Strategic Account Manager

JOB SUMMARY: The Account Manager is responsible for direct sales to new and existing customers. Product offerings include but are not limited to: Voice Telecommunications services for Business (SIP, Hosted Voice, ISDN PRN, and Analog services), WAN/MAN Networking and Internet.

Levels of Account Managers:

• Strategic Account Manager
• Sr. Strategic Account Manager
• Major Account Manager
• Named Account Manager

Note - A different quota corresponds with each level

ESSENTIAL DUTIES, FUNCTIONS & KEY ACCOUNTABILITIES: (include but are not limited to)

• Creates and maintains long term relationships with business customer authorized representatives
• Maintains customer retention and revenue
• Performs regular (annual and/or quarterly) account reviews for strategic customer accounts
• Sells business products and services to new and existing business customers
• Prospect in assigned territory to identify business customer product needs and negotiate/execute service agreements
• Tracks and renews long-term service agreements
• Reviews strategic customer invoices as needed for quality assurance purposes
• Responds via phone or email to customer inquiries
• Handles incoming business sales calls while providing excellent customer service
• Performs solution selling of business products/services via inbound and outbound calls
• Meets with business customers face-to-face as needed or requested by customers
• Develops creative business development and selling strategies including, but not limited to, lead generation, prospecting, sales funnel management, forecasting, account management, expansion of technical knowledge, presentation development and delivery, and closing business
• Creatively identifies new sales opportunities by researching and targeting prospective companies and key contacts using all available resources: marketing leads, business intelligence tools/internet research, business referrals, etc.
• Works with Sales Manager to identify and develop sales targets and strategies including identifying market trends and evaluating the competitive landscape
• Simultaneously manages customer/prospect needs and expectations while meeting monthly, quarterly, and annual sales plan quotas
• Performs a high volume of Business Development activities for prospects and current customers utilizing MS Office (Excel, Word, and Outlook) and Salesforce CRM to follow up on customer needs, maximize sales potential, and exceed sales quotas
• Demonstrates the greatest ethical and business standards and acts with the highest degree of professional integrity
• Represents Company products at pertinent industry events and tradeshows reinforcing Company/vendor relationships
• Keeps Salesforce up to date with information regarding customer and prospect opportunities
• Follows proper procedure and tasks for the closed order process
• Attends and participates as appropriate in staff meetings and other meetings as necessary
• Other duties as assigned

PERFORMANCE STANDARDS:

• Goal oriented and self-motivated with a strong desire to succeed in a team atmosphere; action and solutions oriented
• Detail oriented with exemplary organization and communication skills (written, verbal, and presentation) balanced with equally strong listening, interpersonal, and relationship-building skills
• Energized by working in a fast-paced work environment
• Displays confidence while interacting with business contacts at all levels of the organization
• Exhibits strong integrity and possesses a high standard of accountability; honest, fair and ethical in all internal and external business dealings
• Committed to quality and continuous improvement
• Proactive in researching and profiling business prospects to identify key contacts and uncover potential sales opportunities; experienced with utilizing the internet and business intelligence tools for research and prospecting
• Resourceful and creative with a proven ability to meet/exceed sales quotas including creative sales plans, independently identifies prospects and account objectives, displays willingness to make outbound calls for the purpose of prospecting for new business, developing current accounts, and proposing and closing business
• Able to generate a high volume of activity to both prospects and current customers
• Displays experience with MS Office (Excel, Word and Outlook) and CRM tools such as Salesforce.com
• Has excellent communication and interpersonal skills
• Ability to work with all levels of the organization

BEHAVIORS:

Upholds and acts in accordance with REV's Guiding Principles.

EVALUATION:

Performance of this job will be evaluated in accordance with procedures established by the company.

QUALIFICATIONS & PREREQUISITES

Required

All Levels:

• Must have a valid driver's license and reliable transportation
• High school graduate or GED

Strategic Account Manager:

• Minimum of 2 years' experience in Account Management and/or Customer Service required
• Minimum of 2 years sales experience required

Sr. Strategic Account Manager:

• 5 years of sales experience for a software and/or hardware solutions provider required

Preferred:

• Prior sales experience in the telecom and/or datacenter industry
• Experience using Salesforce or equivalent CRM application
• Bachelor's Degree in business, marketing, or a related field

GENERAL INFORMATION:

This job description does not restrict the company's right to assign or reassign duties and responsibilities of this job at any time. This job description is subject to change at any time.