Strategic Accounts Manager

The position of Strategic Account Manager (SAM) is responsible for fully developing and strengthening the business-to-business relationship with a strategic portfolio of large, key clients, resulting in secure and expanding streams of profitable revenue. The SAM develops and leads the business strategy for all clients within their book of business.

Essential Duties and Responsibilities

• Provide strategic vision and detailed account plan for the account portfolio
• Build and implement an insights-based, client-specific go-to-market strategy that enables cross-sell and retention opportunities
• A proven business problem solver, with a mind to understand process and technology
• Strong forecasting and pipeline management skills
• Identify client solutions and develop and recommend action plans to the cross functional teams and SLT that strengthen our relationship with a client
• Achieve quarterly and annual revenue goals in their portfolio, driving growth through new cross-sell opportunities, accurate forecasting and both new business and renewal pipeline management
• Develop both short term and long-term Enterprise Account Plans
• Proactively identifies and anticipates customer requirements, expectations and needs
• Demonstrates and applies knowledge about relevant industries, markets, economic trends and customer value drivers
• Searches actively for ways T&C can contribute to customer profitability. Represents the voice of the customer within the company
• Build and maintain strategic, client relationships with executives at VP & C-level
• Act as the principal contact for the client, conducting business reviews to explore and deliver solutions that fit the client's needs
• Effectively navigates clients to identify and influence extended network of stakeholders
• Participate in cross functional teams focused on delivering growth
• Influence new ideas and solutions and help bring to the forefront
• Participate in management meetings periodically to ensure a continued and clear understanding of trends, client needs, and perceptions of the vertical
• Engage in social selling techniques
• Other duties as assigned

Requirements and Qualifications

• Bachelor's Degree required; advanced degree preferred
• 10 + years' experience in strategic level client facing Sales/Account Management roles, with experience in end-to-end, multi-product solution management/selling preferred
• Equivalent combination of education and experience will be considered
• Proven success and/or abilities in consultative Account Management
• Formulate and execute with excellence both a detailed strategy and short-term tactical plan for creating in-depth relationships with current clients in the assigned accounts
• Ability to negotiate and close both new business and renewal business opportunities
• A thorough understanding of C-level client executive working challenges and relationship strategies a plus; an expert understanding of the working challenges and the needs of their business/industry
• Outstanding critical thinking skills with the ability to work within cross functional teams
• Experience in strategic deal management, negotiation and pricing/contract/RFP terms and conditions is essential
• Ability to work and think individually and collectively while working within a cross functional team
• Superb client facing presentation skills, including the delivery of value-based messaging
• Superior organization skills and ability to "self-start," with high energy and creative ability
• Full PC literacy, including MS Excel, PowerPoint, Word
• Salesforce CRM experience required
• Travel - up to 40% of the time, required
• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions

Special Considerations and Prerequisites

• Must be proficient in MS Office Suite, Outlook, TNC Claims Management Systems, and Internet.
• Ability to take initiative and work independently with little supervision
• Ability to define priorities and handle multiple tasks and projects
• Adaptable; able to change focus quickly.
• Ability to handle sensitive and confidential information appropriately
• Excellent written and verbal communication skills
• Professional demeanor with the ability to interact tactfully
• Ability to work well with varying levels of internal management staff
• Ability to maintain positive working relationships with clients, peers, team members and leadership
• Ability to deal with stressful situations to achieve desired business results
• Strong detail orientation, organizational, analytical and time management skills

Not open to outside recruiting firms/ agencies for placement on any positions