Retains and expands a mid-sized book of business, catering to a select quantity of mid-sized, high-yield accounts to deliver to personal and team sales goals and oversees a substantial portfolio of accounts managed by a mid-sized team of sales professional direct reports.
Counsels a mid-sized team of sales professionals on account retention and expansion skills for accounts of varying complexity, scopes, profit yields and risk levels to improve upon team capabilities and ensure team performance is preserved.
Develops research methodologies for account development work to gather detailed information on who the essential decision makers are, strategic business challenges and priorities for personal and team use when looking to expand the book of business.
Maintains a thorough understanding of sales team capabilities and individual team members' capabilities and makes account delegation decisions addressing account ownership issues, cross functional collaboration and assisting members with at-risk accounts.
Drives the account and portfolio expansion process leveraging a close proximity to the accounts, competitor positioning and market trends; develops sales plans and coordinates marketing strategies for the team.
Leads the development of custom solutions to address account/prospect needs determining appropriate resources to utilize and potential teams which offer the best-in-class service for accounts in question.
Administers performance appraisals and serves as a coach for a mid-sized team.
Participates in industry events and conferences and client functions to build up a strong professional network, maintain proximity to the relevant market and represent the Company.
