Commercial Account Manager 3, Systems

Commercial Account Manager 3, Systems

This role is responsible for identifying and executing opportunities for substantial revenue growth within key accounts, significantly influencing the organization's financial success. The role manages strategic accounts, builds strong client relationships, and achieves sales quotas. They collaborate with global teams and implement pipeline management practices to drive growth opportunities.

Responsibilities include:

• Building strong relationships with clients, understanding their business goals and objectives, matching them with organization capabilities, and selecting appropriate supply chain options; reviewing and designing sales policies and strategies.
• Leveraging expertise to identify upsell and cross-sell opportunities across multiple business units, within the account.
• Managing and coordinating account plans for strategic commercial accounts, focusing on larger deals and value-based portfolio management.
• Collaborating effectively with partners and specialists to create and implement territory account plans and improve win rates on selective deals.
• Achieving and managing sales quotas on a quarterly, half-yearly, or yearly basis.
• Monitoring key performance indicators (KPIs) for assigned accounts, analyzing trends and recommending strategies for improvement.
• Managing an organized and up-to-date sales pipeline, ensuring accurate forecasting and planning; recommending and implementing pipeline management practices.
• Demonstrating the ability to implement margin recovery strategies in full or partial account ownership.
• Serving as the primary interface for international accounts, collaborating with global business teams and local teams.
• Conducting product presentations and training sessions for clients to enhance their understanding and utilization of products.

Recommended 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

Impact & Scope:

Impacts multiple teams and may act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process.

Complexity:

Responds to moderately complex issues within established guidelines.

Disclaimer:

This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.