Job
Description
Responsibilities Participates in the development of sales strategies for accounts by providing the customer's current business and long-term plans. Defines and proposes sales targets and growth margins for the account and ensures their achievement with a structured follow-up process. Manages/achieves both overall and business unit-specific sales targets, account coverage, and customer satisfaction targets for the account; takes accountability for the monthly, quarterly, and annual results on the overall account or the specifically assigned product lines (per the direction of the Sales head). Leads the development and implementation of the account plan to include designing the executive relationship strategy and coverage plans, prioritizing the opportunities, and identifying a target for each solution element. Proposes recovery plans in case of potential order shortfalls. Establishes and develops account relationships based on a defined strategy. Manages meaningful customer engagements with support from lines of business; acts as focal point for problem resolution while monitoring the successful close out of issues and actions; and demonstrates ability to build lasting, trusting, and widespread relationships across the customer's organization. Monitors competitors' activity with each account and ensures that appropriate response strategies are formulated and implemented. Develops/maintains detailed understanding of the customer's business strategy, purchasing behavior, and organizational structure (including customer needs, regulatory drivers, threats, economic trends, and competition); and provides insight to customers by providing knowledge to guide customers as they navigate alternatives. Understand market dynamics and macroeconomic influencers; maintain awareness of competitors' activity with each potential and existing account and ensure that appropriate response strategies are formulated and implemented (including, but not limited to, technical and commercial feedback in accordance with E-CON's ethics and compliance guidelines). Participates with sales management, co-workers, and business unit leadership to develop and execute account plans; delivers new insights and connects experts to the customer while respectfully challenging the status quo; actively engages in critical project touch points, anticipates the need for intervention and escalation, and takes action to initiate such communication. Coordinates the use of internal and/or external resources in order to introduce meaningful concepts and solutions for the customer; this may include trade show/exposition attendance, Account Manager-initiated customer entertainment activities, executive round tables, and/or organizing more technology-specific events for your customers. Enters and maintains relevant sales data into appropriate databases and systems, including pipeline management, expenses, reports, and ad-hoc requests for marketing input. Additional duties may be assigned, as required. Requirements Proven work experience as a Sales account manager or Sales account executive. Excellent communication and negotiation skills. Hands-on experience in sales and an ability to deliver an excellent customer experience. Knowledge of CRM software and MS Office (MS Excel in particular). Understanding of sales performance metrics. An ability to deliver projects and answer inquiries on time. Business acumen with a problem-solving attitude. Willing to travel. This job was posted by Abdullah S from e-con Systems. Show more Show less
