Corporate Accounts Manager/Corporate Sales Manager - Concept Selling

Corporate Accounts Manger/Corporate Sales Manager - Concept Selling

Position Overview :

The Corporate Account Manager acquires new relationships, maintains and grows relationships with large customers, while achieving an assigned sales and profit growth goal.

Reporting to the Head - Major and Corporate Sales Manager, the Major/Corporate Account Manager is expected to drive revenues through acquisition and management of corporate Accounts, retain existing business, while pursuing profitable growth opportunities in assigned customer accounts. The Major/Corporate Account Manager is responsible for selling and supporting the firm's complete product and service offering to an assigned set of named accounts. Focusing on customers with high-value, strategic growth opportunity, the Major/Corporate Account Manager's most important customer interactions are face-to-face meetings. The Major Account Manager is responsible for achieving an assigned sales and profitability goal.

Job Responsibilities :

- Retains and profitably grows firm volume, sales, and profitability through acquisition of new and proactive management of assigned large-customer relationships.

Penetrates assigned accounts by :

- Selling new or additional products or services to current/new buyers; and/or Finding additional buyers within the existing customer location; and/or

- Selling additional customer locations.

- Sells the firm's complete offering of products and services.

- Leads all aspects of the sales process, calling upon others to assist in solution development and proposal delivery, as needed, or as directed by management.

- Develops customer account plans for all assigned customers by leading a joint company/customer planning process that identifies relevant customer needs, prioritizes initiatives and company investments, and establishes a clear action plan for success.

- Proactively manages customers - satisfaction and service delivery by anticipating potential service problems, and monitoring satisfaction.

- Manages assigned customers - transition from the Business Development group during customer implementation.

Accountabilities & Performance Measures :

- Achieves assigned sales quota in designated accounts.

- Completes and pursues customer account plans and conducts regular half-yearly reviews with the customer.

- Maintains high customer satisfaction ratings that meet company standards.

- Completes required training and development objectives within the assigned time frame.

Organizational Alignment :

- Reports to the Head - Major and Corporate Accounts

- Enlists the support of pre-sales specialists, implementation resources, service resources, and other industry sales and management resources as needed.

- Closely coordinates company executive involvement with customer management.

- Works closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.

Skill sets desired :

- Consultative solution selling

- Strong Communication skills

- Ability to build long term relationships with the clients

- Ability to guide and manage a team