The Account Manager is responsible for increasing the company’s revenues by achieving sales objectives within the assigned territory and/or account. This position also develops programs to achieve maximum sales volume consistent with sales projections.
Key responsibilities:
- Responsible for increasing revenue by achieving sales objectives in existing and new accounts.
- Create and manage territory and account strategies to deliver on price and product mix objectives.
- Provide product recommendations, samples, technical support, pricing and service information on demand.
- Provide product quotes and actively utilize value-selling tools and skills.
- Uncover and assess customer needs and develop and execute Value Proposition (Aligning Value).
- Demonstrate products and/or services and provide assistance in the best application of product and/or services.
- Proactively identify new accounts using screening techniques, referrals, and prospecting to potential customers within territory.
- Develop a thorough understanding of market conditions (e.g., current customers, potential customers, competitors) in assigned territory, and develop a strategy to achieve revenue goals.
- Conduct territory analysis and planning to enable appropriate allocation of time to accounts and customers.
- Responsible for securing and maintaining distribution of products and/or services and maintaining effective agreements.
- Use account management skills to plan and execute customer marketing/growth programs for customers.
- Creatively develop new applications for product lines.
- Channel or Key Accounts Specific: Responsible for selling to a designated channel. May identify new opportunities within the channel for potential business. Also responsible for needs analysis, development, negotiation, sale, delivery, and post-sale services to a group of clients.
- Participate in territory planning, customer planning and territory reviews. Develop and present SWOT analysis and make recommendations on products and growth opportunities.
- Maintain customer profiles and supply agreements.
- Establish pricing programs and strategies. Secure optimum product positioning within target accounts.
- Provide exceptional customer experience for business partners and prospects to develop long-term business opportunities.
- Navigate complex problems and structures to determine the best solutions for customer needs.
- Collaborate with other business units to evaluate volume, identify trends, ensure quality, and monitor budgets.
- Bachelor’s Degree required.
- Advanced language skills (spoken and written) in English & Chinese
- 5+ years applicable sales or related experience.
- Demonstrated successful experience in a sales position that involved negotiating complex transactions with upper-level management positions or similar experience.
- Skilled in developing sales penetration and growth strategies at targeted accounts.
- Proficient in assessing customer needs.
- Proven negotiation skills/experience.
- Excellent financial skills and business acumen.
- Skilled in conducting territory analysis and planning.
- Broad-based understanding of how to manage territory business.
- Skilled in communicating effectively with all levels of management on complex business issues.
- Understanding of applicable computer systems, such as Microsoft Office, Lotus Notes, and function specific software.
