Archway

Job Details

Description

The Account Manager is responsible for maintaining the client relationship for existing accounts. In this role, the Account Manager leads the development of account strategies by understanding the client's business and partnering with internal shared services to develop high-value market solutions to drive Archway’s value proposition for the purpose of revenue growth. The Account Manager must ensure strong executional delivery for day-to-day account management.

Overall goals include attainment of the company and customer business objectives; consistent and timely delivery of services; new business development; increased account penetration; client relationship management; achievement of customer satisfaction metrics; and development of deep customer relationships at multiple levels.

MAJOR AREAS OF RESPONSIBILITY:

• Drive executional delivery for day-to-day account management, resulting in further revenue growth and deeper client partnerships
• Development and implementation of strategic account plans to understand and drive client trajectory.
• Support and drive the “go to market” strategy needed to deliver on the short-term and long-term revenue and operating income targets.
• Understand solutions offerings and strategizing on securing new business opportunities from existing clients.
• Owner of client relationship and through consultative selling drives revenue and profit growth by demonstrating skills of accurate problem definition and proactive solutions delivery with key client stakeholders.
• Effectively establish, partner, and hand off any new solution projects to the Client Services team once the sale is complete.
• Engage Account Development leaders on any major client issues and ensure proper communication alignment back to the client through the Client Services team, if needed.
• Responsible for understanding and managing client contracts.
• Incorporate and demonstrate characteristics of courage and resiliency in a sales environment.
• Synthesize and drive operating procedures to bring simplicity to the business.
• Drivethe business review process.
• Provide leadership in defining requirements and directing resources to achieve account goals.
• Behaves in a manner in line with company values.
• All other duties as assigned.

LEADERSHIP:

• Builds a collaborative team through coaching and development of supporting sales roles, setting clear expectations, and recognizing and celebrating team successes and behaviors.
• Demonstrate outstanding leadership and relationship-building skills both internally and externally
• Nurture a highly collaborative environment, leveraging the talents of a cross-functional team.
• Advocate for product, analytics, and other needs of the team to allow them to be more successful.
• Implement sales expansion strategies within the defined top-tier customer base.
• Manage an ongoing sales pipeline across the team for forecasting purposes.

FINANCE:

• Accountability in the achievement of financial goals, including revenue and profitability growth for all assigned accounts.
• Lead the value proposition development process.
• Review individual quotes as necessary.
• Provide final review and approval of customer invoices and reports.
• Understand and communicate key components for providing accurate monthly forecasting.
• Identify and address major areas impacting financial and resource planning.

SALES AND OPERATIONS PLANNING:

• Understand client contract requirements and any additional proposals to ensure adherence.
• Ensure that Statements of Work and proposals address business objectives and opportunities.
• Communicate and partner with appropriate team leaders to align on Statements of Work.
• Develop and execute an ongoing operational plan for account retention.
• Work with all resources necessary to ensure an effective contract renewal process.

QUALIFICATIONS - EXPERIENCE, EDUCATION, KNOWLEDGE, AND SKILLS REQUIRED:

• Bachelor’s or advanced degree, preferably in business
• Minimum 4-6 years of successful sales and/or major account management experience
• Ability to develop, maintain, and deepen relationships with senior-level client contacts
• Track record of exceeding business development and relationship management objectives
• Experience in creating, managing, and executing successful account development plans
• Proven business acumen, judgment, and decision-making skills
• Ability to coach, mentor, and support the personal development of employees
• Ability to prioritize and manage multiple tasks with sensitive deadlines and a changing environment
• Strong leadership and relationship-building capabilities
• Strong business, customer relations, and financial acumen
• Ability to excel in a fast-paced environment with consistent deadline pressures
• Record of success as a self-starter who can work independently and in a team environment
• Excellent verbal and written skills, including presentations and proposals to a senior-level audience
• Strategic thinker with analytical aptitude and ability to manage detailed project requirements
• Proficient in the MS Office suite and able to learn new systems
• Aptitude for interpreting contracts and legal documents
• Professional appearance and demeanor
• Ability to travel independently up to 30% or as may be required

Archway is committed to building a diverse workforce by attracting, developing, and retaining employees. We believe that through having a diverse workforce, we will be employing the best talent and leveraging diverse and unique skills and perspectives.

Qualifications

Education

Required

Bachelors or better in Business Administration or related field.

Experience

Required

4 years:

successful sales and/or major account management experience

Preferred

4 years:

Experience in creating, managing, and executing successful account development plans