Commercial Account Manager

Job Summary

• This role is responsible for identifying and orchestrating opportunities for significant revenue growth within top-tier accounts, contributing substantially to overall organizational success. The role stays at the forefront of industry trends, market dynamics, and emerging opportunities, providing clients with strategic insights.
  

Responsibilities

• Coordinates and owns account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and selling the organization’s offerings.
• Identifies customer requirements, maps with the organization’s capabilities, and chooses the respective direct/indirect supply chain.
• Builds professional relationships with clients up to the executive level and develops a core understanding of unique business needs.
• Develops and executes sales strategies, territory account plans to drive significant revenue growth and expand market share.
• Engages with partners to improve win rates on selective deals; achieves and manages quarterly, half-yearly, and yearly sales quotas.
• Leads contract negotiations, and oversees contract terms and renewals with existing clients, ensuring adherence to agreements.
• Monitors and analyzes key performance indicators (KPIs) to track account performance and identify areas for improvement.
• Enters and updates opportunities in the pipeline tool; recommends and implements pipeline management practices.
• Utilizes domain expertise to leverage existing opportunities and expand into multiple business units within the account.
• Conducts regular business reviews with clients to assess their satisfaction, gather feedback, and identify areas for improvement.
• Monitors and analyzes competitors’ activities and develops strategies to differentiate the organization's offerings.
  

Education & ExperienceRecommended

• 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.