Commercial Account Manager IV

We are seeking a Commercial Account Manager IV to support our office in Pennsylvania. As a Commercial Account Manager IV, you will build growth opportunities using the account planning process, actively manage planning process through scheduled reviews and updates, and work extensively with external partners to deliver solution sales. You will spend a significant percentage of time directly with customers, interfacing with all levels, including the highest within customer organizations, and focus on management levels. Your responsibilities will include developing business plans in conjunction with customers, applying consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company, maintaining a high level of customer loyalty, and building trust and integrity. You will also be responsible for achieving and managing quarterly, half-yearly, and annual quotas and margins, entering all opportunities in the pipeline tool, and updating them weekly. Additionally, you will recommend and implement industry-leading pipeline management practices, implement margin recovery activities and strategies, and act as a first interface for international accounts in collaboration with members of global business teams and local teams.

Responsibilities:

• Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
• Extensive time working with and leveraging external partners to deliver solution sales.
• Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus on management level.
• Develops business plan in conjunction with customer.
• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
• Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company-conducted surveys and reports.
• Responsible for achieving/managing quarterly, half-yearly, annual quota and/or margin.
• Enters all opportunities in pipeline tool and updates them weekly. Recommends and implements industry-leading pipeline management practices.
• Ability to implement margin recovery activities/strategies.
• Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
• Identifies customer requirements, matches with company capabilities, and chooses the respective company supply chain accordingly (Volume Direct or Indirect).

Education and Experience Required:

• University or Bachelor's degree.
• Detailed knowledge of key customer types or customers on given products.
• Viewed as expert in company; sought out by other Sales Representatives and/or first-level managers for input.
• Typically 8-12 years of experience as referenced above.
• Industry experience required.
• Experience in product specialty (computers, printers, servers, storage).

Knowledge and Skills:

• Has good leadership skills and cross-functional expertise.
• Must have good time management skills.
• Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs; particularly considering the specific industry/market.
• Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sales.
• High-level customer management relationship building, working at management and executive levels in lines of business.
• Partner organization intelligence aligned with partner management skills.
• Advanced sales negotiation and deal-closing skills.
• Identifies and effectively leads the account resources to ensure coordinated, efficient account management and accountability for achieving business results.
• Expertise in managing end-to-end sales processes in large deals.
• Relevant knowledge of client's industry; keeps abreast of trends and leads discussions with IT on strategic directions and linking discussions.
• Knowledge of the company's breadth of solutions and engages specialist resources as needed.
• Ability to understand the customer's business issues and translate them into the company's solutions.
• Ability to prioritize and drive strategic sales activity on a complex solution basis.
• Excels in competitive selling skills.
• Sells across platforms and specialties.

What We Can Offer You:

• Comprehensive suite of benefits that supports physical, financial, and emotional well-being.
• Investment in your career through specific programs catered to helping you reach your career goals.
• Unconditional inclusion in the way we work and celebrate individual uniqueness.