Job Summary

Account Management/Key Accounts work focuses on medium to long-term planning and face-to-face selling of a variety of products, services and/or solutions across multiple lines of business for a defined group of existing clients including: - Developing medium to long-range sales plans and preparing strategies to protect, grow, and diversify the relationship with a defined group of existing customers - Identifying and managing interactions with assigned group of existing customers to identify cross/up and repeat sales opportunities - Resolving problems and ensuring customers receive high quality customer service - Developing client retention and growth plans and strategies for developing profitable business with assigned accounts - Reviewing and reporting on customer retention, business opportunity and market trends Incumbents in this specialization may be selling directly to the ultimate purchaser or indirectly through channel partners. Incumbents matching to this specialization are compensated based on achievement of sales targets.

Job Responsibilities

Leadership Competencies

Collaborating
Continuous Improvement
Business Awareness
Planning and Organizing
Quality Orientation
Analysis
Applied Learning
Building Customer Loyalty

Technical Competencies

Channel, Partner and Account Management
Product Strategy and Road-mapping
Product Development and Lifecycle Management
Customer Experience and Journey Design
Market and Competitive Intelligence
Portfolio and Project Management
Data Analytics and Revenue Insights
Governance, Risk and Stakeholder Communications
Go-to-Market and Launch Execution
Pricing, Commercial and Deal Structuring
Sales Operations and Enablement

Behavioral Expectations

Personality Traits

Internal Stakeholders

External Stakeholders

Key Account Executive (E-Commerce)

Officer-Account Executive

Account Executive