Major Account Sales Manager 4 - Full-time / Part-time

Pitney Bowes Seeks a Major Account Manager

Pitney Bowes provides technology solutions for small, mid-size and large firms that help them connect with customers to build loyalty and grow revenue. Many of the company's solutions are delivered on open platforms to best organize, analyze and apply both public and proprietary data to two-way customer communications. Pitney Bowes includes direct mail, transactional mail and call center communications in its solution mix along with digital channel messaging for the Web, email and mobile applications. For more information, please visit us on the web at www.pb.com .

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.

The Major Account Manager (MAM and other senior sales positions) is responsible for delivering assigned sales results by effectively planning and executing solutions sales process and activities focused on the high-volume commercial market segment of Pitney Bowes customers and competitive users.

The incumbent is expected to be capable of executing a strategic "go-to market" sales strategies and sales execution plans to achieve assigned personal sales and business objectives.

The MAM is responsible for improving the retention rate of current Pitney Bowes customer, improving the conversion rate of the lease portfolio and significantly improve the cross-selling of simple and complex solutions with all opportunities in the assigned account portfolio. This position will be located in Minneapolis, Minnesota.

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.

Solutions Attainment - Achieve the assigned solution quota target by cross-selling to current PB customers or new solutions sales to competitive and 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.
The right candidate will be an integral part of our talented team, supporting our continued growth

Responsibilities include, but are not limited to:

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 S ales Director (SSD) executes sales contacts based on account development plans, 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.

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

Required Qualifications:

Experience - Strong successful personal sales history involved in account development and effective cross-selling to fully penetrate sales opportunities with existing and competitive account. Minimum of five years proven sales success inside or outside is preferred. 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.

Education - Four (4) year college degree with a high-level of business acumen is preferred. 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 and account development plans
Organization to manage time effectively to maximize sales execution and territory coverage
Ability to build existing relationships with accounts to optimize retention
Develops new relations to identify cross-sell opportunities to maximize account penetration across the enterprise

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., Solutions Technical Support, Sales channels from other business units - i.e., DMT, Mail Services.

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. Has the ability to effectively communicate with sales director and customers using a variety of technology and communication tools - i.e., email, web-meetings, etc.

Work Environment/Physical Demands - Frequent travel throughout the assigned geographic territory to make a high number of face-to-face customer contacts with current Pitney Bowes customers and competitive users - approximately 90% of the time. Ability to effectively work in an agile work environment using a variety of communication tools to communicate with customers and with other Pitney Bowes resources; working in a non-typical office environment remotely.

Please note we cannot accept e-mailed resumes. If you are interested in this opportunity, please apply on-line through this career center.

If you feel this position is not the best fit for you, but know someone who might be a good fit, please remember our Employee Referral Program. You could earn some extra cash for your referral! http://inside2.pb.com/EN-US/careerperformance/career/Pages/EmployeeReferralProgram.aspx