Senior Account Manager

Tổng quan về công việc và trách nhiệm

- Win, retain and develop Country Account Customers primarily in the A – D segment, effectively selling WFS's products. - Builds rapport & trust with customers by being informed about customer’s business and the market - Assesses the type and size of customer needs. - Recommends solutions based on customer needs by using industry knowledge/ expertise. - Closes business connecting a customer need with a WFS solution and the value it may create for the customer. - Support customer retention by conducting joints visits with Product, Trade Lane and organizing workshops inviting customers to share information on updated regulations, products, etc. - Identifies additional opportunities for other channels. - Define sales strategies (in line with and based on respective Geo’s and Products’ strategies) - For accounts in own book of business: Prepare, execute, monitor and continuously improve account strategies/development plans/business plans - For accounts in own book of business: Conduct sales forecasting, planning, and budgeting processes and prepare corresponding reports on account status - For accounts in own book of business: Deliver personal sales plan in CRM and Corporate Planner - Adhere with and execute sales strategy and sales as provided by global/regional/country sales leadership - Adhere with and execute binding guidelines and standards on sales-related structures and processes - Support Products in enhancement of product/service portfolio and corresponding pricing (e.g. identify business opportunities based on customer needs feedback, deliver commercial feedback from market/customers to Products) - Drive and support Products regarding individual product design for customers - Create written offers and offer/service presentations for the customer in alignment with Products - Identify potential new customers (e.g. through Internet research, support from Lead Generation plan) and develop them (schedule/prepare/carry out and follow up customer visits, collecting opportunities and new tender leads, asking customers for new business) - Identify and convert sales opportunities in collaboration with Products (e.g. determine the customer's requirements, conduct customer workshops, drive opportunity assessment to ensure most promising leads are being pursued) - Enhance existing customer relationships with the goal to retain and expand WFS business - Generate tender leads and support timely delivery of compelling and value generating proposals (e.g. ensure that invitations to tenders are communicated timely to relevant stakeholders) - Maintain effective customer records in CRM system (opportunities, visits etc.) - Negotiate contracts within commercial and operational parameters defined by Product and in close alignment with Products and Geos (e.g. involvement of operational managers responsible for coordinating and fine-tuning the operational processes when negotiating conditions, establishment of service level agreements and standard operating procedures) - Ensure renegotiation of prices if necessary (triggered by Product; within boundaries given by product)