Strategic Account Manager

Summary

This position is responsible for the sales of the organziation’s full product range to new and existing customers. This position collaborates to convert qualified prospects to satisfied customers, assessing customer needs and proposing innovative workspace solutions that meet customer requirements. The individual develops proposals and sales presentations for new and existing clients while actively maintaining customer relationships to achieve profitable account penetration.

This individual provides input into his/her sales and gross profit goals, monitors progress toward established goals, and adjusts activity as needed to achieve or exceed goals.

• Relationship Building / Pre-Sale Advising
  • Maintain current understanding of industry trends and technical developments that affect customers
  • Assess potential customers’ business needs
  • Collaborate with internal partners to develop integrated potential solutions for customers
  • Provide customers with relevant information and recommend integrated solutions that address their business challenges
  • Demonstrate Creative’s expertise and value to existing and prospective customers
• Selling
  • Develop sales proposals for customers, coordinating information from multiple disciplines into formal proposal
  • Deliver sales presentations
  • Develop and deliver technical presentations and workshops
  • Coordinate with internal partners to develop profitable winning bids
  • Act to close deals and finalize contracts
• Account Management
  • Ensure exceptional customer service quality
  • Respond to customer inquiries and requests promptly and thoroughly
  • Make regular sales calls to existing customers.
• Prospecting
  • Develop and continually work various client networks (e.g. real estate professionals, architects and designers, general contractors, and C-suite executives), particularly network within the associated with current customers
  • Establish and maintain industry contacts
  • Research, develop and maintain prospect lists of potential customers within existing customer organizations
  • Develop and execute strategic activities with existing customers
• Forecasting, Budgeting Planning (individual)
  • Provide input regarding sales quotas and goals
  • Plan activities to achieve established sales targets
  • Monitor individual performance against goals
  • Meet or exceed established sales targets; analyze discrepancies and adjust activity to meet or exceed targets

• Creativity/Innovation - Generates new ideas, challenges the status quo, takes risks, supports change, encourages innovation, solves problems creatively.
• Customer Focus - Builds customer confidence, is committed to increasing customer satisfaction, sets achievable customer expectations, assumes responsibility for solving customer problems, ensures commitments to customers are met, solicits opinions and ideas from customers, responds to internal customers.
• Results Focus - Targets and achieves results, sets challenging goals, prioritizes tasks, overcomes obstacles, accepts accountability, sets team standards and responsibilities, provides leadership/motivation.
• Adaptability/Flexibility - Adapts to change, is open to new ideas, takes on new responsibilities, handles pressure, adjusts plans to meet changing needs.
• Communication - Communicates well both verbally and in writing, creates accurate and punctual reports, delivers presentations, shares information and ideas with others, has good listening skills.
• Negotiation Skills - Conducts positive negotiations, ability to compromise, handles conflict, seeks common ground, articulates own and others goals, stays focused on positive outcome.
• Personal Organization - Keeps information organized and accessible, maintains clean/functional work space, works systematically/efficiently, manages time well.
• Product Knowledge - Knows and explains product features/benefits, understands/sells the full product line, understands customer's business operations and needs, understands/responds to the competition, applies market knowledge.
• Sales Skills - Develops new business, identifies and sells to customer needs, translates product features to benefits, has good listening skills, is sensitive to customers, delivers…