Global teams as directed – relevant to corporate OEM and channel partner business performance.
- Travel as required to support the business including end user sales visits, training, OEM partner and distributor/channel partner interaction.
Measures of performance
- Perform at or above established KPI measurements for each account (determined annually).
- Commercial performance improvements of key accounts and distributors across region (revenue/$ and unit growth).
- Install base growth in region per territory, per OEM (growing X to Y)
- Frequency of national /regional sales meetings (with OEM, with distributors)
- Full coverage and relationship ownership of North America regional OEM personnel
Key Skills
- 7+ years of experience in account management, commercial, and sales environment.
- Product and service offering knowledge and the ability to identify opportunities with clients and OEMs for commercial growth.
- In depth understanding of regional market and industry dynamics.
- Strong influencing skills – both externally in a client situation but also internally to influence and work alongside local and global teams.
- Confident and credible; able to obtain respect of clients and colleagues
- Well-developed interpersonal, oral and written communication skills.
- Able to build strong relationships; internal and external.
- Strong ability to develop strategies, client relationships and business opportunities.
- Business development – able to quickly identify areas for profitable account growth and put steps in place to realize this.
- Customer-first focus.
Living by the Peak Values
- Put Customer First, keep customer needs at the heart of every decision and action
- Be Innovative, always curious and open to new ideas and better ways of doing things
- Stay Agile, be responsive and make timely, considered and well-informed decisions taking accountability for the outcomes
- Always Respectful, kind and supportive, always look for the best in each other and strive to help one another do a better job
- Show Pride & Passion, be proud about what we do and enjoy our work