Account Manager, Sales (Enterprise and Government accounts)
Job Summary
The Premium Account Manager is responsible for managing and growing a portfolio of Company's premium accounts, including large enterprises and government agencies. This role focuses on driving revenue growth, account penetration, and adoption of Company's products and solutions through direct engagement with key decision-makers, including C-level stakeholders. By applying a consultative selling approach, the Premium Account Manager will build strong, strategic relationships, identify opportunities, and execute account strategies that maximize Company's share of wallet within target accounts.
Key Accountabilities
1. Account Management & Growth:
- Own a defined portfolio of premium accounts and act as the primary point of contact.
- Develop and execute strategic account plans to achieve revenue targets and increase Company's market share.
- Drive account penetration and adoption of Company's solutions, including printing, visual communications, and sustainability-driven offerings
2. Stakeholder Engagement:
- Build trusted relationships with C-level executives, IT decision-makers, procurement, and business stakeholders.
- Understand customer business needs and position Company as a strategic partner.
3. Consultative Selling:
- Apply a solution-selling approach to identify and address customer pain points
- Propose tailored solutions that meet customer objectives and support their digital transformation initiatives.
4. Collaboration & Execution:
- Work closely with channel partners (supported by the channel team) to ensure smooth fulfilment and deployment.
- Collaborate with internal teams including marketing, technical support, and presales to deliver exceptional customer experience.
5. Performance Tracking:
- Monitor account performance, pipeline development, and customer satisfaction.
- Provide accurate forecasts and regular reporting to management.
Key Job Requirements
1. Education & Experience:
- Bachelor's degree in Business, Marketing, IT, or related field preferred.
- Minimum 5 years of enterprise account management experience, preferably in IT, AV, or Office Automation solutions.
2. Technical & Business Knowledge:
- Strong understanding of enterprise IT and AV solutions, and experience selling to large organizations or government agencies.
- Proven track record in driving account growth and meeting/exceeding revenue targets.
3. Skills & Competencies:
- Excellent relationship management and consultative selling skills.
- Strong business acumen with the ability to engage senior-level decision-makers.
- Effective communication, presentation, and negotiation skills.
