Account Manager

Plutus21 Partners is seeking an experienced, entrepreneurial Account Manager to expand business across our customer base.  In this role, you will get to know the business priorities of your customers and match their needs for regulatory and compliance management with our services.

In this role, you will be instrumental in driving customer retention and broadening our customer base within your designated territory in this role, you will be managing the account health, driving product adoption across the customers, and identifying and referring cross-sell opportunities to business development teams.

We are looking for individuals who are enthusiastic about executing our strategy. You'll have the opportunity to use your strong analytical skills to identify market trends and customer needs, helping us tap into the vast potential of our addressable market.  Our team will rely on you to identify growth opportunities for new product lines within existing customer organizations.  Enthusiasm for spending time with customers to learn about their businesses is a must!

Key Responsibilities

• Ownership – You will own a book of business from post-sale handoff through renewal and expansion. You would use your Enterprise B2B experience to deeply understand the customers’ business objectives, and organizational structure, demonstrating how our products can deliver outcomes.
• Identify Cross-sell Opportunities – You will learn to spot opportunities for product safety and stewardship services within your customers’ businesses.
• Expansion – You will also identify opportunities to expand services within existing accounts, developing and owning relationships with the senior leadership teams.
• Customer Satisfaction – Identify and mobilize product champions within the client’s user base by rallying internal teams to ensure a swift resolution of their issues.
• Forecasting – You will proactively monitor account health and develop user/usage growth plans. You will accurately forecast your sales pipeline and expansion opportunities.
• Organization – Exhibit meticulous attention to detail and organizational skills, ensuring timely documentation of all customer interactions. You will need to manage multiple tasks simultaneously such as client requests, demos, proposals, business reviews, ticket resolutions, etc.
• Renewals – Plan and manage renewal activity and price adjustments that result in meeting/exceeding account growth targets. Partner with the internal teams to ensure accurate invoicing and timely payment.
• Consultative Selling – You will help the customers unlock value from our offering by conducting quarterly business reviews. You will also follow EH&S industry developments, and collaborate with the firm’s regulatory experts to develop proposals, and product demonstrations ensuring alignment with client needs and industry standards.
• Voice of the Customer – Review and provide feedback to reflect the voice of our customers in our future product roadmap, pricing strategies, and go-to-market efforts

Qualifications

• At least five years of demonstrated success in expanding enterprise client accounts and driving revenue growth in a B2B sales environment. Experience with technology, IT, subscription-based regulatory solutions or the SaaS industry is preferred.
• Experience developing complex growth strategies within an international organization.
• Expertise in client retention and renewal processing.
• Track record of consistent quota achievement as an individual contributor navigating larger deals, understanding complex sales cycles, and managing multiple stakeholders.
• Exceptional organizational skills and attention to detail, ensuring accuracy in all documentation and deal management using Salesforce.com, LinkedIn Sales Navigator, or similar applications.
• Robust interpersonal skills with the ability to build and maintain productive relationships with external and internal stakeholders.
• Ability to travel up to 50%, mostly nationally with occasional international travel.

Demonstrated Competencies:

1. Ownership of client success. Instinctively curious about your clients’ business, performance goals and how the firm can help customers succeed.
2. Planning. Forward-thinking with ability to set and execute short-and long-term goals: organized when performing regular account-support activities while methodically planning for a successful account renewal.
3. Results-Oriented. Proven record of consistently achieving monthly, quarterly, and annual renewal and price increase targets in a growing organization. Experienced in organically nurturing and growing an assigned book of business.
4. Interpersonal Skills. Effectively utilizes analytical skills to solve customer business problems. Negotiator. Well-versed in the diagnostic sales or similar value-based pricing methodologies.
5. Avid Learner: Aptitude to master EH&S industry, technical product suite and customer landscape.
6. Self-Management (Time and priorities). Excellent time management, attention to detail and overall strong organizational skills.
7. Written Communication. Excellent written communication skills, experienced in preparing and presenting client proposals/RFPs.
8. Teamwork. Team-player, who collaborates with ease up and down the organization.
9. Flexibility. Thrives in a dynamic, fast-paced business environment.