Job Description
Account Manager
At Advantive, we make purpose-built software for specialty manufacturing and distribution businesses that streamline complex processes, optimize operations visibility and throughput, and drive improved quality, profitability, and revenue growth. Deeply embedded in our customers businesses, Advantives software solutions add value along the full manufacturing and distribution lifecycle. Our customers, who include corrugated and packaging manufacturers, equipment and supply wholesale distributors, and automotive and other specialty manufacturers, benefit from our solutions that have been honed over decades in the marketplace. We know our customers businesses intimately and deliver software to address their needs.
The Account Manager reports to the Manager, Account Management, and is responsible for driving revenue growth within our existing customer base. You will represent the full breadth of our portfolio to customers in your assigned territory, identifying opportunities to both upsell existing products and cross-sell new products to those customers, and achieving monthly and quarterly sales objectives. This role involves a strategic, methodological approach to account expansion, focused on understanding the evolving needs of our customers and in positioning our solutions to meet those needs. This is a farming role that requires mastery of the entire sales cycle, including developing new and existing relationships at all levels within our customers businesses. You will be responsible for understanding our product offerings and competitive landscape and identifying growth opportunities by building and executing detailed account plans. You will be adept at selling strategies that emphasize the value that products and services deliver in solving customers biggest problems.
Key Responsibilities
+ Develop and execute initiatives that enhance customer value and engagement through strategic use of company software and services.
+ Implement advanced sales methodologies and qualification frameworks to increase deal conversions and win rates effectively
+ Effectively present and promote the companys value proposition and product portfolio to stakeholders and potential customers to drive engagement and sales
+ Direct and optimize the sales pipeline to maintain robust coverage ratios and achieve a conversion rate exceeding 30%.
+ Manage the sales pipeline efficiently and provide accurate sales forecasts, supporting effective planning and driving predictable growth
Key Qualities
+ Capability to guide and influence stakeholders and team members to achieve company goals
+ Clear and effective communicators capable of conveying information succinctly and clearly
+ Detail-oriented and organized, this individual prioritizes effectively, excels at time management, and anticipates well in decision making
Skills
+ Experience in strategic account management
+ Experience in strategic relationship building
+ Experience in portfolio knowledge
Requirements
+ Bachelor's degree Or equivalent experience
+ 3+ years in Sales Role
+ Travel expected:<15%
+ Office Requirements: Fully remote
Competencies
+ Ability to influence: Capability to guide and influence stakeholders and team members to achieve company goals
+ Crisp communication: Clear and effective communicators capable of conveying information succinctly and clearly
+ Disciplined execution: Detail-oriented and organized, this leader prioritizes effectively, excels at time management, and anticipates well in decision making
+ Strategic account management: Manages strategic accounts to maximize long-term sales opportunities and client satisfaction.
+ Strategic relationship building: Builds and maintains strategic relationships to support organizational goals.
+ Portfolio knowledge: Understands our portfolio, its features, and capabilities; positions effectively with customers & prospects
Qualifications
+ Bachelor's degree Or equivalent experience
+ 3+ years in Sales Role
+ Travel expected:<15%
+ Office Requirements: Fully remote
At Advantive, we make purpose-built software for specialty manufacturing and distribution businesses that streamline complex processes, optimize operations visibility and throughput, and drive improved quality, profitability, and revenue growth. Deeply embedded in our customers businesses, Advantives software solutions add value along the full manufacturing and distribution lifecycle. Our customers, who include corrugated and packaging manufacturers, equipment and supply wholesale distributors, and automotive and other specialty manufacturers, benefit from our solutions that have been honed over decades in the marketplace. We know our customers businesses intimately and deliver software to address their needs.
The Account Manager reports to the Manager, Account Management, and is responsible for driving revenue growth within our existing customer base. You will represent the full breadth of our portfolio to customers in your assigned territory, identifying opportunities to both upsell existing products and cross-sell new products to those customers, and achieving monthly and quarterly sales objectives. This role involves a strategic, methodological approach to account expansion, focused on understanding the evolving needs of our customers and in positioning our solutions to meet those needs. This is a farming role that requires mastery of the entire sales cycle, including developing new and existing relationships at all levels within our customers businesses. You will be responsible for understanding our product offerings and competitive landscape and identifying growth opportunities by building and executing detailed account plans. You will be adept at selling strategies that emphasize the value that products and services deliver in solving customers biggest problems.
Key Responsibilities
+ Develop and execute initiatives that enhance customer value and engagement through strategic use of company software and services.
+ Implement advanced sales methodologies and qualification frameworks to increase deal conversions and win rates effectively
+ Effectively present and promote the companys value proposition and product portfolio to stakeholders and potential customers to drive engagement and sales
+ Direct and optimize the sales pipeline to maintain robust coverage ratios and achieve a conversion rate exceeding 30%.
+ Manage the sales pipeline efficiently and provide accurate sales forecasts, supporting effective planning and driving predictable growth
Key Qualities
+ Capability to guide and influence stakeholders and team members to achieve company goals
+ Clear and effective communicators capable of conveying information succinctly and clearly
+ Detail-oriented and organized, this individual prioritizes effectively, excels at time management, and anticipates well in decision making
Skills
+ Experience in strategic account management
+ Experience in strategic relationship building
+ Experience in portfolio knowledge
Requirements
+ Bachelor's degree Or equivalent experience
+ 3+ years in Sales Role
+ Travel expected:<15%
+ Office Requirements: Fully remote
Competencies
+ Ability to influence: Capability to guide and influence stakeholders and team members to achieve company goals
+ Crisp communication: Clear and effective communicators capable of conveying information succinctly and clearly
+ Disciplined execution: Detail-oriented and organized, this leader prioritizes effectively, excels at time management, and anticipates well in decision making
+ Strategic account management: Manages strategic accounts to maximize long-term sales opportunities and client satisfaction.
+ Strategic relationship building: Builds and maintains strategic relationships to support organizational goals.
+ Portfolio knowledge: Understands our portfolio, its features, and capabilities; positions effectively with customers & prospects
Qualifications
+ Bachelor's degree Or equivalent experience
+ 3+ years in Sales Role
+ Travel expected:<15%
+ Office Requirements: Fully remote
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