Main Responsibilities and Required Skills for Sales Account Manager
A Sales Account Manager is responsible for developing and maintaining relationships with accounts. They prospect and acquire new business accounts and monitor and analyze sales, adoption and engagement metrics. In this blog post we describe the primary responsibilities and the most in-demand hard and soft skills for Sales Account Managers.
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Main Responsibilities of Sales Account Manager
The following list describes the typical responsibilities of a Sales Account Manager:
Achieve
Achieve and exceed sales targets / quotas.
Achieve consistent market share retention and growth throughout assigned territory.
Achieve sales objectives within the context set by the VP, Sales-Specialty Automation.
Assist with
Assist internal teams with client support, including training and onboarding.
Assist in the development of RFP, RFQ and Presentations to prospective clients.
Assist with challenging client requests or issue escalations as needed.
Assist with developing consistent costing / pricing models for our services.
Assist with high severity requests or issue escalations as needed.
Assist with sales positioning on partner leads and work alongside partners to close opportunities.
Attain
Attain personal quarterly and yearly quotas.
Attain sales and retention targets, as set out within annual target.
Attend
Attend Industry trade shows in your region as required.
Balance
Balance contractual issues of the engagement coordinating with other division.
Build
Build and fosters strong customer relationships.
Build a pipeline of opportunities working alongside your customers and manage the sales stages.
Build client-facing materials such as RFPs and presentation decks.
Build lasting relationships with partners.
Build your book of business with a company that cares about its clients, employees and community.
Call
Call existing customer accounts to maintain sales and grow accounts.
Capitalize
Capitalize on customer experience and satisfaction to achieve the sales targets.
Collaborate with
Collaborate closely with other team members and a set of cross-functional business unit.
Collaborate with Subject Matter Experts to identify and qualify lead opportunities.
Collect
Collect and construct market / account intelligence data.
Conduct
Conduct regular performance reviews and get partner feedback to management.
Conduct target account prospecting and sales calls / demos.
Conduct virtual webinars and training sessions.
Contact
Contact new and existing customers, schedule sales calls and follow up on leads.
Contact targeted clients through cold calls and emails, using every relevant.
Contribute to
Contribute to a fast-growing company and be part of something big.
Contribute to the successful attainment of product range sales and profitability objectives.
Coordinate
Coordinate resources throughout the sales cycle, including product support and sales engineering.
Create
Create estimates, proposals and properly present them to clients.
Create, present and submit sales proposals and collect owed money in a timely fashion.
Define
Define and drive strategic and tactical plans for fast-growing product usage in client organizations.
Define and implement sales-in strategies that grow revenue base and market share for the business.
Develop
Develop account plans with partner to grow the company's share of the business.
Develop and execute a territory plan to grow business within your assigned territory.
Develop and maintain exceptional customer relationships.
Develop and maintain consistent and accurate pipeline.
Develop and maintain long-term relationships with accounts.
Develop and maintain senior-level relationships within target accounts.
Develop and manage sales relationships with Alliance partners.
Develop code directives for certain products while maintaining target margin goals.
Develop growth within house accounts to increase profitability.
Develop positive relationships with clients.
Develop programs and promotions to deliver on growth goals.
Direct
Direct sales forecasting activities and set performance goals accordingly.
Drive
Drive Outbound Sales Efforts.
Drive revenue from your dedicate client accounts to achieve targets.
Drive sales activities in assigned territory with a focus on new consulting sales pipeline growth.
Element
Element employees make a difference in the lives of others every day.
Ensure
Ensure all customer queries are dealt with effectively and in a timely manner.
Ensure new members are fully informed about the benefits Victor can offer.
Ensure ongoing customer satisfaction during presales and post sales engagements.
Ensure partners are compliant with legal and SBC practices.
Ensure planning and customer relationships turn into tangible sales.
Ensure the timely update of the sales funnel.
Enter
Enter sales orders into SAP system.
Establish
Establish and maintain account plans to promote sales growth.
Establish annual and quarterly sales objectives and quota in support of national objectives.
Establish a timeline of events.
Establish key contacts with industry leaders to maintain and grow knowledge of the K12 Market.
Exceed
Exceed Quarterly / Annual Region Revenue and customer acquisition / retention Targets.
Figure out
Figure out customer needs and produce proposals and SOW's to seek the issues.
Follow-up
Follow-up and report on the status of accounts and transactions.
Follow-up / Cold Call experience in the SaaS Companies.
Follow-up consistently with all prospects until decisions are made.
Fulfill
Fulfill monthly sales target with the sales team.
Fulfill pDVM marketing needs to streamline referrals.
Gain
Gain satisfaction from following through with tasks and seeing projects to completion.
Grow
Grow current local market by selling cases of bottles and cans.
Grow the existing revenue stream and proactively manage accounts.
Help
Help improve our current customer service strategy.
Help improve our current onboarding strategy.
Identify
Identify and act on opportunities to sell additional products and value-added services.
Identify and escalate key inhibitors to achieving sales results.
Identify and provide value added services (marketing, advertising, and similar) to key accounts.
Identify decision makers - have a discussion about business issues.
Identify new business prospects and industries with a research-based approach.
Identify opportunities for marketing and promotion.
Identify sales opportunities, generate leads, close deals and manage accounts on a daily basis.
Identify sales targets to penetrate within critical states.
Improve
Improve bottle / can brand assortment and availability with customers.
Improve overall customer satisfaction in assigned customer accounts.
Initiate
Initiate and then lead customer dialogue for identified opportunities.
Interact with
Interact and built rapport with decision maker in each customer location.
Investigate
Investigate and resolve customer issues.
Keep
Keep expense records and submit expense account reports on time and stay within budget goals.
Lead
Lead relationships with E-Commerce peers and executives and track execution of strategy.
Liaison with
Liaison with the finance team by forwarding customer purchase orders for invoicing.
Maintain
Maintain accurate and complete client files.
Maintain accurate customer pricelists.
Maintain a database of clients, prospects, partners and vendors.
Maintain and expand a database of prospects within your assigned territory.
Maintain and grow business with existing accounts.
Maintain a record of activity through email process and NetSuite.
Maintain a robust sales pipeline.
Maintain a strong knowledge of industry and company operations.
Maintain customer relationships and function as the voice of the customer on an ongoing basis.
Maintain, nurture, and expand services offered to clients within assigned territory.
Maintain professional internal and external relationships that meet company core values.
Maintain relationships with our customer's buying team to ensure strong partnerships.
Maintain strong Salesforce opportunity hopper.
Make
Make daily outbound calls to new leads and receive inbound calls from developing leads.
Manage
Manage accounts and monitor areas of growth opportunities, advising on sell-through of buys.
Manage and track customer and transactional information into web-based system.
Manage a portfolio / pipeline of accounts to achieve long-term success.
Manage a sales territory.
Manage consultant reports.
Manage onboarding of new accounts in partnership with Director of National Sales.
Manage overall workload distribution.
Manage pipeline and forecast accordingly.
Meet
Meet all standards established for this position as outlined in the Sales Compensation Plan.
Meet and exceed sales goals.
Meet or exceed a defined sales plan.
Meet or exceed lead-to-contact KPI's defined by the business.
Monitor
Monitor all timeliness, quality and performance issues related to the sales department.
Monitor and analyze sales, adoption and engagement metrics.
Monitor client satisfaction and elevate issues of dissatisfaction for quick resolution.
Negotiate
Negotiate and close all contracts presented to potential customers.
Negotiate contracts and close agreements to improve profit.
Negotiate / renegotiates complex, high-value contracts.
Own
Own account relationships and drive overall customer success for assigned accounts.
Participate
Participate actively in national and regional conferences and user group meetings.
Perform
Perform estimating, take-off, and proposal duties as necessary.
Perform needs analysis to understand client's requirements for products and services.
Perform outbound contact to existing customers to sell additional services.
Perform proactive client care calls to External and Internal customers.
Plan
Plan and execute targeted prospecting activities and events to drive leads.
Prepare
Prepare and maintain sales data to cultivate new leads.
Prepare and review the annual budget for the area of responsibility.
Prepare for and deliver presentations to current prospective client groups.
Prepare new contracts and renewal business for clients.
Prepare quotes and negotiate sales transactions.
Prepare quotes and perform necessary follow-up for successful closing of the sale.
Prepare reports and forecasts on managed accounts.
Prepare reports on account status.
Present
Present and sell landscape enhancements to clients.
Present concise, insightful & engaging business arguments which influence media choices.
Present ideas to stakeholders in a precise, professional, and engaging manner.
Promote
Promote the full product line and services offered by ADT.
Prospect
Prospect and acquire new business accounts.
Prospect for new account opportunities.
Prospect for new sales opportunities within assigned territory.
Provide
Provide accurate and timely updates on pipeline and forecast utilizing SalesForce.
Provide accurate sales forecasts and account updates to management.
Provide accurate weekly / monthly / quarterly sales forecast for your assigned territory.
Provide a conduit for networking and sharing best practices with customers.
Provide a holistic approach with customers utilizing data and insights from different sources.
Provide a positive professional atmosphere supporting the whole sales process.
Provide feedback to internal company organizations to improve solution offering.
Provide in-region partnership evangelism.
Provide, or facilitate training opportunities for your accounts.
Provide product demonstration to prospects.
Provide sales support for existing customers as needed.
Provide strategic insight and critical thinking to assist with account growth.
Report
Report on regional sales results weekly to Regional Sales Director.
Report weekly on activities relating to prospecting and lead generation.
Represent
Represent Company at trade shows and exhibitions.
Represent the agency at local industry conferences, meet-ups, and events.
Sell
Sell the complete Red Hat portfolio of solutions within your assigned account.
Share
Share and utilize best practices of the business and peers on a regular basis.
Source
Source new sales opportunities through inbound lead follow-up and outbound calls and emails.
Suggest
Suggest innovative ideas to increase sales and improve customer experience.
Take
Take market research to next level by creating a knowledge database used in sales.
Take the lead and negotiate pricing and contractual terms within the guidelines to close sales.
Track
Track, monitor and report performance for each partnership.
Uncover
Uncover accounts which may be at risk and develop plans to mitigate.
Understand
Understand and demonstrate a robust understanding of BPS products 5%.
Understand customer's business objectives.
Understand products, pricing, and product knowledge.
Understand their business model as well as their current and future software needs.
Use
Use company-wide success and use cases as a blue print and add own ideas and vertical knowledge.
Use strategic thinking to solve customer problems quickly and efficiently.
Use your networking and professional selling skills.
Use your outside sales experience to prospect and develop new, exciting business relationships.
Utilize
Utilize consultative selling skills to determine customers' needs.
Utilize OMS system to understand the customer issues and how to solve them.
Utilize personal means to create selling opportunities.
Utilize proprietary technology to engage clients.
Visit
Visit properties within your assigned territory and form strong relationships.
Work with
Work closely with leadership team to learn from them.
Work from home and on the road when needed.
Work from your home office, traveling every other week to present to prospects.
Work through third parties for product promotion and delivery when required.
Work with applications engineering to develop winning concepts and sales proposals.
Work with own initiative and without supervision.
Work with senior management to develop territory strategy.
Most In-demand Hard Skills
The following list describes the most required technical skills of a Sales Account Manager:
Business Acumen
MS Office
Prospecting
Inside Sales
Financial Acumen
MS Outlook
Valid Driver's License
Pipeline Management
Most In-demand Soft Skills
The following list describes the most required soft skills of a Sales Account Manager:
Written and oral communication skills
Organizational capacity
Presentation
Problem-solving attitude
Interpersonal skills
Negotiation
Time-management
Attention to detail
Self-motivated
Self-starter
Analytical ability
Work ethic
Multi-task
Listening
Organized
Ambitious
Creative
Integrity
Consultative
Agile mindset
