This role is responsible for identifying and executing opportunities for substantial revenue growth within key accounts, significantly influencing the organization's financial success. The role manages strategic accounts, builds strong client relationships, and achieves sales quotas. They collaborate with global teams and implement pipeline management practices to drive growth opportunities. Responsibilities
Builds strong relationships with clients, understands their business goals and objectives, matches them with organization capabilities, and selects appropriate supply chain options; reviews and designs sales policies and strategies.
Leverages expertise to identify upsell and cross-sell opportunities across multiple business units, within the account.
Manages and coordinates account plans for strategic commercial accounts, focusing on larger deals and value-based portfolio management.
Collaborates effectively with partners and specialists to create and implement territory account plans and improve win rates on selective deals.
Achieves and manages sales quotas on a quarterly, half-yearly, or yearly basis.
Monitors key performance indicators (KPIs) for assigned accounts, analyzing trends and recommending strategies for improvement.
Manages an organized and up-to-date sales pipeline, ensuring accurate forecasting and planning; recommends and implements pipeline management practices.
Demonstrates the ability to implement margin recovery strategies in full or partial account ownership.
Serves as the primary interface for international accounts, collaborating with global business teams and local teams.
Conducts product presentations and training sessions for clients to enhance their understanding and utilization of products. 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 4-7 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field or an advanced degree with 3-5 years of work experience. Preferred Certifications
Certified Technology Sales Professional (CTSP) Knowledge & Skills
Business Development
Business To Business
Cash Handling
Cash Register
Cold Calling
Conflict Resolution
Customer Relationship Management
Inside Sales
Marketing
Merchandising
Outside Sales
Product Knowledge
Sales Development
Sales Management
Sales Process
Sales Prospecting
Sales Territory Management
Salesforce
Selling Techniques
Upselling Cross-Org Skills
Effective Communication
Results Orientation
Learning Agility
Digital Fluency
Customer Centricity Impact & Scope
Impacts multiple teams and may act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Complexity
Responds to moderately complex issues within established guidelines. 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.
