Maintains and grows personal small-scale relationships and a small book of business and contribute to personal or team sales targets while overseeing the portfolio of minor accounts held by a small team of junior sales professionals.
Coaches sales professionals on the account management and expansion process and intervenes when necessary to offer guidance and prevent relationship losses for at-risk team accounts.
Conducts and analyzes research to maintain a comprehensive understanding of personal accounts and coinciding business needs as well as core team accounts to maintain a comfortable handle on the portfolio at large.
Attends or participates in presentations or sales meetings for priority or at-risk team accounts when necessary to develop team capabilities and maintain the team portfolio.
Identifies expansion opportunities for personal and team accounts leveraging an advanced understanding of internal service and product offerings, market trends and developments and the business standing of specific accounts.
Defines the strategy for custom solution development for the team portfolio for the designated mid-market or small geography, communicating product and solution sales targets, compensation and pricing expectations.
Serves as a coach for a team; works to contribute to a team portfolio and assists sales professionals with professional development and critical account initiatives.
Attends and participates in industry events and conferences and client functions to build up a strong professional network, maintain proximity to the relevant market and represent the Company and its product offerings and solutions.