Job Description:
Location: Indianapolis, IN. This is an in-office role when you are not traveling.
Summary
The Growth Account Manager is responsible for creating long-term, trusting relationships with our regional customers. This position will be assigned specific customers. The main deliverables are to retain existing business, develop new organic growth business, collaborate with our key customers and internal stakeholders to improve service process performance, and maximize company revenue. This role will work together with senior field operations management to ensure optimal services delivery.
Responsibilities
- Primary owner and facilitator for all ongoing contract renewal matters specific to assigned accounts
- Manage account growth by tracking progress toward customer and USIC initiatives, while regularly reporting account status
- Track contract/sales cycles to ensure compliance with expiration dates
- Identify, document, and develop trusted advisor relationships with key accounts, customer stakeholders, and executive sponsors
- Build and maintain strong, long-lasting customer relationships, evidenced by retention and growth
- Collaborate with operations and all departments to identify and grow opportunities within account portfolio
- Negotiate contracts and pricing, with support from sales leadership, operations, finance, claims and legal departments and close agreements to maximize profits and ensure contractual compliance
- Develop new business with existing clients and/or identify areas of improvement to meet sales and growth quotas
- Manage contract renewals (rates and contract terms), upsell, multi-brand cross-sell, and target new business opportunities within current regional customers
- Oversee new solution roll-out, implementation, and on-going success
- Ensure timely and successful delivery of our solutions according to customer needs and objectives
- Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders, lead customer business review meetings
- Forecast and track key metrics, including customer satisfaction (NPS and SMART client feedback); drive fact-based customer satisfaction
- Manage revenue quality through pragmatic set-up, accurate invoicing, and timely collections coordinated with stakeholder departments
- Perform additional functions, duties, and specific tasks of a similar nature and scope as necessary to achieve assigned business objectives
Requirements
- Bachelor’s degree in Business Administration, Marketing, or related field preferred
- 5-7 years of experience in sales, account management and/or sales management preferred
- Utility and/or construction services sales experience a plus
- Detail oriented with a strong understanding of contract terms
- Ability to work independently with minimal supervision
- Strong understanding of customer and market dynamics and requirements
- Willingness to travel up to 30% and work in a team of professionals
- Proven leadership skills and ability to drive sales results
- Very strong organizational and time management skills
- High level of verbal and written communications skills and demonstrated ability to interact with clients and co-workers
- Working knowledge of MS Office, SalesForce, Qlik and OrgChart Plus
We are an Equal Opportunity Employer. Veterans are encouraged to apply.
