Account Manager (Sales)

Summary

As an Account Manager for Veridos Canada, you will be accountable for the enterprise ownership of all sales and client support resources for an assigned client portfolio. The Account Manager will have defined sales and business/relationship objectives. The identifying of new opportunities or enhancements is paramount, while ensuring that client satisfaction and service level compliance meets all client and organizational expectations. You will establish credibility and placement for Veridos expertise in products and services and leverage it to profitably grow the account.

Primary internal interfaces: 

• Client Services, Business Development, Product Management, Project Management
• Operations, International Sales, Order and Tender Management

Primary Responsibilities

Sales

• Be Veridos’ lead liaison with our clients and key internal players to generate profitability

• Meet and exceed client expectations by anticipating client requirements, seeking information regarding industry trends and ‘best in class’ practices

• Define and ensure the fulfillment of operational sales targets

• Monitor the short-term sales and demand creation activities through meetings internally and with the client, promptly initiate and drive execution of corrective actions where needed

• Build up and maintain a high level of client intimacy by opening up access to senior level decision makers for local management teams

• Ensure regular client meetings at all levels, defining actions and personally following up

• Promptly communicate client-related issues/problems inside the Veridos organization, escalating effectively when necessary

• Provide pricing and quotations as required by the client(s)

• Develop and prepare client presentations, Requests for Proposal (RFP) and Requests For Information (RFI)

• Maintain internal CRM tool – Salesforce and report sales funnel status on a regular basis

• Be the primary contact and consultatively advise our clients where challenges can create opportunities with solutions Veridos can provide

Coordination 

• Actively cooperate with and coordinate interface functions to ensure smooth implementation of new product/client launches or major changes, driving successful completion within associated deadlines

• Client consultations to ensure the right Veridos subject matter experts are brought to the table to define the best solution together with the client

• Champion account-specific initiatives with an entrepreneurial view in the best interest of the client

Account Analysis 

• Use sources inside the client’s organization as well as published information to understand client’s corporate targets and strategy

• Understand and explain client’s business models and key economic drivers and know about buying influences as well as buying processes for each opportunity

• Gather comprehensive information about Veridos competitors through client contacts, trade show and conference attendance

• Take responsibility for detailed revenue forecasting and budgeting in a timely and accurate manner

• Identify product and services gap (offering vs. client requirement) and deliver concise input for new product requests

• Ensure accurate and comprehensive internal and external reporting

Account Strategy 

• Define a consistent strategic account plan, including long-term requirements to achieve sales targets and ensure support from related functions

• Set realistic qualitative and quantitative long-term targets and identify upside potential

• Combine Veridos’ product and service portfolio, seizing cross-selling opportunities, to offer an optimum solution for customers, complemented by a fitting price strategy

• Support development of leading-edge products and services based on experience with the key account

• Renegotiate contract renewals and extensions, as required

• Identify project opportunities with high sales growth potential and contribute to business cases, as required

• Actively participate in trainings and workshops (both internally and with the client) to identify new business opportunities

• Contribute to the definition of Veridos’ overall sales goals and strategy and monitor achievements for assigned account, derived from the regional and global sales targets. 

• Increase client engagement by establishing customized projects and joint evolution of projects

• Maintain knowledge of all technology, products and services the company offers. Keep abreast of new equipment and processes and any changes that may impact the assigned account

• Monitor accounts receivables and inventory for assigned clients, actively drive resolution in case of any issues

• Comply with Veridos Environmental, Health & Safety  policies, procedures and report any Environmental, Health & Safety hazards, incidents and concerns to the immediate supervisor

Qualifications, Experience and Educational Requirements

Work Experience:

• 5+ years of professional experience in sales and marketing; having this experience in the secure credential industry is an asset

Skills and Competencies:

• Excellent command of written and verbal English

• Experience in the development of service offerings in the secure credential industry is an asset

• Technical and business experience with chip technology, security and software solutions is an asset

• Entrepreneurial spirit for increasing business and developing new opportunities

• Experience in relationship building with clients at senior management level(s)

• Proven interpersonal and problem-solving skills

• High energy, self-motivation, high integrity work ethic

• Strategic thinking, problem-solving, negotiation and decision-making skills

• Strong communication and presentation skills 

Education:

• University degree in Business, Marketing or other related discipline(s)

Working Conditions

• Home Office

• Travel will be required 

Additional Information

*This job description is not intended to be all inclusive. The selected candidate will also perform other reasonable related business duties as assigned by the supervisor. The company reserves the right to  revise or change job duties as needed. This job description does not constitute a written or implied contract of employment.

Veridos Canada is an equal opportunity employer and values diversity in its workforce, encouraging applications from all qualified individuals.

Please note:  Reference Checks and Credit, Criminal Background Checks will be administered on suitably qualified candidates. Your application will be kept on file for up to two years.  
 

We are an equal opportunity employer! We promote diversity in all its forms and create an inclusive work environment, free from prejudice, discrimination and harassment, in which all employees feel a sense of belonging. We warmly welcome all applications regardless of gender, age, race or ethnic origin, social and cultural background, religion, disability and sexual orientation. If you would like to contact us, please contact Human Resources at jointheteam@veridos.com