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About the role
Key responsibilities & impact- Demonstrate extensive industry expertise and provide clients with insights that drive innovative and impactful solutions.
- Apply consultative selling techniques to identify and nurture growth opportunities.
- Manage customer relationships, margin recovery activities, and sales targets through effective pipeline management.
- Own and coordinate account plans for larger strategic commercial accounts.
- Manage value and/or volume portfolio management and sell a range of organizational offerings.
- Engage customers and internal functions to identify requirements and align them with organizational capabilities and appropriate supply chains.
- Manage account planning through scheduled reviews and updates.
- Identify and build growth opportunities through upselling and cross-selling.
- Lead contract renewals, emphasize value propositions, secure long-term partnerships, and identify expansion opportunities.
- Review and design sales policies and strategies to meet targets and objectives.
- Achieve and manage quarterly, half-yearly, and annual quotas and/or margins.
- Collaborate with technical experts to tailor solutions to client needs.
- Implement margin recovery activities and strategies.
- Update opportunities in pipeline tools and implement pipeline management practices.
- Provide guidance and mentorship to junior account managers.
- Lead and/or provide expertise to functional project teams and participate in cross-functional initiatives.
Requirements
What you’ll need- Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
- Typically has 7-10 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field.
- Advanced subject matter expertise.
- Experience with consultative selling techniques, account planning, pipeline management, contract renewals, upselling, and cross-selling.
- Ability to manage customer relationships, sales targets, quotas, margin recovery activities, and sales strategies.
- Ability to collaborate with technical experts and specialists.
- Willingness to travel 50%.