Job Summary
• This role is responsible for creating and executing strategic account plans to expand the organization's presence within enterprise accounts. The role builds strong client relationships, collaborates with stakeholders to execute complex deals, and surpasses revenue targets by leveraging industry knowledge for new opportunities. The role analyzes performance data, resolves customer issues, and delivers insights for solution improvement.
Responsibilities
• Formulates and implements strategic account business plans aimed at expanding the organization's footprint within the accounts, fostering favorable results through adept management and regular reviews.
• Builds strong professional relationships with clients maintaining a high level of customer loyalty and developing a deep understanding of their unique needs.
• Collaborates with internal and external stakeholders to execute account business plans and support complex deals.
• Engages with partners to improve win rates and delivery; meets and/or exceeds revenue and margin quotas.
• Leverages industry knowledge to identify and pursue new opportunities in existing engagements resulting in profitable revenue growth for the organization.
• Takes ownership of complex customer issues, collaborates with internal teams, and ensures timely resolution, maintaining a high level of client satisfaction.
• Analyzes account performance data, tracks key performance indicators, and provides data-driven insights to clients for continual improvement.
• Leads contract renewal negotiations, manages pricing discussions and secures contract extensions while ensuring favorable terms for both parties.
• Provides guidance and mentorship to junior account managers, assisting in their development and growth within the organization.
Education & Experience Recommended
• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
• Typically has 7-10 years of work experience, preferably in customer relationship management, account management, or a related field.
Preferred Certifications
NA
Knowledge & Skills
• Account Management
• Business Development
• Business Planning
• Business To Business
• Cross-Selling
• Customer Relationship Management
• Finance
• Market Share
• Marketing
• Merchandising
• Product Knowledge
• Sales Management
• Sales Process
• Sales Prospecting
• Sales Strategy
• Sales Territory Management
• Salesforce
• Selling Techniques
• Upselling
• Value Propositions
Cross-Org Skills
• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity
Impact & Scope
• Impacts function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives.
Complexity
• Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors.
Disclaimer
• This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.