Strategic Account Manager - Aggregator Partner

Position Summary

The SAM Aggregator Partner works directly with their sales counterpart, the Sales Aggregator Partner, to ensure that these partnerships are successful. This position serves as the primary point of contact for KBS strategic aggregator partners such as CBRE, JLL, Cushman Wakefield and BGIS, and is responsible for managing the partner relationship along with the Sales Aggregator Partner, with the goal of growing quarterly and YoY total revenue generated through the partnerships.

The Sam Aggregator Partner is primarily responsible for the overall account management activities, ensuring the service delivery meets customer contracted requirements and ultimately established the confidence and trust that leads to overall partner satisfaction and growth.

Essential Duties And Responsibilities

• Act as senior point of contact for the aggregator for existing client accounts, establishes productive, professional relationships with key personnel at the partner(s)
• Meet assigned sales quota and expectations for profitability for partnership and the associated client accounts
• Meet KPIs as defined by the partner and KBS
• Achieve strategic partner objectives defined by company management
• Complete strategic partnership plans designed by SAM and Sales leadership
• Work with and through the company SAM program leadership, field operations, customer service, finance, and sales teams to deliver service and growth
• Conduct Quarterly Business Review (QBR) process with each partner
• Update partner notes and other information in related CRM (Salesforce) and other databases as needed; monitor information in systems for proper response and action
• Proactively assess, clarify, and validate partner needs and related performance data on an
• ongoing basis, and communicate trends, opportunities, and progress
• Be the accountable point person for the partner on with all rollouts of new business with each
• related individual client accounts working with the individual client SAM
• Coordinate senior management involvement with partner as appropriate

Requirements

• Knowledge of facilities services – preferably janitorial
• Strategic planning and execution
• Past experience working with partners such as CBRE or JLL
• Customer relationship building
• Experience using PowerPoint and putting together QBR’s
• Reporting and data analysis background using Excel and Salesforce
• Understanding of operations, components of operations, and account management processes
• Sales software, CRM/ERP (Salesforce etc.) and related technology
• Ability to identify and close sales opportunities
• Strong interpersonal and customer service skills
• Problem solving and conflict resolution

Knowledge

Knowledge, Skills and Competencies

• Understanding of operations, components of operations, and account management processes
• Knowledge of facilities and building maintenance service
• Strategic planning
• Sales team management
• Business to business account management
• Customer relationship building
• Business operations and organizational relationships
• Understanding of operations, components of operations, and account management processes
• Sales software, CRM/ERP (Salesforce etc.) and related technology
• Facilities and building maintenance services industry
• Knowledge of MS Office products including experience working with Excel (pivot tables, filtering, etc).

Skills

• Ability to identify and close sales opportunities
• Strong interpersonal and customer service skills
• Excellent written and verbal English communication skills
• Ability to prepare and present oral presentations to leadership and customers
• Strategic planning and execution
• Problem solving and conflict management
• Interpersonal and cross functional relationship building and engagement that result in positive collectively supported positive outcomes
• Effective time management and multi-tasking skills with exceptional organization skills
• A self-starter with passion for continual learning and seeking new challenges
• Ability to work under pressure and perform tasks with strict deadlines
• Demonstrated problem-solving skills with experience leveraging data to provide business insights and recommendations
• Methodical driver
• Ability to travel domestically

Competencies

• Customer focus
• Integrity and trust
• Interpersonal and political savvy
• Presentation skills

Experience Required

Educational Qualifications/Job Experience Requirements

• 5 years of strategic account management, sales, operation or related field

experience in a business-to-business environment

Education

• Bachelor's degree or equivalent business experience required