Senior, Account Management

Department: Sales

Employment Type: Permanent

Location: Poland, Katowice

Description

The Account Management Team works to ensure that our customers are maximizing the value of their investment with Forterro. We believe in doing whatever it takes to make our customers successful, and the Account Management team drives that success every day. As a Account Manager, you'll be managing clients that are of strategic importance. Account Managers work to drive value that leads to expansion, renewals and customer satisfaction. You will be dedicated to finding additional opportunities within current client accounts by establishing lasting relationships with key decision makers. 

Key Responsibilities

• Proactively manage and maintain relationships with approximately 75 customers.
• Prioritise your customer base to ensure the greatest level of focus is placed on those with the highest potential.
• Exceed targets by upselling the following solutions to existing customers: Cloud Conversions, Additional Licenses / Modules and Recurring services.
• Leverage your sales metrics to develop short, medium and long-term sales plans to exceed your targets.
• Engage in the Opportunity Planning process, engaging the virtual team and ensuring the highest conversion rates.
• Build Account Plans that clearly articulate the customers objectives and challenges, how our solutions can help along with a tangible action plan to achieve results.
• Gain command of our corporate message, leverage data and insights to identify growth opportunities to help clients understand and grow their business.
• Conduct well-informed and consultative meetings with senior level executives to understand their objectives and clearly articulate how our solutions can help.
• Adhere to the Forterro Sales Process and adopt our sales best practices which includes MEDDPICC qualification and the creation of sales artefacts.
• Negotiate contracts that align with our profit targets whilst ensuring maximum value to the customer.
• Exceptional Salesforce hygiene to track customer activity, pipeline management and forecasting Prepare and present sales forecasts and performance reports to senior management.

Skills, Knowledge & Expertise

• Demonstrable track record of consistently growing existing customers in the high tech/SaaS space.
• Consistent and proven delivery of attaining quota targets and expert pipeline management.
• Well versed in value-based solution selling.
• Passionate about forecast accuracy, and dedicated follow up skills that allow nothing to fall through the cracks.
• Extremely well-versed in wholesale, distribution, manufacturing industries is a plus.
• Great presentation skills along with high confidence in engaging with decision makers.
• Powerful communication and interpersonal skills.
• Highly articulate via phone, email and in person is a differentiator, along with a positive engaged approach to working collaboratively with internal colleagues and external partners.
• Inspired by working in a constantly changing and evolving work environment where growth is non-stop.
• Savvy with Salesforce, PowerPoint, Word and Excel preferable.