Responsible for managing the relationship and business strategies for less complex accounts (regional, single business unit, internal, etc.). May have responsibility for larger, more complex accounts when paired with a more senior account manager. Responsibilities include selling the organization's products to assigned business customers to achieve sales goals, expanding existing customer relationships and executing account sales plans in support of business strategy.
Develops, manages, and maintains business relationships with assigned accounts supporting the organization's sales strategy.
Supports growth or new business opportunities and cost initiatives.
Extends and expands sale of products and services to existing clients.
Leads, manages and coordinates communication and interfaces with the customer at appropriate levels.
Negotiates and implements contracts with accounts as authorized.
Manages production and distribution issues associated with accounts.
Responsible for establishing and maintaining positive customer relations.
Acts as a champion for the voice of the customer within the business.
Supports account strategy and works with key stakeholders in the business to achieve optimum results.
Responsible for measuring customer satisfaction and creating action plans to improve satisfaction based on data.
Manages accounts receivable deliverables including payment terms negotiation discussions.
Drives Customer Focus Six Sigma initiatives to strengthen relationship with customer.
Drives cross business unit account development in support of account strategy.
Skills – Leadership:
Ability to create an atmosphere in which timely and high quality information flows smoothly between self and others; encourages the open expression of ideas and opinions
Solid understanding of how to think strategically
Ability to analyze issues by gathering relevant information systematically and considering a broad range of issues or factors
Ability to develop plans that are thorough, realistic, and effective in meeting goals
Skills – Technical:
Ability to effectively and clearly communicate in both written and verbal means
Ability to understand and act on financial information
Ability to identify and execute the key initiatives to achieve goals with customers and/or channel partners
Ability to establish a plan for a call, set call objectives, develop a call strategy, and conduct and close the call. Incorporates Sales Dialogue Skills (Listening and Probing)
Ability to assess the support needs of the territory or customer, develop and deliver the training, policies and programs to support them and establishes a communication network
Ability to develop rapport, build trust, and create value in relationships with customers and channel partners
Ability to understand profitability performance and reasons for variation with appropriate actions to address and ensure maximization of margin across product lines
Ability to lead cross-functional teams in implementation of customer or territory projects and improvement activities
Education, Licenses, Certifications
College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience required.
Significant level of relevant work experience, including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred.