Overviewthis role is responsible for demonstrating extensive industry expertise and providing clients with insights that drive innovative and impactful solutions. The role applies consultative selling techniques to identify and nurture growth opportunities. The role manages customer relationships, margin recovery activities, and sales targets through effective pipeline management.responsibilitiesowns and coordinates account plans on larger strategic commercial account(s) and focuses on value and/or volume portfolio management and selling a range of the organization’s offerings.demonstrates advanced level of subject matter expertise and applies consultative-selling techniques to identify and advance opportunities resulting in profitable revenue growth for the organization.engages with customers and internal functions to identify their requirements, aligns them with the organization’s capabilities, and selects the appropriate supply chain accordingly.manages account planning process through scheduled reviews and updates, identifies and builds growth opportunities, upselling, and cross-selling to the clients.leads the contract renewal process, emphasizing the value proposition and securing long-term partnerships, and identifies expansion opportunities.reviews and designs sales policies and strategies to meet sales targets and objectives for the assigned business segment; achieves and manages quarterly, half-yearly, and annual quota and/or margin.collaborates with technical experts and specialists to tailor solutions to clients’ specific needs.implements margin recovery activities and strategies in full/ownership depending on account coverage.updates opportunities in pipeline tools and processes, recommends, and implements pipeline management practices.provides guidance and mentorship to junior account managers, sharing expertise and best practices.education & experiencefour-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.knowledge & skillsbusiness developmentbusiness to businessplanningconflict resolutioncustomer relationship managementinside salesmarketingmerchandisingoutside salesproduct knowledgesales developmentsales managementsales processsales prospectingsales territory managementsalesforceselling techniquesupsellingomnichannel knowledgecross-org skillseffective communicationresults orientationlearning agilitydigital fluencycustomer centricityimpact & scopeimpacts function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives.complexityworks on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors.disclaimerthis 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.
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