Job description

Qualified individuals should be motivated, independent and passionate about brokering deals. You will find a culture that empowers our teams to make decisions for growing the business and rewards them for their success.

The individual will also maintain and develop relationships at assigned customers and prospects, most of which are designated as regionally strategic by the NAFTA business team. Manages territory in support of business team objectives for accounts, applications, channels, and markets.

Growth ? Deliver the territory?s budgeted revenue, margin, and volume.

Customer Management ? Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to company Solutions. Maintain and develop the right relationships at assigned accounts as well as identify the right prospects within the industry. Drive customer consensus around company?s solutions within the customer?s organization.

Strategic Alignment ? Enable the business team?s short, medium, and long-term objectives for accounts, applications, channels, and markets within the territory. Collaborate with business leaders to negotiate, drive, and implement pricing strategies. In line with business team goals, participate in select marketing activities and promotional programs.

Market Insights ? Continuously monitor, analyze, and report on competitive activities, new business opportunities, Regulatory developments, customer perceptions, and market needs. Author, distribute, and log timely, comprehensive call reports for all pertinent customer and market activities.

Administrative ? Maintain accuracy of product/customer forecasts and remedy variances as requested. Submit internal reports as required. Comply with annual budgeting activities. Consistently utilize Salesforce.com in conjunction with business team needs. Fulfill territory obligations in strict observance of travel and entertainment budget.

Account Planning ? Author, maintain, and utilize comprehensive account plans for all accounts in territory.

Opportunity Pipeline ? Actively manage all territory new business opportunities within Salesforce.com and/or IPM database. As required, report out/up each opportunity?s status. Drive opportunities to closure and increase deal size within the territory.

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