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Account Manager

Nashville, TN

Job Description

This individual will be responsible for all activities to promote success within multiple clients. Responsibilities will include but not limited to: Client relationship management, forecasting, project management, major account selling, rep development, reporting and data manipulation. This individual reports directly to the Director of Inside Sales; however, will work with Sales personnel to understand requirements for additional deliverables and key objectives for successful account management and growth within the account

Roles and Responsibilities

Sales Management:
  • Ensure that teams hit and exceed assigned targets each quarter
  • Measure performance against quotas
  • Monitor reps quarterly target
  • Build and monitor monthly benchmarks for meeting and exceeding targets
Client Management:
  • Effectively scrub client data and reports to determine with clarity the true opportunity
  • Has clear view on account and how to maximize revenue
  • Effectively communicate quarterly objectives to client
  • Create and deliver quarterly business review presentations
  • Assist sales in expanding business
  • Work closely with client contact on reporting and forecasting
  • Suggest areas for client growth opportunities
Data Management:
  • Import and export of data in our internal systems
  • Effectively scrub client data to determine with clarity the true opportunity
  • Has clear view of client data to effectively drive opportunity
  • Closely monitor data in our internal systems
  • Manage carryover business
  • Closely monitor unresolved business and implants strategy to resolve
  • Create and implements territory opportunities for team
Team Management:
  • Build sales teams and staff according to specific business requirements
  • Responsible for creation of rep reviews and executes delivery
  • Assign quotas, incentives and spiffs
  • Drive call coaching strategy and feedback for reps
  • Develop reinforcement training practices for reps in conjunction with Director of training
  • Work with team lead to effectively train reps
  • Work in conjunction with team lead to analyze performance forecasts
Other Responsibilities:
  • Review reporting procedures and processes
  • Responsibility for maintaining constant funnel for sales
  • Overall resource management responsibility
  • Maintain overall health of sales organization ensuring high morale and employee satisfaction levels
  • Work with Marketing to develop materials with a focus on strategic programs and client acquisition
  • Communicate and influence corporate business plan and execute against agreed upon objectives
  • Proactively provide strategic insight to VP of Inside Sales on client opportunities

Qualifications

  • College degree, BA, BS preferred
  • 6+ yrs Sales Management Experience is a must
  • Candidate must have experience in Microsoft Office Suite with an emphasis on Excel, MS Access, and PowerPoint.
  • Experience in Service, Renewal or Support Sales is a key advantage.

Compensation

  • Base with bonus structure (Depending on skills, experience and performance)
  • Stock options
  • 401k match
  • Competitive health benefits including dental and vision coverage

About ServiceSource

ServiceSource is the service revenue performance company. We partner with technology, healthcare, and life sciences companies to maximize maintenance, support, and subscription revenue while optimizing customer loyalty. We increase contract renewal rates for clients on average by 10–25 percentage points – and in some cases by up to 40 points. These dramatic results are achieved via a purpose-built service revenue solution, including a suite of cloud applications and managed services built on a proprietary technology platform, which combines the industry's most robust data management engine and a unique service revenue master, leveraging benchmarks and best practices developed with 85 leading global clients. Our solution delivers proven results through a 100% pay-for-performance business model that enables a success-driven, shared-risk partnership. Headquartered in San Francisco with more than 1,300 employees worldwide, ServiceSource has $5 billion in service revenue under management.