An Account Development Manager plays a crucial role in driving business growth by identifying and nurturing potential clients and expanding existing customer accounts. They are responsible for building relationships, developing sales strategies, and maximizing revenue opportunities. In this blog post, we describe the primary responsibilities and the most in-demand hard and soft skills for Account Development Managers.

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Main Responsibilities of Account Development Manager

The following list describes the typical responsibilities of an Account Development Manager:

Achieve

Achieve agreed sales forecasts and other goals for sales territory.

Adhere to

Adhere to and enforce lead / opportunity distribution processes, policies and procedures.

Analyze

Analyze customer data and sales metrics to identify growth opportunities.

Assist

Assist the Account Manager in formulating the annual business plan for local accounts.

Attend

Attend industry conferences and events to expand networks.

Build

• Build and maintain strong relationships with existing and new clients.

• Build and strengthen relationships with existing enterprise clients.

• Build strong relationships with hiring managers and create a business partnership.

• Build strong working relationships with sales team and field marketing organization.

• Build team brand and personal brand by achieving top internal and external customer service.

Calculate

Calculate monthly commission statements.

Coach

Coach and motivate a team of Account Development Representatives daily.

Collaborate with

• Collaborate with cross-functional teams to meet client needs.

• Collaborate with internal teams to ensure smooth onboarding of new clients.

• Collaborate with the marketing team to develop targeted campaigns.

Communicate

Communicate value propositions to clients that speak intimately to their needs and requirements.

Conduct

• Conduct market research to identify business opportunities.

• Conduct market segmentation and analysis.

• Conduct regular client meetings to understand their business goals.

• Conduct regular performance reviews and coaching for sales representatives.

• Conduct sales presentations and product demonstrations to clients.

• Conduct screening interviews, and assist in bringing selected ADR candidates onboard.

• Conduct weekly call shadowings and provide feedback to the ADRs.

Contribute to

Contribute to team effort by accomplishing related results as needed.

Create

• Create and deliver sales presentations to key decision-makers.

• Create an environment of continues improvement dev ops mindset and agile thinking.

Deliver

• Deliver a perfect punch in terms of NPI, price changes, pack changes.

• Deliver sales presentations.

Develop

• Develop account plans and strategies to maximize customer retention.

• Develop and execute sales strategies to achieve revenue targets.

• Develop and maintain a deep understanding of products and services.

• Develop and maintain a sales pipeline of qualified prospects.

• Develop existing relationships.

• Develop incentives and SPIFFs to foster a competitive sales environment.

Educate

• Educate and train the distributors on ANI systems & processes.

• Educate account staff on priority brands by administering instructional staff training seminars.

Enhance

Enhance 3P effectiveness through training & coaching.

Ensure

• Ensure distributor compliance to agreed service levels & credit terms.

• Ensure effective working of the merchandisers to help them deliver the maximum output.

• Ensure key UFS BSP and multiyear targets (2020 plan) are being exceeded via JBP.

• Ensure maintenance of Sales processes.

• Ensure optimal stocking levels and high billing efficiency for all distributors.

• Ensure optimum STR for ANI products and ensure high fill rates with the accounts.

• Ensure that the claims of the distributor are settled by ANI within specified time limits.

Establish

Establish and execute a business development plan.

Exceed

Exceed expectations while aiding the entire organization to do the same.

Execute

Execute the activities that will gain results (this means you spend a LOT of time on the phone).

Executive

Executive the activities that will gain results (this means you spend a LOT of time on the phone).

Facilitate

Facilitate hiring & induction of NA's & Merchandisers to ensure alignment to "ANI ways of working”.

Forecast

Forecast and track key account metrics.

Generate

Generate leads through various channels, such as networking and referrals.

Identify

• Identify and prospect potential clients within target markets.

• Identify prospects that will be in a stronger position when they are doing business with Randstad.

• Identify relevant business activities and events in your market to generate leads in target accounts.

• Identify skill gaps on the team and create training to address those gaps.

• Identify upselling and cross-selling opportunities within existing accounts.

Implement

Implement the plannograms agreed upon with help of merchandisers.

Keep

Keep a control on the quality of merchandisers in the region.

Lead

Lead inbound and outbound campaigns from idea-generation through to qualified call.

Listen

Listen to diagnose the workforce gaps that are limiting a client's potential.

Maintain

• Maintain a safe and clean working environment by complying with procedures, rules and regulations.

• Maintain credit index as per TOT with the account.

• Maintain customer confidence and protects operations by keeping.

Manage

• Manage and grow the business relationships on an ongoing basis.

• Manage the merchandising operations.

Meet

Meet / exceed a quota of sales opportunities.

Monitor

• Monitor and analyze sales forecasts and budgets.

• Monitor Key Performance Indicators (KPIs) that lead to ADR success and healthy pipeline creation.

• Monitor market trends and competitor activities.

Negotiate

• Negotiate and close sales.

• Negotiate and close sales deals with clients.

• Negotiate and establish contractual agreements with clients when appropriate.

• Negotiate pricing to ensure maximum return on quality solutions.

Onboard

Onboard and deliver training to new ADRs.

Penetrate

Penetrate specific target accounts.

Perform

Perform additional responsibilities as requested to achieve business objectives.

Plan

Plan and implement activities and promotions for the local accounts in consultation with the RSM.

Prepare

Prepare and deliver sales proposals and contracts.

Produce

Produce wine, and cocktail lists by working with BRANDMUSCLE.

Promote

Promote a strong sense of urgency for reaching goals and key deliverables.

Prospect

• Prospect strategic accounts and secure meetings with key managers and executives.

• Prospect strategic accounts and secure meetings with key talent acquisition executives.

Provide

• Provide a rolling sales forecast for the accounts handled to the RSM.

• Provide feedback and market insights to the product development team.

• Provide product and service recommendations based on client needs.

• Provide services that consistently delight our clients and talent.

• Provide training and support to the sales team.

Reach

Reach out to Security, Compliance, and IT stakeholders via phone, email, and social media.

Research

Research and identify high-potential stakeholders in our target accounts.

Resolve

Resolve customer concerns and issues in a timely manner.

Review

Review distributor financial health (pipeline and outstanding).

Set

• Set individual goals, performance and growth for the project management team.

• Set meetings with stakeholders to support the sales team.

Stay updated on

Stay updated on industry trends and developments.

Track

• Track and maintain cost to sales for all spends on local accounts within agreed limit.

• Track and report sales performance and progress.

Understand

Understand talent's needs and help them meet their professional goals.

Update

Update lead and prospect activity in Salesforce to ensure effective lead management.

Use

Use a combination of tech and touch approaches that require exceptional documentation.

Work with

• Work closely with sales management to ensure ADR efforts are in line with sales objectives and needs.

• Work with all the merchandisers in the region at least once per quarter.

• Work within Salesforce.com to track key activities and update account information.

Most In-demand Hard Skills

The following list describes the most required technical skills of an Account Development Manager:

• Proficiency in sales techniques and strategies.

• Strong knowledge of the industry and market trends.

• Excellent understanding of the sales cycle and customer acquisition process.

• Experience with CRM software and sales automation tools.

• Ability to analyze sales data and generate insights.

• Proficiency in creating and delivering persuasive sales presentations.

• Knowledge of account management principles and practices.

• Familiarity with customer segmentation and targeting strategies.

• Competence in contract negotiation and closing deals.

• Understanding of financial analysis and ROI calculations.

• Proficiency in using sales forecasting and pipeline management tools.

• Experience with sales reporting and performance tracking.

• Knowledge of pricing strategies and competitive analysis.

• Understanding of customer relationship management techniques.

• Proficiency in using sales analytics and data visualization tools.

• Experience with market research and competitive intelligence.

• Knowledge of sales forecasting and budgeting processes.

• Understanding of digital marketing and lead generation techniques.

• Proficiency in using collaboration and communication tools.

• Familiarity with project management methodologies for sales initiatives.

Most In-demand Soft Skills

The following list describes the most required soft skills of an Account Development Manager:

• Outstanding negotiation and conflict resolution abilities.

• Effective time management and organizational skills.

• Proactive and self-motivated approach to work.

• Strong analytical and problem-solving skills.

• Adaptability and flexibility in a dynamic sales environment.

• Empathy and understanding of customer needs.

• Ability to work collaboratively in a team setting.

Conclusion

Account Development Managers play a pivotal role in driving business growth and expanding customer accounts. Their responsibilities encompass prospecting, relationship-building, sales strategy development, and revenue generation. In this blog post, we discussed the primary responsibilities of an Account Development Manager, including identifying prospects, nurturing client relationships, and executing sales strategies. Additionally, we highlighted the most in-demand hard skills, such as sales proficiency, industry knowledge, and CRM expertise. Furthermore, we emphasized the significance of essential soft skills, including communication, negotiation, and adaptability. By possessing a combination of these skills, Account Development Managers can effectively drive sales, foster client relationships, and contribute to the overall success of the organization.