Senior Sales Account Manager
Company: Veterans Communication Services, Inc
Location: Chino
Posted on: April 3, 2021
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Job Description:
The Senior Account Manager is responsible for developing and
maintaining relationships with customers and vendors while
collaborating with key partners to acquire new accounts. The Sales
Manager will build a team of Account Managers and manage pre-sales
as the sales team achieves growth. This position will be to start
out as a Senior Account Manager and grow into the Sales Manager
position while building and growing the Sales Team.
Responsibilities: -- Execute sales strategy by identifying customer
needs and selling the appropriate solutions including hardware,
software, and professional services. -- Develop business through
multiple marketing and sales techniques including but not limited
to cold calling, conducting in person meetings, and partnering with
vendors, contractors, and manufacturers. -- Maintain a targeted
understanding of customers' business showing the ability to
establish customer needs, buying cycles, and creating strong
relationships to effectively drive sales and repeat business. --
Meet or exceed annual sales top line revenue and margin goals as
defined by management. -- Drive profitably and grow revenue for
target accounts in partnership with the pre-sales team and
management. -- Adhere to sales process including but not limited to
pipeline development and accurate forecasting via internal tools.
-- Performs extensive proposal writing and prepares sales
information for customers. Account Management -- Manage individual
sales objectives to include sales orders and billing activities to
support quarterly goals. -- Manage on-going customer account
relationship to include updating account information in company
systems and resolving customer satisfaction issues. -- Work with
the pre-sales team to ensure that quotes are provided, and order
requests are processed accurately and on-time. -- Work with the
engineering team to accurately scope projects with professional
services hours. -- Manage past due invoice resolution with
accounting to ensure proper collections. -- Develop and maintain
solid business relationships within the various decision-makers and
influencers at all levels at each target account. -- Understand
each target customer's business model, map their organization, and
identify their unique technology needs. Strategic Planning &
Presentation -- Performs deep analysis of account base including
"heat maps" to determine key areas of opportunities. -- Develop &
execute marketing and business plans to drive revenue and profits.
-- Work with sales leadership and team to provide feedback, develop
specific vendor relationships, advance new company initiatives and
mentor new employees to enhance all aspects of the sales strategy.
-- Attends monthly/quarterly account planning/penetration sessions
with our strategic manufacturing partners' AMs. -- Presents a
Quarterly Business Review (QBR) to Sales/Ops Manager each quarter
which will focus on past performance and expectations of current
quarter, analysis of pipeline, key wins, and personal improvement
goals. -- Provide in-depth customer technology roadmap. -- Develop
partnerships with Vendor Field Sales Representatives and optimize
the joint selling opportunities within the territory. -- Use
quarterly forecasting and pipeline management to manage sales
growth. -- Collaborate on sales strategies, discuss account trends,
advise changes within accounts and coordinate quotes and sales
opportunities with management on an as needed and weekly basis.
Required Skills -- 5-10 years of technology sales experience is
required; High performing Senior Account Managers have the
demonstrated ability to overcome obstacles, achieve sales goals,
and articulate ideas clearly and concisely in a variety of
settings. -- 5 years of Sales Management experience is required;
High performing Sales Managers have the demonstrated ability to
build a team to overcome obstacles, achieve sales goals, and
articulate ideas clearly and concisely in a variety of settings. --
3-5 years' experience selling into public sector accounts (SLED).
-- 3-5 years' experience selling into commercial accounts. --
Ability to understand the needs of the company and build a team of
sales focused professionals to achieve company growth goals. --
Bachelor's degree preferred. -- Ability to reach expected sales
quota the first 90 and 180 days of employment leveraging experience
and track record of meeting and exceeding sales quotas. --
Excellent sales skills including proficiency of the English
language, assertive, empathetic, flexible, strong customer service,
active listener, persuasive, public speaker, polished presenter,
and service orientation focus. -- Outstanding communication and
organizational skills. -- Self-starter with ability to build
relationships, communicate product knowledge, and close deals
quickly. -- Ability to solve problems, with critical thinking,
judgment, and strong decision-making skills. -- Strong
collaboration skills and ability to work closely and effectively
with members across departments and at all levels of the
organization. -- Proven track record in developing new
relationships with customers and ability to translate client
business needs into solutions. -- Preferred candidate will have
prior experience selling advanced technology solutions around
Cisco, HPE\Aruba, and Cloud Providers. -- Experience with selling
low voltage infrastructure is a plus.
Keywords: Veterans Communication Services, Inc, Chino , Senior Sales Account Manager, Executive , Chino, California
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