Account Executive
Company: EmptorisCategories: Sales
Job description:The role has overall responsibility for the direction, management and leverage of the Emptoris' total relationship with key account(s) , including service delivery, customer satisfaction, account penetration and commercial management. In addressing the customer's needs the Account Executive will draw on Emptoris' full product and service portfolio. In addition the Account Executive will draw upon other resources within the Emptoris e.g. Pre-Sales Engineers, Marketing, Customer Service, Professional Services, Business Development, etc.
Key Responsibilities:
- Develop an in-depth understanding of the customer's business, structure, practices, challenges and requirements within the context of the customer's business sector.
- Develop and maintain a long-term strategic Account Development Plan (ADP) under which all activities will operate. The ADP will include the identification and championing of new or improved Emptoris offerings to match the customer's long-term business requirements.
- Direct all activities to maximize the share of the addressable market through the provision of Emptoris services and through the penetration of all parts of the customer's global organization.
- Present ADP(s) to relevant senior Emptoris management (i.e. Sales Director and above) and ensure their support.
- Liaise with other departments (e.g. Professional Services, Marketing, Customer Care…) and third party partners (e.g. Systems Integrators) to create a virtual account team.
- Champion the customer's needs and issues throughout Emptoris.
- Deliver on-going improvements in customer satisfaction.
- Provide direction to ensure efficient application of appropriate Emptoris resources to progress all issues impacting revenue, new business and customer satisfaction. Develop business cases, as necessary, to meet the ADP objectives.
- Lead, manage and motivate both direct and indirect members of the account team ensuring that they are aligned with the ADP objectives and are fully executing their responsibilities.
- Ensure effective implementation and on-going management of customer satisfaction and executive contact programs.
- Provide in-depth management reports to ensure effective communication to senior Emptoris management of the business relationship.
- Optimum account penetration in respect of addressable market.
- Optimum achievement of commercial returns.
- Achievement of order and revenue targets.
- On-going comprehensive strategic account management plan.
- Customer exceptions met or exceeded.
- On-going high-level customer senior executive / Emptoris' senior executive contact program.
- On-going customer agreement to act a reference account.
- Customer Satisfaction.
Emptoris is the world leader in supply management and contract management software that enables companies to realize best value and accelerate profitable growth. Emptoris offers a complete procurement software solution for spend analysis, strategic sourcing, contract management, compliance, supplier performance, and program management that can be deployed behind a corporate firewall or via a software-as-a-service model. Customers include American Express, Boeing, Cigna, ConocoPhillips, GlaxoSmithKline, Kraft, Motorola, Owens Corning, Syngenta, Toro, UnitedHealthcare and Vodafone.
www.emptoris.com