Named account Manager

Midcareer (ervaren)

Scope of Role:

• Maintains contact at a high, executive level, focusing on the strategic nature of the relationship
• Works independently, without close supervision
• Interfaces with all levels of management negotiating and influencing to build consensus

Responsibilities:

• Sells the organization’s products and/or services to, and maintains good relationships with, key individuals within a specified number of accounts
• Responsible for expanding and retaining accounts while ensuring ongoing excellent customer service
• Primary sales point-of-contact sales for the account, representing the organization to the customer and the customer to the organization
• Develops strategies and orchestrates company resources to maximize sales volume and profit goals within assigned accounts
• Effectively engages and builds cooperative relationships with sales resources: SE, Channel, ISO, Specialist sales team and executives as required
• Actively builds networks with contacts and partner companies that can contribute to Our customer’s success
• Identifies and qualifies opportunities, developing & executing the sales process
• Responsible for account penetration and balanced sales growth
• Responsible for meeting assigned Sales Quota
• Meets or exceeds discount/profit margin goals
• Builds and qualifies pipeline opportunities

professional:

• Demonstrates excellent account/relationship management, having developed and cultivated lasting customer relationships
• Demonstrated experience selling to executive level
• Proven customer engagement skills
• Ability to take account ownership
• Ability to map customer needs to Our customer solutions Comprehensive knowledge of account and industry
• Has in-depth knowledge of and continually builds on Market knowledge
• Strong achievement against quota

Operational

• Establishes and maintains Pipeline at required level
• Achieves forecast accuracy in line with + or – 5%
• Maintains complete and up to date Account plans as required, achieving buy-in for plans with the customer
• Proficient in SFDC navigation, ensuring SFDC is up to date and accurate at all times
• Conversant with Our customer’s order submission process and pricing structures
• Solid understanding of Our customer Products, Support & Services offerings, continually developing knowledge
• Understanding of and compliance with Our customer’s revenue Recognition policies
• Understanding of and compliance with Legal terms & conditions
• Takes ownership of understanding Compensation Plan
• Develops and maintains knowledge of customer buying process

Personal

• Self confident and self aware with gravitas, presence and credibility Self starter with ability to apply initiative
• Approaches task with dynamism, drive and focus
• Proven ability to engage and influence the customer
• Ability to engage and leverage internal resources cross functionally Holds self accountable
• Predilection for continual self development
• Excellent and credible presentation skills
• Excellent verbal and written communication
• Excellent time management

Jacqueline de Boom
+31 (0)6 5158 9293