Description
We are seeking a Commercial Account Manager to serve as the overall account lead for numerous large named accounts in an assigned country, geographic territory, and/or industry. You will understand clients' key business and IT challenges and requirements, focusing on driving value for the client while maximizing revenue and margin for the company.
Responsibilities:
- Develops account plans and long-term sales pipeline to increase market share
- Focuses on larger deals and value/portfolio management, selling a range of company products and solutions
- Works with management to develop future business plans; independently determines methods for achieving plans
- Builds strong professional relationships with key IT and business executives, including C-level executives
- Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth
- Maintains high-level customer loyalty and builds trust and integrity
- Advocates for client needs in negotiating solution sales and troubleshooting delivery issues
- Analyzes client industry and competitive research to facilitate rich client dialogue
- Actively manages the account to protect and grow the company's business
- Directs and coordinates all activity on account(s)
- Focuses on generating new business and builds, monitors, and manages sales pipeline activity
- Responsible for achieving/managing quarterly, half-yearly, annual quota, and/or margin
- Enters all opportunities in pipeline tool and updates them weekly
- Builds a list of customers willing to be a reference in person or print
- Ability to implement margin recovery activities/strategies
- Acts as a first interface for international accounts in collaboration with global business teams and local teams
- Identifies customer requirements, matches with company capabilities, and chooses the respective company supply chain
Requirements:
- University or Bachelor's degree; Advanced degree or MBA preferred
- Prior selling experience with multiple, diverse set of selling responsibilities
- Viewed as expert in given field by company and customer; is a mentor of selling strategy
- Typically 12+ years of experience; 5 years commercial account management experience
- Highly experienced in product specialty (computers, printers, servers, storage)
- Experience in related industry
What We Can Offer You:
- Comprehensive suite of benefits supporting physical, financial, and emotional wellbeing
- Investment in your career with programs to help you reach career goals
- Unconditional inclusion and celebration of individual uniqueness
Salary: Annual Salary USD 263,000 - 509,000 in Massachusetts