Job Description

Identifies opportunities for business expansion in support of the customer sales strategy. Develops and maintains the business relationship by providing solutions for defined account(s) in a product line, to achieve the identified strategy and business financial objectives.

Principal Responsibilities:

• Subject Matter Expert (SME) for brand product, technology solutions and/or offerings for assigned customers.
• Responsible for the execution of the strategic customer growth plans and business relationships in assigned account(s) by providing value added solutions.
• Identifies and creates opportunity demand for products, coordinating the supporting seminars, training and resource awareness to assigned customers, and that drives growth plan success in the targeted accounts.
• Performs analysis and reports results of various program impact for identified customer(s) notifying the account manager of success, issues and future growth plan strategies.
• Maintains and drives trending knowledge of products, competitors, technology and customers in the assigned supplier product market.
• Identifies and maintains field supplier relationships.
• Other duties as assigned.

Job Level Specifications:

• Deep understanding of business, financials, products/services, the market or the needs/challenges of assigned accounts. Requires depth and/or breadth of sales expertise within a specialized product, service or account type. Requires a deep understanding of the full range of offerings that the organization and its competitors sell and that assigned customers buy. Recognized as a technical expert (by colleagues and customers) in one or several product/service areas.
• Complexity is extremely high (territory/account, products/services, sales or account management process); serves as team lead. Plans own territory or account approach and has input into colleagues' approaches; manages own and often others' resources. Leads others to solve complex problems; uses sophisticated analytical thought to exercise judgement and identify innovative sales solutions.
• Leads sales teams on negotiations to identify, pursue or manage accounts/ opportunities with extremely large size/strategic importance/risk of loss. Develops colleagues' understanding; acts as a role model for colleagues with less experience. Has extremely high authority/opportunity to set and negotiate product/service terms. Plans own territory or account approach and has input into colleagues' approaches; manages own and often others' resources.
• Serves as consultant to management and/or internal/external spokesperson for the organization on major initiatives related to policies, plans and long-range objectives. Impacts the relationship the organization has with its leading clients
• Impacts the relationship the organization has with its leading clients. Leads sales that have a significant impact on the function/region/division. Actions may impact the organization and its reputation. Effects of erroneous decisions may be long-lasting, influence the future course of the organization and/or require the expenditure of extensive additional resources.

Work Experience:

• Minimum experience required is typically 8+ years with bachelor's or equivalent. This is typically the most senior sales position in the company and is reserved for the most experienced sales professionals.

Education and Certification(s):

• Bachelors degree or equivalent experience from which comparable knowledge and job skills can be obtained.

Distinguishing Characteristics:

The above statements are intended to describe the general nature and level of work being performed. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills.