The Account Manager individually drives market position and achievement of business outcomes through the Demand and Account Management/Commercial Operations Core Process. This position is one of the core sales roles within the company, responsible for new business/clients as well as managing and leveraging existing accounts. The Account Manager drives results through individual and collective team sales efforts.
The position is responsible for leveraging collaboration with internal teams such as marketing, engineering/survey, and product development and technology groups to drive service and business outcomes. The Account Manager also contributes to strategic initiatives and planning through extensive knowledge of market conditions within their assigned specific location or group of locations, country or group of countries, market sector, and/or product(s).
Responsible for administration, strategic planning, and coordination of sales activity and account management and for the overall success of the region or assigned location for which the Account Manager is assigned.
What You Will Do:
- Execute and drive sales strategies in the assigned area of responsibility and meet or exceed sales and revenue targets.
- Execute the Demand and Account Management/Commercial Operations Core Process as appropriate within the assigned area of responsibility.
- Develop and maintain key client relationships with a focus on maintaining current work, expanding new business opportunities, and prospecting for new clients and business opportunities within your assigned responsibility.
- Lead the development of visit plans for assigned clients and areas of responsibility, including organizing client meetings for senior management.
- Maintain awareness of the overall service portfolio and promote services/products when appropriate, ensuring peers and teams outside your core responsibility are aware of potential opportunities and needed action.
- Work with organizational teams to develop capture strategies, proposals, and pricing as appropriate.
- Work with technical staff and other internal teams as needed to meet customer needs.
- Provide strategic insight within the assigned area of responsibility related to future business initiatives, market drivers, and competitor activities for inclusion in business planning.
- Attend industry events and conferences, and provide feedback and information on market and creative trends.
- Support Product & Digital Solution Development, Survey & Certification, Engineering Delivery, and Rule Development Core Processes as needed to achieve organizational business outcomes.
- Identify opportunities for marketing campaigns within the area of responsibility that will lead to increased sales.
- Submit reports as needed and ensure data is accurately entered and managed within the company’s CRM.
- Forecast sales targets and track activity on accounts to meet these targets.
- Develop and manage relationships with key individuals and decision-makers at assigned clients.
- Generate sales, consulting, and class leads.
- Monitor customer satisfaction.
- Manage the expectations of each assigned client.
- Facilitate timely support issue resolutions.
- Create and submit timely and accurate reports (e.g., expense reports) related to client activities.
Education and Experience
- Typically 5 or more years of experience in the assigned area of responsibility or market sector is required.
- Bachelor’s degree in business or in an engineering/technical field is required.
- International experience, either as an expatriate or working with international projects and teams, is required.
- Previous experience in business development or sales in a technical and diverse product environment is preferred.
- Demonstrated acumen for sales, business development, and account management with experience in meeting and/or exceeding sales targets preferred.
- Demonstrated proficiency in developing strategic customer relationships.
- Strong leadership presence and the ability to quickly establish and build credibility and relationships, both externally and internally.
- Excellent business judgment, including the ability to assess the reasonableness and likelihood of success of various business scenarios.
- Demonstrated technical acumen related to the product or area of responsibility.
- A self-starter with a demonstrated desire to achieve goals, as well as a collaborative personality who effectively works with teams and individuals to achieve organizational business outcomes.
- Strong commitment to ethical business practices, in full accordance with relevant corporate policies.
- Excellent verbal and written communication skills.
- Skills to organize, plan, and direct the work activities of professional employees and to handle multiple ongoing projects.
- Administrative capabilities, specifically in the areas of cost reporting, client billing, and revenue forecasting.
- Strong client base development skills and an entrepreneurial mentality to recognize and capitalize on new business opportunities.
- Ability to negotiate agreements with clients concerning scope of work and billing rates.