The Strategic Account Manager maintains and expands relationships with strategically important large trading partners generally having a national/international footprint.  The Strategic Account Manager serves as an important liaison between the executive management teams of “The Company” and “The Strategic Account Trading Partner.” The liaison activity can best be described:
"When on the road - champion the company to the customer!"
"When in the office - champion the customer to the company!"

Responsibilities:

With Trading Partner:

• Relationship development and management with key individuals and top decision makers in each account.
• Has a DEEP understanding of the trading partner’s culture, business, systems and process flow including planning cycles, corporate needs and expectations.
• Coordinate involvement of company personnel, including field sales support, inside customer service and management resources to meet performance objectives and trading partner expectations.
• Present a knowledgeable, efficient and professional image of the company to the trading partner by conducting business in a respectful and professional manner.
• Address trading partner concerns and ensure resolution of issues in a timely manner, with follow-up when appropriate.
• Proactively lead joint company strategic planning process developing mutual performance objectives.
• Proactively assess, clarify and validate trading partner needs on an ongoing basis.
• Lead solution development efforts to best address the trading partner needs while coordinating the involvement of all necessary company personnel.
• Increase “conversion costs” for competition through increased (and creating irreplaceable) value proposition.
• Coordinate and implement co-op, marketing and advertising programs.
• Continual coordination of updated product offering and product data.

For The Company:

• Enlist and coordinate the support of outside sales specialists, implementation of corporate/service resources as well as any other sales and management resources - as needed.
• Serve as leader and liaison in program/agreement negotiations.
• Closely coordinate company executive involvement with trading partner management.
• Work closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.
• Appropriately/effectively manage any direct report staffing for support responsibilities.
• Liaison with company departments (marketing, engineering, sales, accounting, etc.) as needed.
• Effectively facilitate dispute resolution (pricing, credit, billing, etc.)
• Achieve assigned sales quota.
• Achieve strategic objectives as defined by the company.
• When needed, travel to meet with trading partners, attend shows and/or conventions as well as hosting product training venues.
• 30% - 40% travel required

• Bachelor’s degree in Business Management, Marketing or related fields
• 10+ years’ experience in Sales or Marketing focused in the Industrial channels
• Prior Sales management and key account experience

The RSM for the Industrial Products Division is a field resource residing within the Western US sales region.  The RSM holds a primary responsibility for the recruitment, motivation, training and general sales management of the Industrial products sales team with the clear priority of achieving or exceeding sales targets.  The regional position reports through the General Sales Manager.

• Lead, motivate and develop a high-performance Sales team that is proficient in opportunity management, professional selling and business processes.
• Develop, manage and execute a successful sales plan for Precision Hand Tools and Saw products throughout the Western Region.
• Collaborates with Senior Managers in establishing and recommending realistic sales goals.
• Manages Regional Sales Team to maximize sales revenues and meet corporate objectives.
• Establishes and manages effective programs to compensate, coach, appraise and train sales personnel.
• Directly supervise regional sales activities working with traditional and strategic distribution and key end users.
• Provide market analysis to improve products, services and increase effectiveness of the sales team.
• Advise management regarding competitor’s activity and market trends.
• Develop strong relationship with key distributors and end user customers.
• Develop and manage the individual territory and regional sales forecast accuracy.
• Assist the sales team in developing technical consultative sales techniques and product knowledge.
• Involvement in hiring new sales associates, annual employee performance reviews, disciplinary action if and when required.  
• Responsible for the monthly review and authorization of field sales expenses.
• Conduct monthly sales team meetings and review activity and territory performance.
• Identify improvements in the sales process and organization to increase the effectiveness and efficiency of the sales team.
• Track results through sales analysis and highlight trends that need to be communicated to Senior Management or the sales team.
• Manage regional shows activity and participate nationally or internationally as required.
• Plans and manages the CRM sales effort for assigned region

• College degree or equivalent with 7 to 10 years progressive sales experience preferably in a manufacturing environment
• Proven selling skills.
• Excellent communication skills.
• Proven track record of working to and exceeding established sales goal.
• The ability to motivate, monitor and drive positive sales behavior.
• Strong interpersonal skills and the confidence to manage within a team environment.
• Disciplined understanding of sales hierarchy and the ability to work within same.
• Capacity to travel 75%

Responsibilities:

• Design core electronic products for Starrett Tools.  Provide conceptual design of complex Electronic and Electro-mechanical products, assemblies and components.

• Participate in product development teams; interface with Manufacturing Engineer, Production, Manufacturing, Vendors, Subcontractors and Customers on issues related to redesign , manufacture, use of products.

• Take direction from Senior engineers and R&D Director

• Test and analyze prototype units and mockups

• Document work; and direct and check work of Engineers, draftsmen and designers as required ensuring accuracy and compliance with company and national standards.  Also insure that quality goals and objectives are met.

• Participate in or lead the creation of Engineering Specifications, cost, manpower, capital, and expense estimates, along with task lists, milestones and schedules related to the development of new products

• The ability to be very flexible. Works on project development, new product, redesign, corrective actions ie: cost reductions, service and support old products.  Assume additional roles and responsibilities as required

• Secondary role: Tech support of Wireless and wired Data Collection production, which includes phone support with customers and potential on site visits for installations and training of new users.

Qualifications:

• Must have practice in design of Digital and Analog Circuits and specifications of electronic and electro-mechanical components

• Must have some exposure to PCB layout and Schematic Capture (Altium_Protel experience is preferred).  Skilled in the use of ECAD tools for developing layout.
• Must have experience in one or more of the following tools and methods; Design of Experiments, Design for Manufacturability and Assembly (DFMA)
• Must have a strong work ethic, and capability to work without constant oversight
• Must have a basic understanding of electro-mechanical design (DFMA)
• Skilled in writing microprocessor based firmware in Assembly and Higher level code (preferred)

Responsible for leading the development and documentation of advanced concepts and designs of complex electronic and electro-mechanical products requiring Analog and Digital Design Skills.

In addition, responsible for the construction, test and evaluation of prototype units.

Principal Responsibilities

1. Provide conceptual design of complex Electronic and Electro-mechanical products, assemblies and components. Complete tasks according to schedule, budget, costs and design objectives. Monitor and report work progress.
2. Design and develop firmware, software in support of electronic circuits and test fixtures.
3.  Direct the efforts and provide technical guidance for Engineers, Designer, Drafter, Technician and Toolmakers assigned to the project. Coordinate work with Engineers and others to ensure project goals and objectives are met.
4. Direct the manufacture, test and analysis of prototype units and mockups.
5. Document work by preparing Schematics, PCB layouts, drawings, Bills of Materials, ECN's and Engineering Release packages. Select and specify tolerances, materials and processes for designs as required. Direct and check the work of draftsmen and technicians as required to ensure accuracy and compliance with Product Requirement Specification and applicable standards. Ensure that quality goals and objectives are met.
6. Participate in or lead the creation of Engineering Specifications, cost, manpower, capital, and expense estimates, along with task lists, milestones and schedules related to the development of new products.
7. Participate in or lead product development teams and interface with Manufacturing Engineer, Production, Purchasing, Manufacturing, Vendors, Subcontractors and Customers on issues related to design, manufacture, use of parts or products.
8. Provide input to maintain documentation, standards and guidelines such as; revision control, libraries, common components, layer lists, database management, etc.
9. Maintain technical proficiency in design and ECAD skills.
10. Maintain awareness of competitive products and developments.
11. Maintain optimum working conditions and housekeeping. Comply with safety rules and regulations.
12. Assume additional roles and responsibilities as required.

Requirements

1. Education:  BSEE required, MS preferred;   (BSEE acceptable with courses such as Digital and Analog Design and the equivalent of 8 years experience in the design of Instruments, production applications and manufacturing techniques to attain sufficient engineering background. )
2. Skills / Technical Knowledge / Experience:  Minimum 5 years experience in design and documentation of Instruments with Digital and Analog Circuits and specification of electronic and electro-mechanical components.  Experience in compact, very low power (1.5-3VDC) circuit design. 
   • Must be fluent in written and spoken English
   • Demonstrated skill in the conceptual design and layout of Instruments.  Skill in the design and documentation of schematics, PCB Layout, Component Selection, Cables, Wire harnesses etc.
   • Demonstrated skill in microprocessor based firmware and software development.  Must know assembly language, compiliers, installers, optimization. Preferred platforms PIC and TI MSP 430 chips and C language.
   • Skilled in the use of ECAD tools for developing schematics and PCB layout (Altium Protel).
   • Skilled in the use of spreadsheet and word processing tools.
   • Capable of effectively leading product development teams.   Skill in the use of project scheduling tools preferred.
   • Experience with one or more of the following tools and methods; Design of Experiments, Design For Manufacturability and Assembly (DFMA)
   • Basic understanding of electro-mechanical design is required.
3. Supervision required: Works under general direction, independently determines and develops approach to solutions.  Work is reviewed for soundness of technical judgment and overall adequacy and accuracy.