Strategic Account Manager
Letsrev, Gonzales, LA, United States
JOB SUMMARY
The Account Manager is responsible for direct sales to new and existing customers. Product offerings include but are not limited to: Voice Telecommunications services for Business (SIP, Hosted Voice, ISDN PRN, and Analog services), WAN/MAN Networking and Internet.
Levels of Account Managers
Strategic Account Manager
Sr. Strategic Account Manager
Major Account Manager
Named Account Manager
Note – A different quota corresponds with each level**
ESSENTIAL DUTIES, FUNCTIONS & KEY ACCOUNTABILITIES
Creates and maintains long term relationships with business customer authorized representatives
Maintains customer retention and revenue
Performs regular (annual and/or quarterly) account reviews for strategic customer accounts
Sells business products and services to new and existing business customers
Prospect in assigned territory to identify business customer product needs and negotiate/execute service agreements
Tracks and renews long-term service agreements
Reviews strategic customer invoices as needed for quality assurance purposes
Responds via phone or email to customer inquiries
Handles incoming business sales calls while providing excellent customer service
Performs solution selling of business products/services via inbound and outbound calls
Meets with business customers face-to-face as needed or requested by customers
Develops creative business development and selling strategies including, but not limited to, lead generation, prospecting, sales funnel management, forecasting, account management, expansion of technical knowledge, presentation development and delivery, and closing business
Creatively identifies new sales opportunities by researching and targeting prospective companies and key contacts using all available resources: marketing leads, business intelligence tools/internet research, business referrals, etc.
Works with Sales Manager to identify and develop sales targets and strategies including identifying market trends and evaluating the competitive landscape
Simultaneously manages customer/prospect needs and expectations while meeting monthly, quarterly, and annual sales plan quotas
Performs a high volume of Business Development activities for prospects and current customers utilizing MS Office (Excel, Word, and Outlook) and Salesforce CRM to follow up on customer needs, maximize sales potential, and exceed sales quotas
Demonstrates the greatest ethical and business standards and acts with the highest degree of professional integrity
Represents Company products at pertinent industry events and tradeshows reinforcing Company/vendor relationships
Keeps Salesforce up to date with information regarding customer and prospect opportunities
Follows proper procedure and tasks for the closed order process
Attends and participates as appropriate in staff meetings and other meetings as necessary
Other duties as assigned
PERFORMANCE STANDARDS
Goal oriented and self-motivated with a strong desire to succeed in a team atmosphere; action and solutions oriented
Detail oriented with exemplary organization and communication skills (written, verbal, and presentation) balanced with equally strong listening, interpersonal, and relationship-building skills
Energized by working in a fast-paced work environment
Displays confidence while interacting with business contacts at all levels of the organization
Exhibits strong integrity and possesses a high standard of accountability; honest, fair and ethical in all internal and external business dealings
Committed to quality and continuous improvement
Proactive in researching and profiling business prospects to identify key contacts and uncover potential sales opportunities; experienced with utilizing the internet and business intelligence tools for research and prospecting
Resourceful and creative with a proven ability to meet/exceed sales quotas including creative sales plans, independently identifies prospects and account objectives, displays willingness to make outbound calls for the purpose of prospecting for new business, developing current accounts, and proposing and closing business
Able to generate a high volume of activity to both prospects and current customers
Displays experience with MS Office (Excel, Word and Outlook) and CRM tools such as Salesforce.com
Has excellent communication and interpersonal skills
Ability to work with all levels of the organization
BEHAVIORS Upholds and acts in accordance with REV’s Guiding Principles.
EVALUATION Performance of this job will be evaluated in accordance with procedures established by the company.
Required QUALIFICATIONS & PREREQUISITES All Levels
Must have a valid driver’s license and reliable transportation
High school graduate or GED
Strategic Account Manager
Minimum of 2 years’ experience in Account Management and/or Customer Service required
Minimum of 2 years sales experience required
Sr. Strategic Account Manager
5 years of sales experience for a software and/or hardware solutions provider required
Preferred
Prior sales experience in the telecom and/or datacenter industry
Experience using Salesforce or equivalent CRM application
Bachelor’s Degree in business, marketing, or a related field
GENERAL INFORMATION This job description does not restrict the company’s right to assign or reassign duties and responsibilities of this job at any time. This job description is subject to change at any time.
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Levels of Account Managers
Strategic Account Manager
Sr. Strategic Account Manager
Major Account Manager
Named Account Manager
Note – A different quota corresponds with each level**
ESSENTIAL DUTIES, FUNCTIONS & KEY ACCOUNTABILITIES
Creates and maintains long term relationships with business customer authorized representatives
Maintains customer retention and revenue
Performs regular (annual and/or quarterly) account reviews for strategic customer accounts
Sells business products and services to new and existing business customers
Prospect in assigned territory to identify business customer product needs and negotiate/execute service agreements
Tracks and renews long-term service agreements
Reviews strategic customer invoices as needed for quality assurance purposes
Responds via phone or email to customer inquiries
Handles incoming business sales calls while providing excellent customer service
Performs solution selling of business products/services via inbound and outbound calls
Meets with business customers face-to-face as needed or requested by customers
Develops creative business development and selling strategies including, but not limited to, lead generation, prospecting, sales funnel management, forecasting, account management, expansion of technical knowledge, presentation development and delivery, and closing business
Creatively identifies new sales opportunities by researching and targeting prospective companies and key contacts using all available resources: marketing leads, business intelligence tools/internet research, business referrals, etc.
Works with Sales Manager to identify and develop sales targets and strategies including identifying market trends and evaluating the competitive landscape
Simultaneously manages customer/prospect needs and expectations while meeting monthly, quarterly, and annual sales plan quotas
Performs a high volume of Business Development activities for prospects and current customers utilizing MS Office (Excel, Word, and Outlook) and Salesforce CRM to follow up on customer needs, maximize sales potential, and exceed sales quotas
Demonstrates the greatest ethical and business standards and acts with the highest degree of professional integrity
Represents Company products at pertinent industry events and tradeshows reinforcing Company/vendor relationships
Keeps Salesforce up to date with information regarding customer and prospect opportunities
Follows proper procedure and tasks for the closed order process
Attends and participates as appropriate in staff meetings and other meetings as necessary
Other duties as assigned
PERFORMANCE STANDARDS
Goal oriented and self-motivated with a strong desire to succeed in a team atmosphere; action and solutions oriented
Detail oriented with exemplary organization and communication skills (written, verbal, and presentation) balanced with equally strong listening, interpersonal, and relationship-building skills
Energized by working in a fast-paced work environment
Displays confidence while interacting with business contacts at all levels of the organization
Exhibits strong integrity and possesses a high standard of accountability; honest, fair and ethical in all internal and external business dealings
Committed to quality and continuous improvement
Proactive in researching and profiling business prospects to identify key contacts and uncover potential sales opportunities; experienced with utilizing the internet and business intelligence tools for research and prospecting
Resourceful and creative with a proven ability to meet/exceed sales quotas including creative sales plans, independently identifies prospects and account objectives, displays willingness to make outbound calls for the purpose of prospecting for new business, developing current accounts, and proposing and closing business
Able to generate a high volume of activity to both prospects and current customers
Displays experience with MS Office (Excel, Word and Outlook) and CRM tools such as Salesforce.com
Has excellent communication and interpersonal skills
Ability to work with all levels of the organization
BEHAVIORS Upholds and acts in accordance with REV’s Guiding Principles.
EVALUATION Performance of this job will be evaluated in accordance with procedures established by the company.
Required QUALIFICATIONS & PREREQUISITES All Levels
Must have a valid driver’s license and reliable transportation
High school graduate or GED
Strategic Account Manager
Minimum of 2 years’ experience in Account Management and/or Customer Service required
Minimum of 2 years sales experience required
Sr. Strategic Account Manager
5 years of sales experience for a software and/or hardware solutions provider required
Preferred
Prior sales experience in the telecom and/or datacenter industry
Experience using Salesforce or equivalent CRM application
Bachelor’s Degree in business, marketing, or a related field
GENERAL INFORMATION This job description does not restrict the company’s right to assign or reassign duties and responsibilities of this job at any time. This job description is subject to change at any time.
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