POSITION TYPE This position is set to be permanently remote.
The Regional Account Manager manages is a hybrid Account Manager
and New Logo Sales role. The role manages 20 to 30 account
relationships, providing strategy, business management, and support
leadership, to ensure continued revenue goals are met from the
4Over portfolio of products. Additionally, the role pursues major
new logo opportunities in the territory. The role is expected to be
approx. 60% Account Management and 40% New Logo Sales.
Maintaining existing revenue within accounts and identifying
high growth account opportunities
Building a clear and solid understanding of each client account
including their business and growth strategies.
Identifying and working with marketing and tele-sales to pursue
major new logo opportunities within the territory.
Develop and maintain strategic territory and account plans,
regularly review progress against key KPI's.
Hold regular account meetings (2-4 times per annum) with the
client base to ensure that the client is kept up to date with
product developments, as well as use the opportunity to up-sell the
client with any additional products or services.
Identifying and prioritizing growth opportunity within account
base including bringing on new franchises and upselling and cross
Working with Marketing to prioritize and execute campaigns to
drive new logo acquisition, customer value, revenue protection and
growth inc. email campaigns, webinars, trade shows, direct mail,
Developing and maintaining strong client and prospect
relationships including corporate such as Vendor Relations as well
as key franchise owners and acting as a trusted advisor.
Effectively coordinating and collaborating with internal teams
(including Customer Support, Creative, Custom Quotes, Marketing,
Product Management, Technical Support) to win and close new logos
and/or additional up-sell services and product opportunities
including integrated solutions.
Tracking account health including identifying and coordinating
resolution of major or consistent performance or quality
Developing and maintaining strong 4Over product knowledge
Building and documenting territory and competitive knowledge
including key market developments and competitive differentiation
and advising leadership or the SWOT within territory.
Accurately forecasting performance v goals
Independently managing time and resources effectively.
Maintaining performance standards while working remotely.
Collaborating with the other regional account managers in
support of accounts that have a significant presence in other
regions, including developing key local franchise
Keeping record of all key customer activity such as meetings and
status through use of tools including CRM.
Foster team spirit and encourage productive discussions for
solutions and knowledge sharing within the team and the
3+ years account management experience, including:
3+ years of business-to-business Account Management and New Logo
3+ years' experience managing relationships with external
clients at all levels (e.g., Director, VP level and business
3+ years' experience selling print or packaging services.
- Experience of Large Franchises or Distributors an
Experience communicating effectively both orally and in writing
with all levels within an organization.
Experience developing and conducting in-person presentations to
clients to explain the business' products and services and their
alignment with the client's needs.
Experience consistently achieving sales quotas.
Experience working in a team environment.
Experience with CRM, Excel and PowerPoint.
Bachelor's degree preferred.
DESIRED CHARACTERISTICS, SKILLS AND ABILITIES
Effective verbal and written communication skills with a
demonstrated ability to conduct presentations and facilitate client
Confident in presenting to, and managing relationships with,
different levels of seniority.
Excellent analytical ability and problem-solving skills.
Strong organizational, multi-tasking and time management
Ability to travel on business, throughout the United States, at
any given time to customer sites or trade shows.
Ability to work with virtual teams.
Ability to adapt to change and maintain a positive attitude.
Ability to be a results-oriented self-starter.