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The successful applicant will recruit, develop, and lead a team of sales professionals, ensuring clear objectives, accountability, and consistent performance against targets. Working closely with senior leadership, the role requires strong market insight, strategic thinking, and the ability to translate customer needs into commercial success. Excellent leadership, communication, and stakeholder management skills are essential, along with experience managing complex sales cycles and partnerships.
Key Responsibilities
Account Management:
Serve as the main point of contact for assigned commercial clients.
Build and maintain strong, long-term relationships with key stakeholders.
Ensure client satisfaction by addressing their needs and concerns promptly.
Monitor client accounts to ensure they remain profitable and aligned with business goals.
Sales Growth:
Identify opportunities to upsell and cross-sell products or services to existing clients.
Develop and execute account plans to meet revenue and profitability targets.
Collaborate with internal teams (e.g., marketing, product development) to create tailored solutions for clients.
Track and report sales performance, forecasting future sales potential.
Contract Negotiation:
Lead negotiations for contracts, renewals, and agreements, ensuring that terms are mutually beneficial.
Manage the pricing strategy for client accounts, balancing profitability with competitive pricing.
Resolve any contract-related issues or disputes in a timely manner.
New Business Development:
Identify potential new commercial clients within assigned territory or market sector.
Generate leads, conduct outreach, and build new client relationships.
Work with the sales team to expand the company's presence in key markets.
Reporting & Analysis:
Monitor and analyse key performance metrics, such as sales trends, client feedback, and profitability.
Provide regular reports on account performance to senior management.
Use data and insights to make informed recommendations for improving client services and driving revenue growth.
Customer Service:
Act as an advocate for clients within the organisation, ensuring their needs are met.
Coordinate with the customer service team to address and resolve client issues efficiently.
Key Skills and Competencies
Relationship Building:
Strong interpersonal and communication skills to build and nurture client relationships.
Ability to understand client needs and tailor solutions to meet those needs.
Sales Acumen:
Proven track record of meeting or exceeding sales targets.
Strong negotiation skills and the ability to close deals.
Strategic Thinking:
Ability to develop long-term strategies for account growth and retention.
Skilled at identifying business opportunities and developing tailored solutions.
Commercial Awareness:
Strong understanding of the commercial landscape and market dynamics.
Ability to assess client profitability and manage pricing strategies.
Problem Solving:
Ability to address and resolve client concerns or issues in a professional manner.
Strong analytical skills to assess account performance and recommend improvements.
Organisational Skills:
Ability to maintain detailed and accurate records of all client interactions.
Qualifications and Experience:
Bachelor's degree in business, Marketing, or a related field (preferred).
3-5 years of experience in account management, sales, or commercial roles.
Experience managing B2B accounts, preferably with US Government Agencies.
Proven success in meeting sales targets and managing large client portfolios.
Familiarity with CRM software and sales forecasting tools.
Why Join Kromek?
Kromek offers a competitive compensation and benefits package, but more importantly, a challenging and rewarding work environment. The work we do matters.
Work Environment:
Office-based with US travel to meet clients or attend industry events.
Flexibility for remote work.
Key Performance Indicators:
Revenue growth for managed accounts.
Client satisfaction scores.
Contract renewal rates.
New business acquisition.
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| Location | Pennsylvania, PA |