Builds upon and maintains existing relationships by supporting the account team in selling the organization's products and services to an assigned set of customers or a geographic region.
Supports account teams in the selling of the organization's products and services.
Supports the account team to meet goals of increasing sales within assigned accounts.
Responsible for supporting the account team in developing and maintaining positive customer relations.
Qualifications / Skills
Channel Awareness - Ability to identify needs of global channel partners to support customers more effectively.
Product Knowledge - Knowledge of products and product lines. Able to represent the features and benefits of the products in terms a customer will understand. Knowledge of how the product functions and the source of the product, whether manufactured, purchased as a finished assembly from a supplier outside of the company, or remanufactured. Knowledge of technology used in complementary and/or competing product lines and the inherent benefits/exposures.
Account Planning - Able to identify support needs or service improvement needs of a customer. Can write goal statements that are specific, measurable, actionable, realistic and time based. Able to execute a strategy. Able to identify initiatives that will lead to achieving defined goals. Able to apply measures and track progress toward the goal. Familiar with Customer Market Profitability tools that can be utilized during account planning.
Financial Understanding - Ability to analyze data and perform basic calculations such as Gross Margin, NPV, discounting analysis, price elasticity, and breakeven. Able to formulate a business case to support an idea. Familiar with SOx regulations.
Communication skills - written & verbal - Effectively expresses messages and ideas in a clear, organized and relevant manner for a variety of audiences. Conveys thoughts and ideas regarding a topic concisely and clearly. Ability to communicate without increasing either the employee's or employer liability. Ability to communicate effectively to different levels of the organization. Ability to use appropriate communication tools as needed (WebEx, SameTime, video conferencing, teleconferencing, Visio, MS Project, etc.).
Manage Customer Relationships - Develops rapport, builds trust, and creates value in relationships with customers and channel partners. Identifies decision makers and those influential in the decision process and effectively communicates with them.
Education, Licenses, Certifications
College, university, or equivalent degree in marketing, sales or a related subject required or equivalent industry experience.
Basic relevant work experience required.