Strategic Account Manager
Purpose/Summary:
Manages the sales relationship for existing large contracts/programs with a goal of growing revenue and margin. The SAM will be responsible for ensuring terms, conditions and specifications of the contract are fully executed. The SAM will create and track metrics specific to each program and will be the primary interface with the customer’s daily requirements. He/she will coordinate with internal Specialists on other teams regarding on-going maintenance of contract items related to workbooks, uniform programs, Accounts Receivable, DIL’s, Contract Tracking Documents, fulfillment, costs, product changes and additional items to support the needs of the contract.
WHAT YOU’LL DO
- Maintain the requirements of the large contract
- Own the customer relationship
- Work to grow revenue and margin within the account
- Manage the contract to ensure compliance with terms, conditions, specifications of the contracts
- Ensures all internal processes related to the execution of the contracts are correct and complete: Inventory Planning / Backorder Management, Distribution / Logistics, Order entry/fulfillment tracking and compliance
- Develops and communicates the reporting of contract metrics
- Utilizes the fundamentals of Project Management to ensure account activities are tracked and communicated, ie., Scope of work, Project implementation (timeline, action items, accountability), Develop Standard Operating Procedures
- Drive continuous improvement in all metrics as well as the client relationship for business retention
- Work collaboratively with regional sales team to develop and execute sales strategy for assigned territory
- Recommend alternative products that benefit the end user and promote add-on sales.
- Provide status reports that reflect such information as forecast of revenue and margin, customer activity and retention issues
- Collaborates with Contract Management in planning, writing/editing and delivering RFI/RFP responses for assigned accounts by established deadlines
- Provides regular input to sales leadership for strategic planning, sales forecasting and core process improvements from interactions and feedback from assigned customers
Requirements:
- Successful track record in Managed Account Sales
- Can provide leadership for cross functional efforts related to contracts
- Good knowledge of products involved in contracts
- 3-5 years experience in Managed Account Sales, Operations, Product Management
