Americas

To apply for this position, please send your resume with a cover letter stating your interest: career.americas@airwidesolutions.com

Account Manager

Location: Chicago, IL

Key Objectives

Developing and enhancing strong customer relationships across multiple levels and functions, and ensuring you are effectively connected internally to create significant leverage for your account.
Building relationship matrix for the account.
Deepening knowledge of Key Account(s) and supporting the sharing of information internally.
Establishing cooperation inside and outside the sector so that everyone acts in concert in meeting the strategic goals.
Building confidence of client internally via informal networking.
Positioning the organisation as a trusted supplier
Maintaining the sales forecasting system in line with opportunity developments to ensure an accurate weekly forecast of opportunities in region.
Using the sales forecasting database to provide a monthly forecast with order commitment.
Achieving the quarterly and yearly quotas for Net Production and/or Order Value set out in the individual Sales Incentive Plan.
Building and maintaining key relationships within the customer account resulting in the increase of market share.

Responsibilities
The successful candidate will:

Build intimate customer knowledge by understanding Key Account(s) Business Model, including vision, strategy, short and long term needs, financial model and equipment resources
Lead the creation of account strategy for all solutions related to Key Account(s)
Increase market share within the key account(s) based on anticipating and exceeding customer expectations.
Assist in defining key account pricing within authorised guidelines.

Challenges

To balance the strategic and tactical - insuring a long term customer intimate relationship
To ensure that the Global team is focused globally rather than on a country/regional basis
To work in close partnership with the Global Account team to achieve a coherent approach to the Global and local organisations from top down and bottom up
To work with the Account team to make sure that there is “one voice to the customer”

Qualifications & Experience

Essential:

Excellent direct sales record – developing new accounts and exceeding sales targets
High level technical understanding of CDMA and GSM networks
Knowledge and passion for mobile messaging - need to be able to talk SMSC/MMS speak
Experience of the travel demands associated with this type of role
Minimum 5 years of Account Management experience of which 3 should have been selling large value (examples >$1m required) mobile solutions directly to mobile operators in USA within Infrastructure Development or related Network Elements e.g. Messaging, Billing, Voice Mail platforms etc.
Must have worked in complex matrix organisations.
Strong track record in “solutions selling” to sophisticated operators.

Desirable:

Degree educated
8+ Years experience of selling large value (examples >$5m required) messaging mobile solutions in USA
Strong contact and relationship network at a senior level in key mobile operators in region

Skills and Competencies

Personal Skills

Highly personally motivated.
Dogged and persistent.
Able to formulate and provide innovative solutions.
Highly developed ability to build and maintain strong and credible customer relationships.
Great strength and deep understanding of account management principles.
Politically astute with strong influencing skills.
Able to take into consideration the larger picture and to be able to see links between seemingly unrelated items.
Proactive, go getter attitude but with the maturity to deal with the existing accounts
Self Starter and able to work under pressure (will have to demonstrate ability to meet revenue targets)