Commercial Account Manager

Commercial Account Manager

This role is responsible for identifying customers' unique requirements and implementing account planning for growth opportunities. The role acts as a subject matter expert, applies consultative selling techniques, and mentors junior account managers.

Demonstrates an advanced level of subject matter expertise and employs consultative-selling techniques to identify and advance opportunities. Coordinates and owns account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and effectively selling the organization's offerings. Identifies complex customer requirements, maps them with the organization's capabilities, and chooses the most suitable direct/indirect supply chain options. Builds strong professional relationships with high-level clients, gains a deep understanding of their unique business needs, and aligns the organization's solutions accordingly. Develops and executes sales strategies, territory account plans, and market penetration strategies to drive significant revenue growth and expand market share. Analyzes and interprets key performance indicators (KPIs) and market trends to provide strategic insights and recommendations to senior management for optimizing sales performance. Engages strategically with partners to improve win rates on selective deals and consistently achieves and manages quarterly, half-yearly, and yearly sales quotas. Leads contract negotiations with major clients, overseeing contract terms and renewals with a proactive approach to ensure profitable deals and lasting positive relationships. Manages the sales pipeline, enters, and updates opportunities in the pipeline tool, and implements pipeline management practices. Conducts regular strategic business reviews with key clients, assessing their long-term goals, gathering feedback, and proactively identifying 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 7-10 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field.

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 function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors.