Account Manager - Sales

Role Summary

What is the purpose of this role? Why does it exist?

This role is accountable for customer relationship management and mining of named key customer accounts

Experience & Skills

Work Experience

The Ideal individual has an experience/background in:

● Strategic Account Management of 8- 12 years

● Working across all levels in the Client’s Business

● IT Products Industry

● Managing BFSI accounts

Does it sound like you. Then this might be the exciting opportunity you’d always wanted to be part of.

Functional Experience

 ● Indepth understanding of Client’s needs with consultative selling and solutioning experience

● Hands-on in negotiating pricing agreements

● Proven ability to grow accounts significantly

● Skilled in multi-level customer engagement

● Techno-commercial knowledge

 

Leadership Skills 

● Experience in working and aligning with Solutions Architects and Delivery Managers

● You value relationships and can influence decision making of the Client

 

Personal Skills

● Results & number driven

● Strong relationship skills – an extrovert

● Self driven - don't wait for others to push

● Continuous learner - hungry to learn and experiment

● Solution focused - hunts for problems and focuses on solving them in timely and effective manner; ability to anticipate and re-align

● Trustworthy - someone to lean & count on

● Committed - figures out how to get something done

● Logical & Street Smart with critical thinking skills;

● Flexible - ready for adjustment for success of assignments

● Empathetic - good listener and being able to put oneself into others shoes

 

Educational Qualification

● Engineer (BTech) & MBA (preferably)

 

Organisational Structure

● Reporting to Sales Head

 

Key Accountabilities

What are the most important deliverables and outputs/outcomes the role is primarily responsible for?

● Revenue

● Growth of strategic business in each named account

● CSAT for each account

● Growth of share of wallet in each account

● Creative proposals and pricing models for complex customer situations

● Support Marketing efforts positioning the Company as a dominant player in the

respective target market

 

Roles and Responsibilities

● Growth of Revenue and Profitability numbers for the key accounts

● Development and implementation of growth strategies for each account

● Tracking of competition in the Key accounts and remain ahead

● Pre-emption and resolution of issues, working with the customer and the Delivery teams to manage escalations

● Building of a reputation of ‘easiest to work with’ with each Key Account

● Application of market research and market analysis to improve customer experiences

● Development of ‘pipeline’ strategies and flow models to ensure targeted order inflows are achieved and balanced into Projects

● Ideation / design / co-creation of innovative solutions for Key Client.

● Go-to person both internally and in the Key Client’s organization for customer information, competitor information and market information

● Moving of the relationship from vendor / supplier to trusted partner / partner of choice

● Voice of customer with in the business

● Responsibility for RFI & RFP to customer

 

Location

● Mumbai