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.

5+ years for Bachelor's; 3+ years for Master's.

Bachelor's or Master's or equivalent experience.

• Proficiency in English and local language of the applicable markets.
• Impactful communicator.
• Impactful sales techniques.
• Portfolio management, negotiation with Director and C‑suite levels, cross‑selling, and managing operational complexity.

• Establish new and foster existing trusted relationships with key decision makers and influencers on customer
  * accounts.
• Contribute ideas regarding how to create business opportunities (e.g., progress meetings, fact‑finding/exploratory meetings) to strengthen and grow customer
  * accounts.
• Identify signals that the customer
  * may need additional products/services and navigate through the appropriate organization channels to ensure important customer
  * account business issues are identified and acted upon.
• Complete and manage dynamic local, regional, or chain‑level account plans based on an understanding of customer
  * needs and industry trends; prioritize time based on the account’s value for the organization or likelihood of success.
• Develop market or territory plans, represent the company at industry events, or build the company profile in the location when required.
• Understand how the organization does business (business model, operations, financial performance, key success factors).
• Apply knowledge of policies, practices, trends, and competitor information that impact the organization and its customers
  * to anticipate and plan for each step of a project.
• Understand the financial impact of decisions/solutions and how the role contributes to positive outcomes.
• Prepare and articulate a business issue impacting the team and help develop the rationale for addressing it.
• Assist in the identification and analysis of potential solutions to address business needs.
• Help determine the recommended solution, document the business case for change, and share with team leadership.
• Understand market dynamics and use that knowledge to influence customer
  * decisions and business outcomes.
• Help customers
  * understand the company’s standard contracts and terms and conditions; ask questions of peers when appropriate.
• Build productive relationships with legal resources; partner to develop appropriate contract terms for simple contracts.
• Seek assistance from senior staff to negotiate simple or short‑term contracts.
• Replace simple/short‑term contracts with complex multi‑year contracts for account or regional account.
• Demonstrate compelling rationale while explaining ideas to gain support to resolve issues and effectively influence others.
• Offer alternatives and suggestions to address areas of disagreement to find common ground; handle objections, disarm tactics effectively, and move out of deadlock situations to achieve favorable outcomes in each negotiation.
• Consider the situation from the point of view of the other party to identify a common ground; calculate costs and benefits of possible solutions and implications of not reaching an agreement.
• Align products, technology, and offerings to account and market needs, driving strong business outcomes.
• Understand the full array of the company’s offerings and areas of expertise; apply this knowledge to meet the needs of the customer*.
• Build and maintain a thorough working knowledge of products, technologies, offerings, etc.
• Understand competitors’ products and services, as well as their strengths and weaknesses.
• Build relationships with key individuals within the team, department, and organization.
• Strategically build relationships to support total portfolio and organization needs.
• Build relationships within the industry outside the account.
• Build working knowledge of customer
  * industry, including market trends, economic…