Director of Accounts
2 months ago
As a business segment leader you will lead a team of account management and sales professionals focused on retaining and growing the segment. You will lead the sales team with solid focus on understanding and addressing customer needs and strategically positioning our products and services for maximum impact.You will shape and implement a comprehensive sales strategy, focused on strategic account planning, drive substantial revenue growth and customer loyalty as well as align cross-functional efforts to drive execution for your customers/segment.Your responsibility includes building robust, long-term relationships with key clients acting as their strategic and trusted consultant externally and ensuring cross-functional alignment inside the organisation to accomplish that.You will be 1 of 5 key stakeholders in the organisation driving growth in the largest region for the company.
Key Responsibilities:
Develop and execute a growth and retention strategy for the account segment in alignment with the country and business priorities, taking into account segment specific needsDevelop and implement a strategic account planning framework - specific to the segment – to drive share of wallet and product adoption, ensuring alignment with overall business objectivesLead cross functional efforts across sales, marketing, business analytics, pricing, product development and other functions to meet customer needs and to grow the business segmentDrive and coach a consultative sales approach, focusing on understanding customer needs and delivering tailored solutions that drive value and customer successLead the team in sales methodologies and practices, ensuring a focus on strategic account management and execution excellenceFoster a culture of continuous learning and developmentOversee a climate of operational excellence and refine forecasting processes to enhance accuracy and predictability in revenue, ensuring top-down and bottom-up adoptionCultivate strong inter-departmental collaboration and processes to ensure seamless customer experiences and efficient fulfilment of client requestsAct as the senior escalation point for customer account management, ensuring timely and effective resolution of issuesDrive contract negotiations and closure, focusing on creating value for both the customer and the organisationOwn and execute B2B events aimed at strengthening brand equity and utilise customer feedback and interactions as strategic opportunities for team coaching and development as well as product and marketing roadmaps.
Desired Qualifications:
Advanced degree in business, marketing, or a related field.
Desired Experience:
15 years of experience in B2B SaaS/Subscription sales and strategic/enterprise account managementAt least 5 years in a senior sales people management roleProven expertise in cross-functional team leadership and project management, particularly in a sales contextProficiency in CRM tools (Salesforce preferred) and data analytics for strategic decision-makingOperational, product and project management experience would be a plusUnderstanding of the real estate industry would be a benefit
Competencies:
Proven strategic thinker with the ability to align cross-functional efforts towards common business objectivesStrong relationship-building skills, capable of engaging and influencing stakeholders across different functional areasData-driven customer-centric approach, dedicated to understanding and fulfilling customer needs through effective cross-functional collaborationExceptional problem-solving abilities, focusing on proactive and collaborative solutions to customer and team challenges.Proven ability to hire top talent and coach for top performance.Strong sense of ownership and a bias for executionProven analytical, structured thinking and executive communication skills
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