Account Manager Job Description
This role is designed to drive value for clients, while maximizing revenue and margin for the company. The Account Manager will serve as the overall account lead for numerous large named accounts in an assigned country, geographic territory and/or industry.
The ideal candidate will have a deep understanding of key customer types or customers on given products and 3-5 years of experience in account management. They should also have a solid IT acumen on how to align with specific company services or product lines and partner organization intelligence aligned with partner management skills.
* The Account Manager will be responsible for coordinating/owning account plans for commercial and mid-market accounts in the account planning process.
* They will focus on deals/opportunities and value and/or volume portfolio management, selling a range of company products and solutions.
* The Account Manager will establish a professional working relationship with clients, focusing mainly on specialist buyers, e.g. IT.
* They will analyze win/loss rates and drive recommendations to improve ratios.
* The Account Manager will work with and leverage external partners to deliver a solution to the customer.
* They will refer company volume products and certain value products to other specialists or partners as needed.
* The Account Manager will utilize the support of pre-sales and specialists, and depending on account coverage with inside sales to lead deal pursuit.
* They are responsible for achieving/managing quota based on regional guidelines.
* The Account Manager enters and is accountable for all opportunities in pipeline tools and processes.
* They recommend and implement pipeline management practices.
* The Account Manager implements margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.
* They act as a first interface for owned accounts in collaboration with members of global business teams.
* The Account Manager contributes to or designs sales policy and strategy for assigned business segment.
About This Role
* Detailed knowledge of key customer types or customers on given products required.
* 3-5 years of experience in account management required.
* Experience in product specialty required.
* Inside account experience of large commercial complexity required.
* Solid IT acumen on how to align with specific company services or product lines required.
* Partner organization intelligence aligned with partner management skills required.
* Able to assess solution feasibility from a technical and business perspective.
* Conceptualizes and articulates well-targeted solutions.
* Negotiation skills and ability to frame the value proposition.
* Able to utilize resources effectively to pursue revenue generating opportunities.
* Able to understand the customer's business issues and translate to company solutions.
* Able to prioritize and drive strategic sales activity on multi-product basis or solution basis.
* Competitive selling skills required.
What We Offer
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
We invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
We celebrate individual uniqueness and promote flexibility to manage work and personal needs. We make bold moves, together, and are a force for good.