Professional A/v Strategic Account

7 days ago

Montréal QC, Canada Wesco Full time

En tant que gestionnaire de comptes stratégiques, vous entretiendrez des relations avec des comptes cibles clés qui ont un impact stratégique sur le succès à long terme de l'organisation. Vous identifierez les opportunités de ventes croisées et répétées et vous vous efforcerez de résoudre tous les problèmes ou préoccupations afin d'assurer la satisfaction du client.

**Responsabilités**:

- Travailler avec l'équipe de vente pour créer et soutenir l'exécution des plans de comptes stratégiques pour les comptes clés désignés.
- 5 ans d'expérience dans le secteur ProAV
- Développer de nouvelles activités en recherchant, qualifiant, contactant, présentant et concluant de nouveaux clients sur un territoire ou un segment de marché donné.
- Développer en permanence des relations avec les parties prenantes des clients prioritaires, comprend leurs principaux problèmes commerciaux et recommande des moyens d'apporter de la valeur ajoutée.
- Assurer la liaison entre les équipes sur le terrain et les équipes des comptes globaux en ce qui concerne la recherche de nouveaux accords, les engagements en matière de valeur ajoutée/coût total de possession (TCO) et l'augmentation de la part de portefeuille des clients.
- Maintenir et gérer un pipeline d'opportunités pour les comptes désignés, y compris les renouvellements, les projets et les opportunités d'amélioration de la part de marché.
- Communiquer à la direction l'activité des clients, l'état des opportunités, l'état des renouvellements et l'avancement du plan stratégique.
- Participer aux efforts de développement de solutions qui répondent au mieux aux besoins des clients.
- Engager les ressources commerciales des fournisseurs pour obtenir leur soutien et créer des solutions.

**Qualifications**:

- Diplôme de fin d'études secondaires ou équivalent exigé ; diplôme de niveau baccalauréat préféré
- Plus de 5 ans d'expérience dans la vente à l'extérieur ou plus de 3 ans dans la gestion de comptes stratégiques et/ou des ventes.
- Expérience réussie dans le maintien et le développement de relations clés
- Connaissance des principes commerciaux et de gestion impliqués dans la planification stratégique, l'affectation des ressources, les techniques de leadership, les méthodes de production et la coordination des personnes et des ressources.
- Capacité à comprendre où se trouve le potentiel dans les comptes assignés et à reconnaître et créer des opportunités.
- Excellentes compétences en matière de communication et de relations interpersonnelles, avec une aptitude à établir de solides relations avec les clients.
- Solides compétences en matière de négociation et de résolution de problèmes
- Maîtrise des logiciels de gestion de la relation client (CRM) et de Microsoft Office
- Autonomie et capacité à travailler efficacement sous pression.
- Expérience de l'exécution dans une organisation matricielle gérant plusieurs parties prenantes et projets.Capacité à voyager jusqu'à 25 %.
- As a Strategic Account Manager, you will nurture relationships with key target accounts that have a strategic impact on the long-term success of the organization. You will identify cross-sell and repeat opportunities and work to resolve any issues or concerns to ensure customer satisfaction. _

**Responsibilities**:

- Work with the sales team to create and support the execution of strategic account plans for designated key accounts.
- Develop new business by researching, qualifying, contacting, presenting and closing new customers in a given territory or market segment.
- Develop ongoing relationships with priority customer stakeholders, understand their key business issues and recommend ways to add value.
- Liaise between field teams and global account teams regarding the pursuit of new deals, value-added/total cost of ownership (TCO) commitments and increasing customer share of wallet.
- Maintain and manage a pipeline of opportunities for designated accounts, including renewals, projects and market share improvement opportunities.
- Communicate customer activity, opportunity status, renewal status and strategic plan progress to management.
- Participate in efforts to develop solutions that best meet customer needs.
- Engage supplier sales resources to gain support and create solutions.

**Qualifications**:

- High school diploma or equivalent required; Bachelor's degree preferred.
- 5 years experience in the ProAV industry
- Over 5 years' experience in outside sales or over 3 years' experience in strategic account management and/or sales.
- Successful experience in maintaining and developing key relationships
- Knowledge of business and management principles involved in strategic planning, resource allocation, leadership techniques, production methods and coordination of people and resources.
- Ability to understand where potential lies in assigned accounts and to recognize and create opportunities.
- Excell

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