Enterprise Accounts Manager (Corp)

Job Summary

The Enterprise Account Manager is responsible for an assigned sales plan requiring the generation of new business within existing or new accounts and the retention of existing accounts. He/she coaches sales team members and addresses strengths and weaknesses in their performance to broaden their sales skills and move them forward in their careers. This position drives results in key areas of the Business Development business plan, including profit, revenue growth, administration, and reporting. This position manages Middle Market Account and Senior Account Executives (AEs), Enterprise Accounts AEs and International Middle Market AEs.

A critical focus of this position is to build and lead a strong, successful sales team. To do this, the Enterprise Account Manager works with team members to develop joint action plans, review sales calls objectives, and conduct post call reviews. He/she participates in customer meetings to present proposals and sell the value of solutions, and conducts higher revenue account customer calls to share sales expertise with the team. The Enterprise Account Manager also conducts training on product and service techniques that enable team members to successfully penetrate and execute contracts. Another core responsibility is to manage area sales activities. Duties include communicating market trends and competitor information to team members, conducting weekly reviews about lost and at risk business to identify issues and create corrective action plans, and working with senior management to establish local business development initiatives. This individual also creates a comprehensive sales team action plan based on monthly results, identifies and recommends yearly goals, and tracks sales performance to objectives.

Other Duties

• Use reporting tools to assess account performance; train sales team on use of tools
• Provide internal and external customer support through product training and customer follow-up on problem resolution
• Monitor sales reports for gain/loss trends, use performance quality measures, and communicate and support sales strategy initiatives
• Monitor the year-to-year customer base to uncover competitive gaps in the international market, find new opportunities, and implement competitive initiatives
• Collaborate across functions to develop customer solutions and provide expertise
• Ensure staff development by coaching and providing feedback and verifying that employees have career goals and plans
• Conduct performance evaluations and resolve individual and group performance issues
• Identify opportunities for advancing skills and capabilities 

Preferred Competencies  

• Applies business and industry knowledge and understands how key factors impact business strategies and customer organizations in areas such as industry trends, global business perspectives, and organizational structures and functions
• Applies financial knowledge in order to read and interpret financial statements, develop business cases using financial information (e.g. cost, revenue forecasts, etc.) and plan and effectively manage budgets
• Applies knowledge of customer business models and operating structures and offers logistic sales solutions that support the customer’s strategic business objectives
• Applies knowledge of the features and business applications of services, products and customer-facing technology offerings and solutions
• Applies supply chain and logistics knowledge of the flow of materials, information, and finances involved in manufacturing and distributing products
• Applies knowledge of core business and of freight structure and operations to resolve problems, make decisions and achieve business objectives
• Assesses and identifies business needs and conducts customer analysis to determine customer requirements and constraints, determine the impact of products/services on customers, and identify which products, services and features to promote to current/potential customers
• Builds business partnerships and develops key customer relationships to maximize account profitability. Understands the customer’s business and aligns account strategies to customer goals
• Coaches, mentors, and develops sales team members, using career development processes and tools, to develop their sales skills and strategies
• Conducts competitive analysis of competitor’s offerings and strategies, and maintains awareness of competitive environment
• Creates and develops strategies and plans for effectively managing accounts
• Negotiates with others by identifying desired outcomes, organizational priorities, and appropriate strategies and concessions. Asks pertinent questions, considers alternatives, persuades others, and bargains for win-win solutions
• Solicits information using information gathering techniques such as asking open and closed-ended questions, probing for details, and interviewing others to obtain additional information