Account Manager

Thursday, December 29, 2011
Job ID: 3-32576       Location: Vienna, VA

Employee: Account Manager
FLSA Status: Exempt
Department: Sales

Summary
Work as part of a sales team to achieve sales quota by establishing and maintaining
profitable relationships with customers and vendor partners on behalf of the company,
actively prospecting for new accounts and maximizing sales potential with existing
customers of an assigned territory. The Account Manager is the primary external
representative of the company and must demonstrate a thorough knowledge of and be
able to present on team's products and services offerings.

Essential Job Functions and Responsibilities

  • Sales goals and quotas (50%)
  • Achieves agreed upon sales goals and quotas as set in annual compensation plan.
  • Provides weekly forecasts, maintaining regular and timely communication with the sales team (Sales Reps., Client Services, Professional Services, sales management and vendor partners).
  • Optimizes sales and profits by managing assigned territory in a manner that limits company expenses.
  • *Territory Management (30%)
  • Develops and executes effective business plan within assigned territory by attending regular meetings with existing customer accounts, new customer prospects, vendor partners, and the use of provided sales tools to identify product and services opportunities.
  • Conducts customer presentations articulating Emergent's value-add proposition to include product and services capabilities.
  • Timely follow-up on leads from Sales Representative's activities and/or marketing activities.
  • Effectively determines, communicates and manages pricing strategies and responses to customer request for quotes (RFQ) and requests for proposals (RFP) with team members and other Emergent resources and vendor partners to ensure timely submission with maximum profit margin.
  • Effectively manages assigned territories by utilizing provided sales tools (CRM and ERP) to ensure timely and accurate documentation of Forecast/Pipeline, customer activity records (conference calls, appointments) and opportunities on a daily basis.
  • *Vendor relations (10%)
  • Maintains mutually beneficial relationships with technology partners (vendors, system integrators, resellers and teaming partners) through meetings, call campaigns and sales calls.
  • *Industry knowledge (10%)
  • Maintains a comprehensive understanding of their respective product's industry and applicable industry standards as well as the capabilities and technology of our vendors and partners through participation in vendor training sessions, technology forums, trade shows and publications.
  • Effectively relates this knowledge to the needs and requirements of the designated territory as defined in the compensation plan.

Qualifications
Bachelor's degree in a technical or business discipline or equivalent experience 5+ years of sales experience with enterprise level IT, with proven history of meeting and exceeding sales quotas within territory

Knowledge/Skills/Abilities

  • Understanding of the sales process
  • Strong prospecting and pipeline building skills
  • Understanding of Federal Government procurement process to include knowledge of
  • contract vehicles and FAR regulations
  • Strong interpersonal skills and ability to work in a team environment
  • Proficiency with MS Office applications
  • Professionally and effectively communicate; both verbal and written at all levels within
  • the organization
  • Develop relationships with all levels of an organization/agency
  • Organized, and able to effectively manage multiple projects at once
  • Self-starter, able to work independently with minimum supervision
  • Maintain complete confidentiality of sensitive information
  • Give sales presentations to customers
  • Must learn and utilize NetSuite within 90 days of training

Additional Requirements for this Position
US Citizenship required

  • May be required to work additional hours at month-end/quarter-end to support business objectives
  • Limited availability to take time off during peak business cycles (i.e. end of manufacturer/government/company quarter/fiscal year) to support business objectives
  • Ability to obtain and maintain a government security clearance (applicable to federal accounts)
  • Ability to maintain valid driver's license issued within the United States (applicable for mileage reimbursement or auto allowance)
  • Moderate travel required to accommodate account coverage
  • *Indicates an essential duty/requirement for the position

© 2007 Emergent 360 All rights reserved.

This job description in no way states or implies that these are the only duties to be
performed by the employee(s) incumbent in this position.

This document does not create an employment contract, implied or otherwise, other
than an "at will" relationship.

Emergent is an equal opportunity employer, offering employment without regard
to race, color, religion, sex, national origin, age, sexual orientation, disability, or
citizenship unless legally required, and provides equal employment opportunity to
disabled veterans, and veterans of the Vietnam era.