Account Manager

Description

Account Manager

Location: Little Rock, AR

Department: Business Development

Reports To: Director of Sales

FLSA Status: Exempt

Position Summary:

The Account Manager is accountable for retaining and profitably expanding an assigned portfolio of existing client accounts. This is a proactive sales role responsible for creating and closing additional business: the Account Manager farms the assigned portfolio, protecting the revenue already in place while growing each account. You will serve as the primary point of contact for clients, build strong relationships, and partner with internal teams to address client needs. Your goal will be to develop and execute account growth plans, uncover additional client problems Staley can solve, and meet retention, revenue, and gross profit targets. Telework options may be available following successful training and management approval.

Key Responsibilities:

Client Relationship Management :

•Build and maintain strong, long-lasting relationships with existing clients, developing relationships with relevant decision-makers and influencers across the account so that coverage is multi-threaded and does not depend on a single contact.

•Fully understand their business goals, challenges, buying processes, emerging initiatives, and industry dynamics to effectively position Staley Technologies’ solutions.

Account Growth:

•Proactively generate expansion demand through discovery conversations, introductions to additional stakeholders, and investigation of emerging client initiatives. Expand Staley's work across additional locations, departments, programs, and service scopes.

•Follow a systematic coverage cadence so every account in the portfolio receives regular, proactive contact, not only the accounts that are currently active.

•Develop and execute account growth plans identifying client priorities, relationship gaps, expansion opportunities, retention risks, and next actions. Review progress with the Director of Sales at least quarterly and prioritize effort based on growth potential, profitability, and client needs.

•Meet or exceed retention, total revenue, expansion revenue, and gross profit dollar targets for the assigned portfolio while maintaining pricing and margin discipline.

Consultative Selling:

•Act as a trusted advisor, offering insights and strategic recommendations based on each client’s unique needs and industry trends.

•Apply Staley's sales process and methodology to qualify, advance, negotiate, and close expansion opportunities

within approved pricing and commercial guidelines.

Project Coordination:

•Collaborate closely with Operations, Project Management, Presales, and Sales to align client expectations,

proposed solutions, and delivery commitments.

•Own the customer relationship and commercial response to escalated issues, coordinating with responsible

operational leaders and following through until resolution. Operations and Project Management retain

ownership of day-to-day delivery, staffing, scheduling, and execution.

Performance Tracking and Forecasting:

•Regularly analyze account performance, reporting retention, expansion revenue, gross profit dollars,

new buying-group access, and progress on priority account-growth initiatives to the Director of Sales.

•Maintain accurate pipeline and forecast data in the CRM, including expansion opportunity sources, stakeholders, timing, value, and next actions.

•Use data-driven insights to inform decisions, flag account risk early, and optimize account strategies for maximum impact.

Client Communication:

•Maintain a structured communication cadence with clients through meetings, calls, emails, and business reviews to uncover changing priorities, emerging needs, and buying windows.

•Keep clients updated on new products, services, and relevant industry developments to ensure they are always

informed of the latest offerings.

Feedback and Improvement:

•Actively gather feedback from clients to identify areas for improvement in service delivery or product offerings.

•Collaborate with internal teams to implement solutions that enhance client satisfaction and drive continuous improvement.

Market Research:

•Stay informed about industry trends, competitive landscapes, and evolving market conditions.

•Use this knowledge to identify potential impacts on client accounts and discover new opportunities for growth and innovation.

Professional Development:

•Participate in account-plan and deal-strategy reviews with Senior Account Managers and sales leadership.

•Apply Staley’s sales process, playbooks, and tools consistently across the assigned portfolio.

Qualifications:

•Strong relationship-building and interpersonal skills with a passion for providing top-tier client service.

•Proven ability to personally originate and close expansion business within existing accounts by developing new stakeholder relationships and winning additional service scopes, locations, departments, or programs.

•Experience in consultative selling and strategic account management.

•Strong account coordination skills with the ability to collaborate effectively with internal teams and follow through on client issues.

•Organized and disciplined in maintaining a consistent coverage cadence across a multi-account portfolio.

•Excellent communication and presentation skills, both written and verbal.

•Analytical mindset with the ability to track and interpret performance data to make informed decisions.

•Proficiency with CRM platforms and the ability to maintain accurate account, pipeline, and forecast information.

•Familiarity with technology solutions, low-voltage systems, or cabling infrastructure is a plus.

•Bachelor’s Degree preferred but not required.

Additional Information:

Safety-Sensitive Role:

This position is classified as safety-sensitive and is subject to pre-employment and ongoing drug and alcohol testing in accordance with state and federal guidelines. Safety-sensitive roles involve responsibilities where impairment could present a risk to the employee or others.

Equal Employment Opportunity:

Staley Technologies is committed to providing equal employment opportunities to all individuals regardless of race, color, ethnicity, national origin, religion, gender, sexual orientation, gender identity, age, disability, veteran status, or any other protected characteristic.