Corporate Account Manager

Corporate Account Manager

Summary:

This high profile positions requires a person with Strong Implementation skills. This person Identifies/researches and/or qualifies targeted corporate account prospects in a specific geography or vertical market segment. Prospects are received from the field, e-procurement partners or own prospecting efforts and must be aligned with the organizations Ideal Customer Profile. Makes contact with the appropriate management levels and decision makers within the potential client organization to propose and secure new national account agreements. Prepares and delivers sales presentations that address the prospective clients’ needs and leads to the establishment of new national account agreements/contracts. Gathers, organizes, and analyzes information of targeted national accounts and competitive information associated with these accounts for use in potential proposals/agreements. Establishes and cultivates relationships with potential national accounts and the corporate  field sales organization to arouse interest in the organizations Corporate Account program and eventually sign up new accounts. Responds to prospective customer Requests for Information and Proposal and negotiates pricing and other terms of new national account agreements with prospective clients to ensure maximum revenue and profit from new agreements to include terms and conditions that will minimize the company’s risk. Sells the organizations complex value basket and services to clients, including e-procurement integrations, and represents the organization at trade shows and industry functions. Communicates all aspects of newly prospected and signed national account agreements to Corporate Account Managers, Account Coordinators and field sales to ensure proper transition to National Account Managers in the field , roll-out, penetration and development of new agreements.

Experience and Education:

A Bachelor's degree in Business or the equivalent is required. Minimum of three years industrial/manufacturing/distributing sales experience and Corporate Account sales experience is required.

Skills:

Knowledge of Corporate Account sales and prospecting techniques is required. Excellent sales, negotiation, relationship building and closing skills and techniques are required at multi-site, $1 billion+ national organizations. Computer literacy and proficiency in word processing, spreadsheet, and presentation software is required. Knowledge of e-business as it relates to national accounts is required. Excellent oral and written communications skills are also required.