Description
This role is responsible for handling intricate client challenges adeptly, leveraging cross-functional collaboration and advanced problem-solving skills.
The Commercial Account Manager builds strong client relationships, implements margin recovery strategies, and stays updated on industry trends.
Responsibilities
- Owns and coordinates account plans for larger strategic commercial accounts, focusing on value and/or volume portfolio management and selling a range of the organisation's offerings.
- Works with pre-sales and inside sales to participate in deal pursuit and with internal teams such as marketing, product development, and customer service to deliver comprehensive solutions and address customer needs effectively.
- Builds and maintains strong relationships with commercial clients, develops a core understanding of their unique business needs and challenges.
- Implements margin recovery activities and strategies in full ownership depending on account coverage.
- Engages effectively to improve win rates on selective deals.
- Reviews and designs sales policies and strategies to achieve sales targets and objectives for the assigned business segment.
- Manages account planning process through scheduled reviews and updates, identifies and builds growth opportunities, upselling, and cross-selling to the clients.
- Updates opportunities in pipeline tools and processes, recommends, and implements pipeline management practices.
- Provides support to clients and addresses any concerns or issues they may have in a timely and effective manner.
- Acts as the main point of contact for clients, ensuring a smooth and positive customer experience.
- Stays updated on industry trends, market dynamics, and competitors' activities to better serve clients and identify potential business opportunities.
Education & Experience
- Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
- Typically has 4-7 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field or an advanced degree with 3-5 years of work experience.
Preferred Certifications
- Certified Technology Sales Professional (CTSP)
Knowledge & Skills
- Business Development
- Business To Business
- Cash Handling
- Cash Register
- Cold Calling
- Conflict Resolution
- Customer Relationship Management
- Inside Sales
- Marketing
- Merchandising
- Outside Sales
- Product Knowledge
- Sales Development
- Sales Management
- Sales Process
- Sales Prospecting
- Sales Territory Management
- Salesforce
- Selling Techniques
- Upselling
Cross-Org Skills
- Effective Communication
- Results Orientation
- Learning Agility
- Digital Fluency
- Customer Centricity