Major Account Manager - St Louis, MO

Pitney Bowes is a leading provider of customer communication technologies. Our software, equipment and services help businesses communicate with their customers more effectively in today's multi-channel environment. Through our unique combination of smarter analytical tools and expertise in physical, digital and hybrid communications, we're helping businesses meet the many challenges of connecting with individual customers in a targeted manner. We also provide strategic outsourcing services to help organizations streamline their mail and print operations and manage critical documents.

This position will sit in our Communications Solutions business unit. This business unit provides technologies that help businesses of all sizes better communicate. We offer a full range of meters, digital color printers, inserters and sorters that enable the creation of high-impact, color customer communications, including bills, statements, marketing offers and compliance documents. Our shipping solutions serve mail centers to production shipping. We provide digital solutions so organizations can create the right relations with the right customers.

We are currently seeking a Major Account Manager (MAM) to beresponsible for growing Pitney Bowes market share in the mid-tier mailing market segment in an assigned geographic area. In doing so, the incumbent is responsible for achieving sales goals from current Pitney Bowes customers, competitive users and non-users of mid-tier mailing market.Also, the MAM will act as a consultant to customers offering solutions for the efficient preparation and management of documents, packages, mail and other forms of messaging, in both physical and digital form.

Objectives:

Sold Quota Attainment - Achieve the assigned total sold quota target including quota from mail finishing, solutions and conquest business sold to current PB customers, competitive and non-users.

Improve Mid-tier Market Share - Achieve the assigned competitive/non-user unit target to improve the number of mid-tier customers that acquire a new Pitney Bowes mailing solution from businesses that currently do business with a competitor or from non-users.

Customer Retention - Improve the retention rates of Pitney Bowes mid-tier customers that are part of the assigned territory and lease base portfolio.

Solutions Attainment - Achieve the assigned solution quota target by cross-selling to current PB customers or new solutions sales to competitive and non-users. .

Responsibilities:

Channel Partnering - Partner with dedicated tele-sales and retention resources to ensure complete territory and account coverage. Leverage resources to assist in making customer contacts, validating applications, identifying new sales opportunities, conducting DNA and assist with closing business on an as needed basis. Ensure complete territory and account coverage. Partner with retention resources to assist with "at-risk" customers to resolve issues and assist in retaining customers as needed.

Sales Activity Reporting - Ensure the timely/accurate recording, tracking and reporting of all sales activities and customer/competitive information through ongoing usage of approved sales automation tools - i.e., Oz.

Pipeline Management & Forecasting -Provide an accurate forecast of personal sales results. Continuously review all opportunities in the sales pipeline and advance the stage of the sale to provide an accurate record of sales activities and monthly results that roll-up to the sales forecast.

Sales Execution - Based on direction established by customer marketing and the Senior Sales Director (SSD) executes sales contacts based on campaign requirements, sales leads and other national sales execution requirements.

Personal Development & Training - Take personal accountability to complete all assigned training, certification and personal development requirements as required.

Pitney Bowes offers a competitive salary and excellent benefits including Medical, Dental, Time Off with Pay, 401K, Tuition Reimbursement, and much more.

Pitney Bowes is an EEO and Affirmative Action Employer that values diversity in the workplace. Women and minorities are encouraged to apply.

All interested individuals must apply online. Pitney Bowes is an Equal Employment Opportunity/Affirmative Action Employer that values diversity and inclusiveness in the workplace. Women, Minorities, Individuals with Disabilities and Veterans are encouraged to apply
Qualification

Qualifications
Experience & Skills:

Experience - Strong successful personal sales history involved in high activity and transactional sales. Minimum of3-5 yearsof proven sales success inside or outside Pitney Bowes. Proven ability to personally execute the solutions sales process, developing new and building account relationships to consistently achieve and exceed sales goals and business results. Document Management, Logistics and Shipping experience (REQUIRED)

Education - Four (4) year college degree with a high-level of business acumen is required. Strong knowledge of the mailing and print industry is preferred.

Specialized Skills - Ability to maintain and manage the sales process with a large number or accounts, maintaining contacts and continuing to follow-up on the sales status and process.
Excellent planning skills to develop sales activity plans
Organization to manage time effectively to maximize sales execution and territory coverage.

Planning & Organization - Self directed with the ability to effectively plan and document daily sales activities including appointments, customer call-backs, new contacts, competitive user calls, etc. Plan a balanced mix of calls to ensure complete coverage of the assigned territory and all opportunity types.

Sales Resources - Ability to work with multiple sales resources to assist where required - i.e., Inside Sales Partner, CLG, Solutions Specialists, etc.

Technology - Hands on use of PC and various software programs. Proven use of Customer Relationship Management (CRM) tools - i.e., Oz, etc., - to effectively plan and document sales activities, document customer information, campaign management, account development, pipeline adds and forecasting tools.Frequent telephone usage.

Valid Drivers License and clean record

To help you succeed we provide:

Competitive Salary and Benefits
Excellent Incentive-based rewards, which reflect your performance
Extensive training
Assigned territory of existing customers
High profile career path for successful performers