Commercial Account Manager

Commercial Account Manager

This role is responsible for developing and nurturing strategic partnerships with top-tier commercial clients, serving as a trusted advisor, and aligning solutions with their overarching business goals. The role contributes to sales policies and targets, engaging with internal teams for effective solutions.

Coordinates and owns account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and selling the organization's offerings. Identifies customer requirements, maps with the organization's capabilities, and chooses the respective direct/indirect supply chain. Builds professional relationships with clients up to the executive level and develops a core understanding of unique business needs. Engages with partners to improve win rates on selective deals; achieves and manages quarterly, half-yearly, and yearly sales quotas. Develops and executes sales strategies and territory account plans to drive significant revenue growth and expand market share. Leads contract negotiations with clients to secure profitable deals while maintaining positive relationships. Monitors and analyzes sales performance metrics, identifying areas for improvement, and implementing corrective actions. Enters and updates opportunities in the pipeline tool; recommends and implements pipeline management practices. Leverages existing opportunities to expand into multiple business units within the account. Conducts regular business reviews with clients to assess their satisfaction, gather feedback, and identify areas for improvement.

Education & Experience Recommended: Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence. Typically has 4-7 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field or an advanced degree with 3-5 years of work experience.

Preferred Certifications: Certified Technology Sales Professional (CTSP)

Knowledge & Skills: Business Development, Business To Business, Cash Handling, Cash Register, Cold Calling, Conflict Resolution, Customer Relationship Management, Inside Sales, Marketing, Merchandising, Outside Sales, Product Knowledge, Sales Development, Sales Management, Sales Process, Sales Prospecting, Sales Territory Management, Salesforce, Selling Techniques, Upselling Cross-Org Skills: Effective Communication, Results Orientation, Learning Agility, Digital Fluency, Customer Centricity

Impact & Scope: Impacts multiple teams and may act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process.

Complexity: Responds to moderately complex issues within established guidelines.