JOB SUMMARY
The Strategic Account Manager is responsible for meeting or exceeding sales objectives for assigned accounts by promoting and selling training services through professional, consultative sales techniques, and long-term customer relationships.
JOB REQUIREMENTS (includes the following. Other duties may be assigned)
- Meet minimum sales and collections targets, as set forth by the Owners and General Managers of each location
- Identify new opportunities for strategic accounts (as determined by management) with both existing and new clients
- Manage client relationships, including making telephone and face-to-face sales calls to current clients on a timely basis to uncover opportunities and advance the sales process
- Work with center staff to provide the necessary service required for ongoing customer satisfaction
- Support customer acquisition activities, including trade shows, email marketing, online webinars and seminar events
- Prepare written presentations, proposals and price quotations
- Give presentations and briefings to clients as needed
- Master the information presented during sales meetings
- Continually learn new product and industry knowledge and improve selling skills through both online and face-to-face training
- Use computer software tools to track client contact information, communicate with potential clients, and perform other sales-related functions
- Contact customers through, but not limited to, phone calls, email, mailings, fax and seminars to communicate opportunities to extend initiatives with the company
- Match programs to customer requirements, and close contracts for defined programs
- Collaborate with Marketing and center support to facilitate new programs, messages, campaigns, and offerings
- Ensure handoffs to Marketing and center support are successful, and exceed customer's satisfaction
- Ensure reporting and communications is frequent and bi-directional
EDUCATION
- Candidates will have an Associate's degree or equivalent combination of education or experience
- Bachelor’s degree preferred
TRAINING AND EXPERIENCE
- Minimum 3 years successful direct sales experience in technology, training, or adjacent industries
- Experience performing outside sales calls/presentations
- Demonstrated ability to build and maintain a strong sales pipeline
- Outstanding analytical, problem-solving skills, interpersonal and communication skills
- Experience with SPIN® Selling methodology preferred
- Ability to sell in a team environment
- Must be able to learn computer software necessary to accomplish the administrative tasks required in position; word processor, contract manager, electronic mail package, and registration package
- Excellent communication skills are required, both written and oral
