Commercial Account Manager

From maker to market, Encompass is revolutionizing how technology supports the modern beverage industry–from winemaking with our vintrace solution to beverage production and distribution with our Encompass solutions, we are unlocking new levels of growth and efficiency for our customers across the entire three-tier beverage supply chain.  Join our team of technology & beverage professionals as we drive innovation and modernization in one of the world’s oldest, and most passionate industries.

Your Impact at Encompass

We are seeking an experienced Commercial Account Manager to join our team and focus on expanding relationships with our existing commercial customers. This role requires a strategic, growth-oriented professional with a proven track record in account management, particularly in scaling customer relationships and increasing overall customer spend year over year.

As the primary point of contact for a portfolio of commercial clients, you will be responsible for driving revenue growth, enhancing customer satisfaction, and developing long-term account plans that align with the customers' evolving needs.

Prior experience working with producers of wine, beer, spirits or other beverages or beverage wholesalers is highly desirable but not required.

Key Responsibilities

This is an individual contributor role.

• Account Growth & Management: Manage a dedicated portfolio of existing Encompass customers. Meticulously prioritize renewal strategies and proactively identify opportunities to drive significant account growth through strategic upselling and cross-selling of relevant new products and services. Develop a comprehensive understanding of each customer's business needs and tailor solutions accordingly.
• Retention & Risk Mitigation: Assume full responsibility for achieving and consistently exceeding assigned customer retention targets by implementing proactive engagement strategies. Analyze churn risks and develop effective mitigation plans to ensure long-term customer relationships.
• Relationship Management & Advisory: Cultivate and maintain robust, enduring relationships with key customer stakeholders. Understand their strategic priorities and business objectives, and effectively position Encompass solutions as integral to their success. Act as a trusted advisor, providing valuable insights and guidance.
• Product Expertise & Adoption: Acquire and continuously update an in-depth understanding of the full suite of Encompass products and services. Proactively champion product adoption within customer organizations by developing and delivering personalized resources, educational initiatives, and comprehensive training programs.
• Strategic Planning: Develop comprehensive customer profiles and create and execute strategic growth plans for each account. Identify specific opportunities to expand the usage of the Encompass platform and align its capabilities with critical customer business outcomes.
• Customer Advocacy: Serve as a dedicated customer advocate within Encompass. Effectively communicate customer needs, feedback, and insights to relevant cross-functional teams, including product development, marketing, and support.
• Brand Ambassador: Develop compelling customer success stories and detailed case studies that articulate the tangible value and positive impact of Encompass solutions. Represent Encompass and its innovative solutions at key industry events, conferences, and networking opportunities.
• Off-boarding Process: When necessary, efficiently and professionally manage the customer off-boarding process, gathering comprehensive feedback to identify areas for improvement in both the product and the customer experience.

What you'll bring to Encompass

Preferred Qualifications and experience required for success in this role include: 

• Strong understanding of commercial-level sales and account management processes, including account planning and stakeholder management.
• Demonstrated ability to build and execute str