Senior account manager – account growth & new business development position summary
the senior account manager is responsible for managing and growing a portfolio of strategic customer accounts while actively identifying and developing new business opportunities. This role combines strong relationship management ("farmer") with proactive prospecting and market expansion ("hunter"). The ideal candidate will drive revenue growth, protect existing business, and build a robust pipeline aligned with company growth targets.
key responsibilities account management & growth
* own and manage a portfolio of key strategic accounts, acting as the primary commercial contact.
* develop account plans to grow revenue, margin, and long-term partnerships.
* identify upselling and cross-selling opportunities within existing customers.
* lead pricing, commercial negotiations, and contract discussions.
* coordinate internally with engineering, operations, quality, and finance to ensure customer satisfaction and successful program launches.
* monitor customer performance, forecast demand, and manage risks related to retention and profitability.
new business development
* proactively identify, qualify, and pursue new business opportunities in target markets and customer segments.
* build and maintain a strong sales pipeline aligned with annual and long-term growth targets.
* lead rfq/rfp processes, including commercial strategy, pricing, and proposal development.
* develop market intelligence on competitors, industry trends, and customer needs.
* represent the company at customer meetings, trade shows, and industry events.
strategic & commercial leadership
* support annual budgeting, sales forecasting, and strategic planning processes.
* drive execution of business development strategy in alignment with company goals.
* mentor junior account managers and contribute to best practices in sales execution.
* track kpis related to revenue growth, pipeline health, win rate, and customer satisfaction.
required qualifications
* bachelor's degree in business, marketing, engineering, or related field (mba preferred).
* 7+ years of experience in b2b sales, account management, or business development.
* proven track record of growing existing accounts and winning new business.
* strong negotiation, presentation, and commercial acumen.
* experience managing complex, long-cycle sales and cross-functional teams.
* excellent communication skills in english; additional languages a plus.
* willingness to travel as required.
key skills & competencies
* strategic account management
* new business development / "hunter" mindset
* pipeline and crm management
* financial and pricing analysis
* customer relationship building at executive level
* market and competitive analysis
* project and program coordination
* results-driven and self-motivated
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