Job Summary

• This role is responsible for performing account planning, building strong customer relationships, and implementing margin recovery strategies. The role serves as the primary interface for international accounts, achieving and managing quotas while maintaining pipeline opportunities.

Responsibilities

• Owns and coordinates account plans on large commercial account(s) and focuses on value and/or volume portfolio management and selling a range of the organization’s offerings.
• Demonstrates advanced level of subject matter expertise and applies consultative-selling techniques to identify and advance opportunities resulting in profitable revenue growth for the organization.
• Engages with customers and internal functions to identify their requirements, aligns them with the organization's capabilities, and selects the appropriate supply chain accordingly.
• Works with management to develop future business plans; independently determines methods for achieving plans.
• Builds and maintains strong relationships with customers, maintaining a high level of customer loyalty, and develops a core understanding of their unique business needs and challenges.
• Manages account planning process through scheduled reviews and updates, identifies and builds growth opportunities, upselling, and cross-selling to the clients.
• Manages the account to protect and grow the organization’s business; coordinates all account forecasts, planning, and reporting.
• Updates opportunities in pipeline tools and processes, recommends, and implements pipeline management practices.
• Achieves and manages quarterly, half-yearly, and annual quota and/or margin.
• Navigates complex internal and external stakeholder landscapes to ensure seamless execution of account strategies.
• Provides mentorship and guidance to junior account managers, fostering their professional growth and development.

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 10+ years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field.