Vice President of Sales, Strategic Accounts (Remote)

The Vice President of Strategic Accounts is responsible for managing a $90M+ total portfolio of Nilfisk United States based strategic customers and prospecting new customers within the region. The VP builds a strong team to ensure that on-going relationships are maintained with customers while maximizing Nilfisk’s offerings and profitability. The key objective is to utilize outcome selling techniques to convert Nilfisk capabilities into value that’s meaningful to our customers. 

The VP, Strategic Accounts reports to the Executive Vice President of the Americas and has significant interaction and partnership with field sales, corporate accounts finance and marketing.

*The preferred location for this position is Brooklyn Park, MN but would consider flexibility within the U.S

Main Responsibilities:

 Account & Customer Management

• Identify key decision makers in assigned customers and cultivate relationships to ensure satisfaction and confidence in ALL Nilfisk offerings.
• Develop a relationship strategy unique to each customer based on current and future needs that fosters a long-term, trusted relationship with Nilfisk as a full-service cleaning provider.
• Serve as the knowledge expert with respect to understanding assigned customer business drivers and share this knowledge with other key internal partners to improve the overall customer experience provided by Nilfisk.
• Lead internal and cross functional communication to ensure all parties clearly understand the strategies necessary to meet assigned customers’ current and future needs.

Business and Financial Management

• Develop budgets that identify sales opportunities within target customer segments.
• Develop and implement a pricing strategy in assigned customers that ensures overall revenue and profit objectives are met.
• Support and Structure profitable partnerships that support both the needs of the customer and Nilfisk and that are scalable to accommodate global framework arrangements.
• Develop, negotiate and close proposals balancing aggressive sales techniques with solid financial considerations – leverages understanding of growth versus profitable growth.

Sales Strategy

• Partnering with the field and other internal partners, consolidate and interpret data to quantify and monetize the value that Nilfisk delivers to customers. Effectively align the value Nilfisk provides with customer needs and drivers to establish and/or strengthen deeply-rooted customer relationships.
• Utilize various tools, applications and reporting to produce presentations and executive summaries that demonstrate to customers, quantifiably, the value Nilfisk can provide to customers.
• In partnership with Sales Operations, develop and implement tools to effectively measure customer satisfaction.
• Developing opportunities within existing and prospective customer accounts and successfully coordinate Nilfisk resources cross-divisionally to create total solution proposals that effectively convert Nilfisk capabilities into meaningful value for the customer.

Key Skills/Qualifications:

• BA/BS degree
• 7+ years of Sales leadership experience with a large, global, matrixed organization.
• Experience managing a strategic sales organization.
• Several years of successful sales experience within a related field, and achievement of budget and growth targets.
• Prior experience in the commercial/industrial cleaning equipment industry.
• Ability to travel 50%, as a minimum, annually.

 
Desired Skills / Competencies:

• Strong sales forecasting skills.
• Skilled communicator and presenter - ability to communicate effectively to all levels within Nilfisk and assigned customers.
• Strong written communication skills – can develop effective and concise written proposals, presentations and executive summaries.
• Customer profiling – understands customer profile components/structure, required data and how to get it, how to quantify market potential.
• Business & financial acumen – previous experience managing P&L.
• Strong interpersonal & relationship skills – listens, asks critical questions, relates well with others, comfortable and effective operating within a virtual team. Establishes cross-divisional, cross-functional connections between Nilfisk and customer counterparts. Builds relationships that lead to incremental value for Nilfisk.
• Excellent problem solving skills.
• Knowledge of field sales.
• Decisiveness and prioritization skills.
• Ability to work with and partner with diverse and multi-cultural employees and customers.
• Achievement Orientation – sets challenging goals and reaches them, takes ownership and responsibility for results, forecasts new opportunities and takes action to gain them, anticipates risks and proactively takes action to mitigate them.
• Strong leadership and mentoring ability – actively managing talent within Nilfisk and team
• Operates with integrity.

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Let’s create a cleaner future together

Clean is changing. Today, cleaning is a key contributor to health and safety, and a new clean is emerging, driven by technology and innovation. At Nilfisk we are a driving force in this development, and we work as one team with one agenda, supporting each other across an exciting, dynamic organization. Being part of Nilfisk means having the freedom to speak your mind and do what you do best. You will thrive by having a hands-on approach and the drive to bring your great ideas to life. At Nilfisk you can lead, innovate and collaborate for a cleaner future. Are you ready to make a change?

Benefits

Nilfisk offers a competitive total compensation package. Benefits include Health, Dental, Vision, Basic and Supplemental Life, Critical Illness and Accident Insurance, Flexible Spending Accounts, Health Savings Account with Company Contribution, 401K with Company Match, Long and Short Term Disability, Employee Assistance Program, Legal Plan, Parental Leave, Paid Vacation and Sick Time, Paid Volunteer Day, Tuition Reimbursement, Wellness Reimbursement, Scholarship opportunities, etc.

The estimated pay range indicates the expected annualized pay range for this position. It may not include potential bonus incentives such as annual bonus’ as well as sales and sales related incentives, or overtime (on eligible positions). The actual pay offered may vary based on several factors, including the applicant's qualifications, relevant experience, unique skills, education level, certifications or licenses, and the location from which they will work. The final pay determination will comply with state or local minimum wage laws applicable to the job's location. We may ultimately pay more or less than the posted range. This range may be modified in the future.

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Talent Acquisition Process

Nilfisk does not charge any fee at any stage of the recruitment process. We do not request payment or fees from candidates for any employment-related purpose.  If you encounter any such activity, please report it immediately on the Nilfisk Whistleblower website.

Nilfisk is an Equal Opportunity employer.  We consider all qualified applicants without regard to race, religion, sex, national origin, age, sexual orientation, gender identity, disability, or veteran status, among other factors.