Strategic Account Manager

4 weeks ago

Dallas, Texas, United States Wesco Full time
Enterprise Account Manager

As a key member of the Communications & Security Solutions team, you will be responsible for selling the entroCIM platform and other software solutions to large enterprise clients. Your primary focus will be on establishing, developing, and expanding key accounts that generate significant revenue for the organization.

You will research and pursue new business opportunities, creating connections with influencers, executives, and decision-makers. Your excellent service and support will ensure client satisfaction, leading to long-term accounts. You will serve as a liaison between the client and other internal departments to expedite any assistance needed.

Your territory will be based on your location, and you will be responsible for implementing and developing strategic plans to drive profitability and achieve company objectives.

You will engage with internal and external stakeholders at all levels to effectively implement and develop customer account plans. This will involve driving new business development within named accounts, researching, qualifying, contacting, presenting, and closing new clients based on an assigned territory or market segment.

You will manage, develop, and identify sales strategies to improve sales productivity. You will continuously develop relationships with priority customer stakeholders, understanding their key business issues and recommending ways to deliver value.

You will also serve as a liaison between the field and Global Accounts teams, pursuing new agreements, Value-Add/Total Cost of Ownership (TCO) commitments, and increasing customer wallet-share.

You will communicate customer activity, opportunity status, renewal status, and strategic plan progress to management. You will lead solution development efforts that best address customer needs, engaging supplier sales resources to enlist their support and create solutions.

As an expert in strategic selling, you will take the lead in high-level sales engagements, providing pre/post-call coaching to branch sales team. You will have a proven track record of success in sales, with a minimum of 5 years of experience as an Account Manager of large account portfolios.

You will have experience managing multiple stakeholders and projects, with a history of success maintaining and developing key relationships. You will have strong negotiation and problem-solving skills, with proficiency in CRM software and Microsoft Office.

You will be a self-starter, able to work efficiently under pressure, and have excellent communication and interpersonal skills with an aptitude for building strong client relationships.

Responsibilities:

  • Implements and develops strategic plans to drive profitability and achieve company objectives.
  • Engages with internal and external stakeholders at all levels to effectively implement and develop customer account plans.
  • Drives new business development within named accounts.
  • Manages, develops, and identifies sales strategies to improve sales productivity.
  • Continuously develops relationships with priority customer stakeholders, understands their key business issues, and recommends ways to deliver value.
  • Liaison between the field and Global Accounts teams as it relates to pursuing new agreements, Value-Add/Total Cost of Ownership (TCO) commitments, and increasing customer wallet-share.
  • Communicates customer activity, opportunity status, renewal status, and strategic plan progress to management.
  • Leads solution development efforts that best address customer needs.
  • Engages supplier sales resources to enlist their support and create solutions.
  • Expert in strategic selling and takes the lead in high-level sales engagements.

Qualifications:

  • High School Degree or Equivalent required; Bachelor's Degree preferred.
  • 5+ years proven sales experience as an Account Manager of large account portfolios.
  • Experience managing multiple stakeholders and projects.
  • History of success maintaining and developing key relationships.
  • Success in strategic planning, resource allocation, leadership techniques, production methods, and coordination of people and resources.
  • Ability to understand where potential exists in assigned accounts and can recognize and create opportunities.
  • Excellent communication and interpersonal skills with an aptitude for building strong client relationships.
  • Strong negotiation and problem-solving skills.
  • Proficiency with CRM software and Microsoft Office.
  • Self-starter and able to work efficiently under pressure.

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