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Sr. Business Account Manager - Washington DC - Full-time / Part-time
•30 days ago
| Hours | Full-time, Part-time |
|---|---|
| Location | Annandale, VA Annandale, Virginia |
About this job
The Sr. Business Account Manager is responsible for growing Pitney Bowes market share in the mid and commercial competitive 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 and
commercial mailing market.
The ideal candidate is responsible for improving the retention rate of current
Pitney Bowes customer, improving the conversion rate of the lease portfolio and
cross-selling simple solutions.
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/Commercial Market Share - Achieve the assigned competitive
revenue target to improve the number of mid-tier/commercial 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 assigned Pitney Bowes
mid-tier customers that are part of the assigned territory and lease base
portfolio.
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., Sales Force
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
Major Account Director(MAD) 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.
Qualification
Qualifications:
Experience - Strong successful personal sales history involved in high activity with a minimum of5 or moreyears of proven sales success inside or outside Pitney Bowes. Proven ability to personally execute the solutions sales process, developing new and building account relationship s to consistently achieve and exceed sales goals and business results. Ability to show consistent year over year success in finding and displacing traditional competitive accounts.
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
Completely proficient to sell simple solutions to all assigned account types
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., Tele-sales & Retention, Conquest and Solutions Specialists, etc.
Technology - Hands on use of PC and various software programs. Proven use of Customer Relationship Management (CRM) tools - i.e., SalesForce 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.
Solutions Sales Support and Order Credit Policy:
Simple Solutions - It is expected that theSr. Business Account Manager will personally sell and secure all orders that include simple solutions and will receive 100% order credit for the entire order (Standard/Key/Strategic Account splits may apply).
Complex Solutions - Complex solutions application uncovered by theSr. Business Account Managerin assigned accounts will be treated as a Solutions Sales Lead to involve a Major Account Manager (MAM) to assist with the sales process to maximize the order size and ensure complete customer satisfaction. All complex solutions applications identified by theSr. Business Account Managerwill require a lead to engage a MAM in a team selling approach.
In doing so, the incumbent is responsible for achieving sales goals from current
Pitney Bowes customers, competitive users and non-users of mid-tier and
commercial mailing market.
The ideal candidate is responsible for improving the retention rate of current
Pitney Bowes customer, improving the conversion rate of the lease portfolio and
cross-selling simple solutions.
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/Commercial Market Share - Achieve the assigned competitive
revenue target to improve the number of mid-tier/commercial 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 assigned Pitney Bowes
mid-tier customers that are part of the assigned territory and lease base
portfolio.
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., Sales Force
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
Major Account Director(MAD) 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.
Qualification
Qualifications:
Experience - Strong successful personal sales history involved in high activity with a minimum of5 or moreyears of proven sales success inside or outside Pitney Bowes. Proven ability to personally execute the solutions sales process, developing new and building account relationship s to consistently achieve and exceed sales goals and business results. Ability to show consistent year over year success in finding and displacing traditional competitive accounts.
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
Completely proficient to sell simple solutions to all assigned account types
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., Tele-sales & Retention, Conquest and Solutions Specialists, etc.
Technology - Hands on use of PC and various software programs. Proven use of Customer Relationship Management (CRM) tools - i.e., SalesForce 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.
Solutions Sales Support and Order Credit Policy:
Simple Solutions - It is expected that theSr. Business Account Manager will personally sell and secure all orders that include simple solutions and will receive 100% order credit for the entire order (Standard/Key/Strategic Account splits may apply).
Complex Solutions - Complex solutions application uncovered by theSr. Business Account Managerin assigned accounts will be treated as a Solutions Sales Lead to involve a Major Account Manager (MAM) to assist with the sales process to maximize the order size and ensure complete customer satisfaction. All complex solutions applications identified by theSr. Business Account Managerwill require a lead to engage a MAM in a team selling approach.
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