This high-impact position within Toppan Merrill's Sales Organization will support Sales Executives (SE) and the Solution Sales (SS) team for assigned accounts in specific market verticals. The Sales Account Manager, Sr will increase selling capacity for SEs by coordinating and executing on critical internal activities and processes related to the current client base and new client acquisition. The Sales Account Manager, Sr will be well versed in Toppan Merrill's product offerings and will have significant client interaction and relationships. This role will also maintain strategic partnerships with other internal Toppan Merrill teams such as service, operations, marketing, sales operations, pricing, product, technology, legal, finance and billing to maximize revenue growth for the company.
Essential Duties and Responsibilities
- Coordinates with SM, SEs and SS, as well as Toppan Merrill's national pricing and billing teams, to expedite client RFIs, RFPs, pricing proposals, change order requests, and invoice deliveries.
- Acts as a point of sales contact for the most complex and largest clients, as directed by SEs, covering proposal or invoice questions, pricing requests, appointment requests, and service escalations. Keeps sales informed of requests and status.
- Partners with the various Toppan Merrill service leaders and project management teams to communicate new work coming in, new client wins, and any additional information needed for the service teams to support the client.
- Serves as a point of contact for the service leaders during new client on-boarding, project implementations, service recovery situations or unique client requests. May draw in SE or SS team members when required.
- May schedule and coordinate agendas/materials for both client appointments, account business reviews, and events.
- Looks for and defines improvement opportunities to increase the sales teams' productivity. Creates a plan, prioritizes initiatives, and both executes independently and in collaboration with others, to implement the required improvements. Also, will lead initiatives identified by the SEs or SM as needed.
- Improves sales productivity through the effective use and leverage of Salesforce.com (SFDC) for their designated accounts. Maintains reporting and actively coordinates with SEs and SS to ensure deadlines are met for various entries, campaigns, and client wins/losses. Also ensures sales coverage across the various service lines/products.
- Actively participates with sales in client acquisition and retention meetings and events. May also cover on-site client tours, in-houses, press checks, etc. for SEs to further leverage client relationships.
- Manages and cultivates positive and lasting relationships with clients and internal Toppan Merrill teams.
- Often takes lead on department and larger scale project initiatives across functional areas.
- May mentor or train junior level employees. Is seen as a role model and expert in area of focus.
- Sets a high standard in conduct, integrity, performance and leads by example. Follows and enforces company guidelines, policies and procedures.
- Leads through excellent verbal and written communication as well as presentation skills.
- Understands and can communicate the suite of Toppan Merrill products and services to clients.
Minimum Education
- Bachelor's degree in business or related field is preferred or a combination of education and experience.
Minimum Experience
- 5 - 7 years client-facing experience in an inside/outside selling, service, or solutions role preferably in the Financial Services, Regulated Communications, or SaaS solutions industries.
- Ability to influence a team and provide direction.
- Ability to manage multiple complex assignments with proven ability to assess competing priorities in a high energy, fast paced environment.
- Strong attention to detail with a focus on task completion.
- Superior client facing and consultative skills with a proven history of maintaining lasting external client relationships.
- Ability to effectively manage and negotiate client expectations.
- Track record of establishing and maintaining effective and collaborative relationships across a matrixed organization.
- Superior analytical and problem-solving skills.
- Self-motivated and directed, possessing an ability to motivate others.
- Strong and advanced technical skills with the ability to learn new technologies easily.
- Strong communicator with excellent verbal, written, and presentation skills; must be a direct, articulate, and thoughtful communicator.
- Proven ability to lead change management initiatives.
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