Job Title: Strategic Account Manager / Date: 5/7/2013
Job Description Position Summary: Achieves maximum sales profitability, growth and account penetration within assigned accounts. The position is responsible and accountable for overall sales processes from initial contact and understanding client needs to the closure of the product/service delivery. Promotes/sells/secures orders from existing and prospective customers through a relationship and solution based approach. The Strategic Account Manager must present existing products and services to current and prospective clients and is accountable for ensuring client requirements are understood and communicated to service teams within Yorktel efficiently and effectively.
2I Organizational Relationship:
This position reports directly the VP & General Manager of Sales Operations. The VP & General Manager of Sales Operations will provide direction and support to the Strategic Account Manager in regard to the following areas; development and improvement, career development and client escalation issues. This position will also work closely various departments to identify, develop and deploy service offerings and lead strategic engagements with major customers. /
3I Depth of Knowledge Required:
This position must have the ability to establish and maintain strong working relationships both internally and externally. Excellent verbal and written communication is necessary. Strong presentation skills are an essential function of this position. Superiornegotiation skills coupled with a net profit bottom line mentality is required. Must have advanced conflict resolution skills. When required the Strategic Account Manager will be required to manage actives within Global Enterprise Accounts. The ability to forecast business accurately and have basic understanding business financial principles is essential. /
4I Authority and Decision Making Capabilities:
The Commercial Sales Account Manager will represent customer requirements to Yorktel and will play a major role in directing how Yorktel products and services are customized and deployed in based on the client solution. This position will make recommendations and be actively involved in the design and development of Yorktel products and services. /
5I Leadership & Supervisory Role:
There are no supervisory responsibilities for this position.
5.1I Leadership & Supervisory Responsibilities:
N/A
6I Internal & External Relationship Responsibilities:
This position regularly works in a team of individuals with varying degrees of expertise and influences internal and external customers to achieve a mutually desirable outcome. This position will make recommendations to internal parties and customers in regard to concerns or issues, and ensure resolution of any problems working closely in conjunction with assigned clients.
This position must regularly communicate answers to complex questions and respond to detailed inquiries. This position handles and is expected to protect all internal and external confidential information and must utilize discretion and judgment based on company policies and procedures.Responsible for interaction with all Operations and Corporate Services departments including, Sales, Purchasing, Accounting, Engineering, Production and Logistics to ensure the successful execution of all products.
- Drives Revenue through recognition and realization of opportunities within accounts.
- Works with customers and Yorktel resources to leverage Yorktel’s products and services to enhance customers’ business and grow opportunities.
- Develops Sales annual account action plans.
- Identify all customer contract renewals and build plan for the renewal of those contracts.
- Drives profitability revenue growth year over year in assigned accounts.
- Meets and exceeds monthly and annual revenue goals by executing an account growth strategy.
- Works with Marketing to create Sales Programs centered on OEM endorsements.
- Conducts regular Business Reviews and reporting with major accounts.
- Manages relationships with Manufacturers (OEMs), distributors and resellers to further sales opportunities and to ensure continued customer satisfaction.
- Tracks and maintains all account activity in the company CRM application (Vision)
- Provides input into pricing, positioning and strategy within assigned verticals or markets.
- Provides sales forecasts and other reports to manager as required.
- Develop and conform to company technical standards and practices.
- Research, prospect and establish leads for corporate relationships followed by an introductory needs analysis/discovery meeting utilizing a consultative sales approach
- Prepare and present proposals to corporate decision makers, build interactive components for all renewal and new business proposals, build interactive presentations that outline features, benefits and unique selling points of interactive properties.
- Generate a pre-determined level of new business revenue for Yorktel with special attention to net revenues.
- Maintain current knowledge of interactive products and industry trends.
- Prepare weekly sales reports, activities and revenue reports.
- Other Duties as assigned
7I Key Technical Responsibilities:
Strategic Account Manager must keep up to date with the latest technology trends to ensure that they have the ability to answer client inquires for solutions. /
7.1I Technical Job Responsibilities:
- Proficiency in the use of computers and general business software (Microsoft Outlook, PowerPoint, Excel, Word and Project).
- Various Sales Software and pipeline software
7.2I Technical Certifications:
- CCIE desirable
- CVE desirable
- MCSE desirable
8I Skills & Additional Qualifications:
- Knowledge of and adherence to York Telecom policies and procedures.
- Must be comfortable managing relationships with executive level contacts.
- Excellent ability to successfully interface with clients and handle multiple priorities concurrently.
- Dedication and commitment to get the job done.
- Able to work in a fast-paced, continuously evolving environment.
- Self-motivated and ability to work independently.
- Knowledge of sales and marketing concepts.
- Successful track record of winning and closing deals in competitive environments, as well as identifying new opportunities.
- High capacity to learn and adapt.
- May require occasional lifting (up to 50 lbs)
- Requires extensive sitting, standing and walking
- Limited weekend and/or night work may be required
- Domestic travel requiring multi-night stays within and at times outside the local work area
- International travel may be required
- Valid U.S. driver’s license is a requirement and must have a positive driver’s abstract.
- Current valid U.S. Passport is desirable.
- Must be willing to complete background checks and drug tests as required by current or future contracts
- Must be willing to apply for security clearances, suitability, and other related clearances to be able to work at certain customer locations
Job Location: / Yorktel Office Location - Open / Company/Industry: / Video Communications
Division/Department: / 030 Commercial Sales
Salary Band or Range: / Click here to enter text. /
Employment Status: / Full-Time / Employment Position Status: / Exempt (Salary) /
Manages Others: / ☐Yes ☒No / Approx. number of subordinates: / N/A /
Career Level: / Mid-Level / Years of Experience: / 5+sales experience preferably in telecommunications industry /
Degree: / A bachelor’s degree in business administration or equivalent and related work experience /
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