Regional Account Manager
Regional Account Manager
Role , Responsibilities and Key Tasks
• Deliver weekly targeted objectives for cold calling, demonstrations, proposals, etc.;
• Maintain competent product and market knowledge;
• Accurately demonstrate software and services online and/or at customer sites; WebEx
• Meet quarterly and annual sales quotas and corporate targets;
• Attend trade exhibitions and user group meetings;
• Strategies on platform presentations, posters and publications at conferences;
• Maintain the company’s contact management database (salesforce.com) with accurate, up-to date contact and activity details;
• Produce weekly sales reports and daily work summaries;
• Provide feedback from current and potential customers to enhance product performance and service delivery;
• Support product development by testing new product releases and by acting as a User.
• Identify and make contact with potential customers;
• Respond to sales requirements from existing and potential customers;
• Maintain contact with existing and potential customers to promote sales and deliver detailed account plans;
• Assist in the identification of opportunities for new products and for the enhancement and development of existing products;
• Monitor and report on the activities of competitors and potential collaborators and to identify business opportunities and threats;
• Understand the market in which the company operates and how the company’s products and services are used within that market;
• Identify new markets, both by geography and by industry sector, for the company products;
• Ensure that the company has an in depth understanding of the company’s product Users and their ongoing needs;
• Develop an Account Strategic Plan. Earn support to execute within the company and at a senior level with all customers;
• Communicate the client’s goals and represent the client’s interests to the team;
• Provide regular two-way communication between the client and the team, to provide strong team representation and set proper client expectations;
• Pricing management including inflation indexation and margin improvement;
• Ensure that client issues are dealt with in an efficient manner, informing the CEO of any problems that may arise;
• Ensure that all processes and procedures are completed, quality standards are met, and that projects are profitable;
• Responsible for all client communications, conflict resolution, and compliance on client deliverables and revenue;
• Review all major deliverables (i.e. strategic brief, function spec, tech spec, etc.) to ensure quality standards and client expectations are met;
• Responsible for understanding and maintaining marketing strategies to meet agreed upon company objectives;
• Evaluate customer research, market conditions, and competitor data, and implement marketing plan alterations as needed;
• Responsible for the selling/marketing of company products and services to the right market whether B2B or B2C;
• Demonstrate technical sales/marketing skills and company product knowledge;
• Develop an annual sales plan in conjunction with the marketing department. This should detail the year’s activity to meet agreed upon company objectives;
• Budget management. Deliver all sales/marketing activity within the agreed upon budget;
• Conduct market research in order to identify market requirements for current and future products;
• Develop and implement a company-wide plan to push the company’s products, working with all departments for its execution;
• Analyze potential strategic partner relationships for product lines.
Communication and Information
• Ensure effective internal communications both within the Sales, Project Management, Customer Support, Research and Development and Marketing teams across the organization as a whole;
• Seek to continuously improve relations with coworkers in regard to the provision of efficient communications to facilitate product development and issue management;
• Motivate all staff to share pertinent information about the market to facilitate the ease of recording, retrieval and use of information;
• Report to and meet with the Head of Sales at a minimum of once per week;
• Lead, motivate, and energize internal and external team members to produce a winning capture effort.
• Identify and build the capture team needed to win assigned bids;
• Work closely with multiple internal and external groups (e.g. Operations, HR, Finance, Project Management, Development, Support, and Sr. Management etc.) as needed to produce a winning effort;
• Develop and execute strategies for lead generation, new business, sales, and other matters related to new revenue generation;
• Provide market feedback to management regarding competitive offerings, prospect needs, and generate new business and project development ideas;
• Demonstrate the ability to interact and cooperate with all company employees;
• Build trust, value others, communicate effectively, drive execution, foster innovation, focus on delivery to customers, collaborate with others, solve problems creatively and demonstrate a high level of integrity;
• Maintain professional internal and external relationships that meet company core values;
• Proactively establish and maintain effective working team relationships with all support departments.
Role , Responsibilities and Key Tasks
• Deliver weekly targeted objectives for cold calling, demonstrations, proposals, etc.;
• Maintain competent product and market knowledge;
• Accurately demonstrate software and services online and/or at customer sites; WebEx
• Meet quarterly and annual sales quotas and corporate targets;
• Attend trade exhibitions and user group meetings;
• Strategies on platform presentations, posters and publications at conferences;
• Maintain the company’s contact management database (salesforce.com) with accurate, up-to date contact and activity details;
• Produce weekly sales reports and daily work summaries;
• Provide feedback from current and potential customers to enhance product performance and service delivery;
• Support product development by testing new product releases and by acting as a User.
• Identify and make contact with potential customers;
• Respond to sales requirements from existing and potential customers;
• Maintain contact with existing and potential customers to promote sales and deliver detailed account plans;
• Assist in the identification of opportunities for new products and for the enhancement and development of existing products;
• Monitor and report on the activities of competitors and potential collaborators and to identify business opportunities and threats;
• Understand the market in which the company operates and how the company’s products and services are used within that market;
• Identify new markets, both by geography and by industry sector, for the company products;
• Ensure that the company has an in depth understanding of the company’s product Users and their ongoing needs;
• Develop an Account Strategic Plan. Earn support to execute within the company and at a senior level with all customers;
• Communicate the client’s goals and represent the client’s interests to the team;
• Provide regular two-way communication between the client and the team, to provide strong team representation and set proper client expectations;
• Pricing management including inflation indexation and margin improvement;
• Ensure that client issues are dealt with in an efficient manner, informing the CEO of any problems that may arise;
• Ensure that all processes and procedures are completed, quality standards are met, and that projects are profitable;
• Responsible for all client communications, conflict resolution, and compliance on client deliverables and revenue;
• Review all major deliverables (i.e. strategic brief, function spec, tech spec, etc.) to ensure quality standards and client expectations are met;
• Responsible for understanding and maintaining marketing strategies to meet agreed upon company objectives;
• Evaluate customer research, market conditions, and competitor data, and implement marketing plan alterations as needed;
• Responsible for the selling/marketing of company products and services to the right market whether B2B or B2C;
• Demonstrate technical sales/marketing skills and company product knowledge;
• Develop an annual sales plan in conjunction with the marketing department. This should detail the year’s activity to meet agreed upon company objectives;
• Budget management. Deliver all sales/marketing activity within the agreed upon budget;
• Conduct market research in order to identify market requirements for current and future products;
• Develop and implement a company-wide plan to push the company’s products, working with all departments for its execution;
• Analyze potential strategic partner relationships for product lines.
Communication and Information
• Ensure effective internal communications both within the Sales, Project Management, Customer Support, Research and Development and Marketing teams across the organization as a whole;
• Seek to continuously improve relations with coworkers in regard to the provision of efficient communications to facilitate product development and issue management;
• Motivate all staff to share pertinent information about the market to facilitate the ease of recording, retrieval and use of information;
• Report to and meet with the Head of Sales at a minimum of once per week;
• Lead, motivate, and energize internal and external team members to produce a winning capture effort.
• Identify and build the capture team needed to win assigned bids;
• Work closely with multiple internal and external groups (e.g. Operations, HR, Finance, Project Management, Development, Support, and Sr. Management etc.) as needed to produce a winning effort;
• Develop and execute strategies for lead generation, new business, sales, and other matters related to new revenue generation;
• Provide market feedback to management regarding competitive offerings, prospect needs, and generate new business and project development ideas;
• Demonstrate the ability to interact and cooperate with all company employees;
• Build trust, value others, communicate effectively, drive execution, foster innovation, focus on delivery to customers, collaborate with others, solve problems creatively and demonstrate a high level of integrity;
• Maintain professional internal and external relationships that meet company core values;
• Proactively establish and maintain effective working team relationships with all support departments.