Strategic Accounts Manager - North America

Location US-IL-Northbrook
Job ID
# of Openings
Job Category


General – Green Earth – Safer World

At UL, we know why we come to work.

Thousands of us around the world wake up every day with a common purpose: to make the world a safer, more secure and sustainable place. Science is in our DNA; we are endlessly curious and passionate about seeking and speaking the truth. We take delight in knowing that our work makes a meaningful contribution to society, and we are proud that our culture is centered on integrity, collaboration, inclusion and excellence. UL stands at the forefront of technological advancement, and we are continually challenged to find new ways to foster innovation and positive change. Satisfying? Yes. Exciting? Absolutely!

What you’ll learn & achieve:

  • Identifies broader trends in customer needs and opportunities and reflects them up to UL leadership, influencing the development and execution of UL’s Alpha strategy
  • Sustains executive relationships and builds trusted advisor status with customer leadership
  • Provides relationship continuity with buying centers for Strategic accounts, leveraging supporting sellers for dedicated activities when necessary
  • Expands network by building relationships with new personnel within assigned accounts
  • Maintains industry ties/connections to understand market trends and anticipate tailwinds and headwinds
  • Maintains customer relationships to ensure successful renewals and identify future sales opportunities
  • Builds new relationships within existing accounts to identify and win cross-sell opportunities
  • Identifies challenges and solutions to establish UL as a trusted partner to customers
  • Identifies integrated solutions (particularly multi-product sales) to address complex client needs into a series of assigned Strategic tiered accounts; articulates the value proposition of complex products and services to customer
  • Recognizes account growth opportunities and develops customer solutions both inside and outside of the assigned accounts’ Business Unit (BU) and Customer Segment, teaming with specialized UL resources as needed
  • Deploys sales plays in coordination with Commercial Operations, which may involve selling offerings across BUs, teaming with specialized UL resources as needed
  • Participates in quarterly business reviews (QBRs) with sales management to update account plans, discuss emerging opportunities, and improve sales execution
  • Makes connections with relevant salespeople, utilizing their unique specializations and knowledge to close sales and support post-sales activities (e.g. Customer Success Specialists supporting software deployment)
  • Adapts plans and priorities to ensure alignments between Sales Representatives for sales in smaller or sub-scale geographies, as well as Technical Sales Representatives/sales executives for sales requiring more technical expertise
  • Collaborates with New Account Executives when taking over newly acquired accounts and Lead Development Representatives for inbound leads from existing customers
  • Partners with Sales Representatives for sales in smaller or sub-scale geographies, as well as Technical Sales Representatives / Software Solution Architects for sales requiring more technical expertise
  • Facilitates handoffs to customer success and fulfillment teams to ensure seamless service delivery

What makes you a great fit:

  • Bachelor’s degree in business, engineering, or related field
  • Proficiency in digital account planning tools
  • 7+ years of related sales experience and/or demonstrated account management capability
  • Industry experience in the Consumer Products, Commercial Industrial, Retail, Chemical, and Automotive preferred but not required
  • Experience  as  a  sales  leader  in  sales  of  testing/inspection/certification  services,  software  products,  and  advisory offerings
  • Proven ability to manage and sell into large, diverse accounts, both individually and with the assistance of supporting personnel
  • UL has COVID-19 protocols and policies in place to ensure the safety of our employees, customers and clients. Effective November 1, 2021, the company mandates that employees are vaccinated against COVID-19 as a condition of employment (except where prohibited by law), subject to reasonable accommodation as required by law

What you’ll experience working at UL:

Mission: For UL, corporate and social responsibility isn’t new.  Making the world a safer, more secure and sustainable place has been our business model for the last 125 years and is deeply engrained in everything we do.

People: Ask any UL employee what they love most about working here, and you’ll almost always hear, “the people.” Going beyond what is possible is the standard at UL.  We’re able to deliver the best because we employ the best.

Interesting work: Every day is different for us here as we eagerly anticipate the next innovation that our customers’ create. We’re inspired to take on the challenge that will transform how people live, work and play. And as a global company, in many roles,  you will get international experience working with colleagues around the world.

Grow & achieve: We learn, work and grow together with targeted development, reward and recognition programs as well as our very own UL University that offers extensive training programs for employees at all stages, including a technical training track for applicable roles.

Total Rewards: All employees at UL are eligible for bonus compensation. UL offers a generous 401k matching structure of up to 5% of eligible pay. Additionally, we invest an additional 4% into your retirement saving fund after your first year of continuous employment. We provide Healthcare Reimbursement Accounts and Health Savings Accounts that UL contributes to twice per year! Depending on your role, you can work with your manager on flexible working arrangements. We also provide employees with paid time off including vacation, holiday, sick and volunteer time off.

Learn More:

Working at UL is an exciting journey that twists and turns daily. We thrive in the twists and revel in the turns. This is our every day. This is our normal.  


Curious? To learn more about us and the work we do, visit 


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UL is an Equal Opportunity Employer: Female/Minority/disability/Protected Veteran/Sexual Orientation/Gender Identity

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status. If you'd like more information about your EEO rights as an applicant under the law, please review the EEO is the Law and EEO is the Law Supplement.

Please review the following additional documents:

UL EEO Policy

Pay Transparency Statement

E-Verify Poster (English)

Right to Work Poster (English)