Client Manager

Location: Edmonton, AB
Date Posted: 12-07-2017
The Client Manager reports directly to the Regional Manager, Commercial Sales at the Edmonton Branch. The Client Manager is a hunter who is responsible for generating new sales opportunities within the Commercial, Public, and Industrial sectors. The Client Manager  will be responsible for adding new logos to our list of clients through cold calling and marketing leads. develop solid business relationships through proficient call handling, effective communication, probing, negotiating and closing. The primary focus is on new account acquisitions, as well as growth and development within the assigned sector. The Client Manager  is expected to develop a specified customer base and prospect incremental business utilizing outbound calls to attain growth objectives and increase customer breadth.
The Client Manager is measured on the ability to meet monthly, quarterly, and yearly productivity goals and must achieve balanced performance of product and service sales as stipulated within goal sheets. Important KPIs to meet are related to cold calling and lead to sale conversion rate.
Specific Accountabilities:
  1. Compile lists of prospective customers for use as sales leads, based on information from business partners, newspapers, business directories, industry ads, trade shows, web sites, and other sources.
  2. Turn Marketing leads into opportunities and close the sale based on a predefined process.
  3. Formulates a commercially viable business case, guides the proposal, and drives the deal to closing.
  4. Aggressively cold call perspective customers over the phone identifying and qualifying leads and offering the complete line of Client's products, services and solutions.
  5. Be responsible for target account plan, opportunity management process, and pipeline utilization
  6. Work closely with Sales Manager and other resources to determine customers’ technical requirements and assist them with identification of effective solutions to meet customers’ business needs
  7. Manages all aspects of the sales process including quoting and negotiating process, advising credit terms, preparing sales contracts, advising estimated delivery to customer.
  8. Cross sell and up sell to build revenue and margin on an ongoing basis.
  9. Works collaboratively with Client's internal support organization to ensure highest level of customer satisfaction.
  10. Meets or exceeds required sales targets as specified in goal sheets.
  11. Responsible for outstanding accounts receivable for items over 60 days.
  12. Participate in other call based promotion campaigns as required.
  13. Keeps current on relevant strategic technologies and trends; continually develops industry knowledge by participating in key industry events/conferences, reading trade journals, participating in vendor training programs and taking advantage of external education as appropriate.
  14. Understands and demonstrates the willingness to promote Client's vision and values.
 
Qualifications (Education/Experience/Skills & Abilities)
 
  1. Post-secondary education or equivalent experience, with 1 to 5 years of sales experience with solution-based products and services.
  2. 3 to 5 years demonstrated experience in progressively complex customer base.
  3. Moderate knowledge of common vendor product lines, as well as technical and professional services offerings.
  4. Proven ability to deliver on aggressive individual sales quota and increase market share by acquiring net new customers.
  5. Knowledge of IT industry, market place trends and key indicators.
  6. Highly developed relationship building skills focusing on selling, communication, customer relations, negotiations and decision-making skills.
  7. Ability to work in a fast paced environment.
  8. Strong working knowledge of MS Office products.
  9. Team player who enjoys being part of a successful sales team with a competitive nature
  10. Ability and willingness to learn new skills and replicate successful selling motions
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