Strategic Account Associate

Park Place Technologies - Mayfield Heights, OH3.2

Full-timeEstimated: $43,000 - $60,000 a year
Skills
JOB SUMMARY:
Responsible for working with assigned Director of Strategic Accounts to effectively penetrate a named set of Targeted Accounts. Performs research to develop a complete organizational picture of each account. Generates leads for Director of Strategic Accounts (DSA) by cold and warm calling and emailing prospects (Business to Business B2B). Proactively contacts specific named accounts, qualifies prospects, develops organizational charts and presents features, functions, and benefits of our services and solutions. Maintains a positive relationship with clients in order to facilitate future sales. Works with DSA to understand specific plans for each Strategic Account.

ESSENTIAL DUTIES AND RESPONSIBILITIES:
  • Follows guidance of DSA in order to effectively map out the structure of each account which includes organizational charts of business units, divisions, subsidiaries and the people associated with accounts.
  • Develops Monthly, Quarterly and Annual goals for items such as account profiling, appointment setting for DSA, quote generation, understanding hierarchy in a particular group, pipeline and revenue.
  • Sells consultatively and makes recommendations to prospects and clients of the various solutions the company offers to their business issues.
  • Identifies decision makers and influencers; identifies needs and develops relationships with many levels of personnel within accounts; interacts with individuals and groups in various types of roles.
  • Has a strong understanding of what each company’s business does, how market changes affect them and how we position ourselves to them.
  • Follows news regarding each Strategic Account and their competition and shares with DSA.
  • Works with DSA to maintain accurate pipeline of opportunities through CRM.
  • Works in conjunction with DSA to achieve annual bookings target.
  • Helps determine decision making process and understands buying cycles.
  • Works with many levels in the accounts (Staff, Admin, Manager, Director, Procurement) to provide feedback to DSA in order for DSA to be able to effectively communicate with upper level management.
  • Sets on-site meetings for DSA.
  • Participates in a Business Development Service and/or Territory Sales Training Program.
  • Qualifies and generates leads by cold calling B2B prospects; promotes company services and shows persistence in calling potential new customers.
  • Works with DSA and other Sales staff; communicates verbally and via email the necessary information to properly disclose and disposition a lead.
  • Records information and researches companies using company CRM and other tools such as RainKing, LinkedIn, Hoovers, etc.
  • Schedules and participates in client conference calls, fact finding and business development efforts.
  • Works across support and administrative specialist functions to provide insight and information for contract compliance.
  • Documents activities in CRM program.
OTHER DUTIES AND RESPONSIBILITIES:
  • Participates in sales team and other company meetings
  • Makes prospecting phone calls and emails every day.
  • Prepares regular activity reports.
  • Responds to miscellaneous management and customer requests.
  • Other duties as assigned
SUPERVISORY RESPONSIBILITIES:
None.

MINIMUM QUALIFICATIONS: (To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the minimum knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

Education Undergraduate Degree, Required.

Experience 12-18 months related experience (customer service, sales, business development, marketing, lead generation and/or prospecting).
  • Experience in a professional organization
  • Strong organizational skills and attention to detail.
  • Proven ability to work independently and balance many tasks within tight time constraints and deadlines.
  • Precise, thorough and detail oriented.
  • Strong initiative, energetic work habits and dedication to job. Diligent and proactive.
  • Solid communication, interpersonal and relationship building skills. Team player who collaborates and gets things done. Will interact with all intercompany departments and be go to for strategic account operations questions.
  • Some Travel may be required
Certifications or Licenses None required.

Special Knowledge, Skills & Abilities
Reasoning Ability: Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.

Communication Skills: Ability to read and interpret documents such as safety rules, business plans, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups employees, customers or vendors, etc.

Mathematical Skills: Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and to draw and interpret bar graphs.

Other: Positive attitude, persistent and organized; has a desire to learn; exceptional customer service skills and friendly phone personality; ability to articulate the value of services to decision makers across all industries; competent in Microsoft Office products. Able to learn and quickly put into practice skills and education.

PHYSICAL DEMANDS: (The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)
  • Long periods of time sitting at a desk (daily).
  • Manual dexterity to type on computer keyboard and operate general office equipment, such as phone, fax/copier/scanner.
  • Must be able to speak and hear adequately.
  • Clear vision at close and mid distances.
WORK ENVIRONMENT: (The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)
  • Office environment (controlled climate).