Territory Sales Account Manager
Confidential
Total years of experience :20 years, 11 Months
• Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining regional sales system improvements; implementing change.
• Maintains and expands customer base by counseling district sales representatives; building and maintaining rapport with key customers; identifying new customer opportunities.
• Establishing, maintaining and expanding the customer base.
• Increase business opportunities through various routes to market.
• Collecting customer feedback and market research.
• Reporting to senior managers, and keeping up to date with products and competitors.
• Produce accurate quotations as requested, ensuring that the specification meets the customer’s needs.
• Provide product demonstrations when and where necessary to assist the customer’s decision- making process.
• Adhere to in-house rules regarding demonstration protocols, personal demo stock and use of the group demo equipment.
• Provide a detailed monthly report and prospect list to the current format on the first working day of each month or before.
• Make all reasonable efforts to be available by phone and email during office hours.
• Respond to phone and e-mail requests from management within the same day.
• Maintain good working relationships with all members of the company, across all of the different departments.
• Perform sales activities on major accounts and negotiate sales price and discounts in consultation with senior management.
• Manage personnel and develop sales and sales support staff.
• Review progress of sales roles throughout the company.
• Forecast accurately annual, quarterly and monthly revenue streams.
• Develop specific plans to ensure revenue growth in all company’s products.
• Provide quarterly results assessments of sales staff’s productivity.
• Coordinate proper company resources to ensure efficient and stable sales results.
• Formulate all sales policies, practices and procedures.
• Assist sales personnel in establishing personal contact and rapport with top echelon decision-makers.
• Collaborate with senior management to develop sales strategies to improve market share in all product lines.
• Interpret short- and long-term effects on sales strategies in operating profit.
• Educate sales team by establishing programs/seminars in the areas of new account sales and growth, sales of emerging products and multi-product sales, profitability, improved presentation strategies, competitive strategies, proper use and level of sales support, management of expenses and business/financial issues on contracts.
• Collaborate with management to establish and control budgets for sales promotion and trade show expenses.
• Maintain good working relationships with all members of the company, across all of the different departments.
• Responsible for obtaining profitable results through the sales team by developing the team through motivation, counseling, skills development and product knowledge development.
• Responsible for monitoring the performance of the sales team by establishing a system of reports and communications involving sales reports, cyclical sales meetings, sales newsletters and electronic bulletins.
• Personally observe the performance of sales representatives in the field on a regular basis.
• To proactively initiate sales opportunities with prospective/existing customers and managing the sales process from initial qualification through to contract execution.
• Research Companies and markets to create a client targets list and Conduct Sales calls to target clients.
• Conduct in-depth needs analysis for client business and assist in strategy development.
• Actively gather information related to the customer, for example, business opportunities, decision making processes, customers' needs, client budgets and billing process for accuracy and timeliness.
• Lead negotiations, and Issue Quotes supported by the management.
• Develop Marketing strategies and establish account business plans.
• Create and maintain a detailed reporting line with complete regular pipeline information to Regional Sales Manager.
• Steer the offer process, as well as actively promote Monsters' solutions to customers.
• Master and maintain vast knowledge of client's business, competition and latest industry news and trends.
• Act as a primary point of contact for client.
• Ensure satisfactory response time to customer requests.
• As a part of the pilot team, which had an opportunity to have process training in Salt Lake City, Utah (USA) for 2 months, In depth knowledge of the US Healthcare system and Benefits Administration, Thanks to my domain expertise, was assigned the responsibility of acting as a floor resource to assist my teammates in taking calls and answering queries, and also to train teams on new clients at the Call Center.
• Acted as a floor resource to assist my team mates with the calls and answering queries. Taking escalated calls, this involves significant client interaction, and ensures resolution of the issue by coordinating with our peer in SLC. As Health and Welfare was a pilot process, team believed in decentralization of knowledge, I played my part in sharing any new updates encountered on calls and other situations and highly encouraged others to do so.
• A Part of the technical team whose responsibilities include creating the reports for the entire floor. To maintain daily latency reports. Responsible for driving data security on the floor, Ensure CDP (Clean Desk Policy) is implemented on a daily basis.
• Monitor calls to assess quality and provide professional feedback on both process related and soft skills. Identify key areas in process and soft skills to increase the bar for quality.
• My role while I was working with ADP (Automatic Data Processing) involved handling inbound calls and providing service as per the SLA. ADP is a third party benefits administrator, and the calls were from our clients employees to inquire about their insurance charges, eligibility, coverage, claims or to make any changes to their existing plan.
• The responsibilities also included but not limited to, preparation of MIS reports showing the number of calls received by each agent and the TAT, ASA, quality monitoring and insuring KPI’s, and the call drop ratio. Handling escalations for the Health and Welfare
team, and to train and coach them on software applications, processes and procedures.
• I’ve received many awards for my outstanding performance, one of them was for a process improvement idea that I have presented and implemented successfully.
