Senior Market Manager; Miami, FL

Role Summary

Manages and develops a segment of the portfolio to deepen customer relationships and grow accounts through strategic planning. Acts as trusted advisor to accounts in portfolio. Takes ownership of customer problems, including leading and driving internal and external solutions. May lead contract negotiations for smaller accounts. Shares best practices across teams and regions.

• Experience:
  
  5+ years for Bachelor's, 3+ years for Master's.
• Education:
  
  Bachelor's or Master's degree or equivalent.
• Functional/Technical
  
  Skills:
  
  proficiency in English and local language of market(s) where applicable.
• Impactful communicator; adept in sales techniques.
• Portfolio management, negotiation with Director and C‑suite, cross‑selling, managing operational complexity.

• Establishes new and fosters existing trusted relationships with key decision makers/influencers on customer accounts.
• Contributes ideas regarding how to create business opportunities (e.g., progress meetings, fact‑finding/exploratory meetings) to strengthen and grow customer account.
• Looks for signals that the customer may need additional products/services and navigates through appropriate organization channels to ensure important account business issues are identified and acted upon.
• Completes and manages dynamic local, regional, or chain‑level account plans based on an understanding of customer need and industry trends; prioritizes time based on the account’s value for the organization or likelihood of success.
• May be required to develop market/territory plans, represent company at industry events, or build company profile in location.
• Demonstrates understanding of how the organization does business (e.g., business model, operations, financial performance, key success factors).
• Applies understanding of policies, practices, trends, and information (including competitors) that impact the organization and its customers to anticipate and plan for each step of a project.
• Demonstrates a deep understanding of the financial impact of decisions/solutions and how own role contributes to positive outcomes.
• Prepares and articulates a business issue impacting own team and helps develop the rationale for addressing it.
• Assists in the identification and analysis (e.g., cost/benefit, risk) of potential solutions to address the business need.
• Builds productive relationships with legal resources; partners to develop appropriate contract terms for simple contracts.
• Negotiates simple or short‑term contracts and replaces those with complex multi‑year contracts for account or regional account.
• Demonstrates compelling rationale while explaining ideas to gain support to resolve issues and effectively influence others.
• Offers alternatives and suggestions to address areas of difference to find common ground; calculates costs and benefits of possible solutions and the implications of not reaching an agreement.
• Aligns products, technology, and offerings to account and market needs, driving strong business outcomes.
• Builds and maintains thorough working knowledge of company’s offerings and expertise; uses this knowledge to meet customer needs.
• Builds relationships with key individuals within the team, department, and organization and strategically builds relationships to support total portfolio and organization needs.
• Builds working knowledge of customer industry, including market trends and economic challenges and competitive market.
• Meets with customers to discuss needs and seek feedback on value of products or services.
• Supports the interpretation of data relative to performance of products, services, and solutions against customer expectations.
• Provides ongoing input to senior management in developing effective and scalable solutions to improve process efficiencies.

The total cash range for this position in Miami is $ to $. Employees in this role have the potential to increase their pay up to $ based on ongoing, demonstrated, and sustained performance. Incentive plan performance above target will also earn more than the incentive target compensation amount. Pay ranges may be modified in the future.

Medical, dental, vision, paid time off,…