Develops customer business relationships and identifies expansion opportunities to achieve sales and financial objectives. Serves as a subject matter expert on products and technology solutions, executes strategic growth plans, creates demand through seminars and training, analyzes program results, monitors market and competitor trends, and maintains supplier relationships. Leads negotiations and independently manages complex accounts, territories, and customer opportunities.
Job Summary:
Identifies opportunities for business expansion in support of the customer sales strategy. Develops and maintains the business relationship by providing solutions for defined account(s) in a product line, to achieve the identified strategy and business financial objectives.
Principal Responsibilities:
- Subject Matter Expert (SME) for brand product, technology solutions and/or offerings for assigned customers.
- Responsible for the execution of the strategic customer growth plans and business relationships in assigned account(s) by providing value added solutions.
- Identifies and creates opportunity demand for products, coordinating the supporting seminars, training and resource awareness to assigned customers, and that drives growth plan success in the targeted accounts.
- Performs analysis and reports results of various program impact for identified customer(s) notifying the account manager of success, issues and future growth plan strategies.
- Maintains and drives trending knowledge of products, competitors, technology and customers in the assigned supplier product market.
- Identifies and maintains field supplier relationships.
- Other duties as assigned.
Job Level Specifications:
- Solid understanding of business, financials, products/services, the market, and the needs of assigned accounts. Understands emerging market trends and interdependencies impacting customers; leverages understanding to expand relationships with own customers. May be recognized as an expert in one area.
- Complexity is high (territory/account, products/services, sales or account management process). Requires developed sales expertise across a defined portfolio of products./services/accounts; applies expertise in a complex sales environment.
- Works independently or may lead teams to identify, pursue or manage accounts/opportunities with large size/strategic importance/risk of loss. Acts as a resource for colleagues with less experience; may serve as team lead and help develop colleagues' and customers' understanding. Has autonomy to set and negotiate product/service terms; plans own territory or account approach.
- Collaborates with team and leadership. Has direct contact with clients and decision makers; participates in team sales for major accounts.
- Leads the negotiations on medium-sized, complex accounts; plans own territory or account approach. Works within broad guidelines and policies to develop business with new and existing customers
Work Experience:
- Minimum experience required is typically 5+ years with bachelor's or equivalent. It's possible for a career salesperson to plateau for many years at this level.
Education and Certification(s):
- Bachelors degree or equivalent experience from which comparable knowledge and job skills can be obtained.
The above statements are intended to describe the general nature and level of work being performed. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills.
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