Senior Director Account Management

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 Job Purpose: The Senior Director, Account Management position is responsible for providing direct management of team members supporting a designated region.  Responsibilities Include: maintaining strong relationships with current accounts; creating strategies for increased account growth year over year; evaluating site P&Ls regularly and improving efficiencies for product and service functionality.

Essential Duties:

• Responsible for meeting or exceeding assigned objectives in retaining existing clients based on outlined annual goals, growing in platform EBITDA, facilitating new contract activation that blends the balance of client and company needs, and executes department wide initiatives to expand EBITDA.
• Drive a solutions-oriented and collaborative culture throughout territory of oversight.
• Collaborate with internal leaders to direct the best course of action to satisfy all stakeholders (Customer, Consumer, Enterprise).
• Lead resolution for any escalated issues
• Create and maintain customer contact objectives for the department including quarterly business reviews
• Consolidate and present quarterly client scorecards to provide the company with a status on client satisfaction with a proposed strategy on areas of improvement.
• Covert at risk accounts into action plans to include measurable milestones and collaborate with leadership to drive resolution.
• Manage SG&A budgets to meet department targets and plan for future needs.
• Forecast and track key account metrics (e.g., quarterly sales results and annual forecasts).
• Leverage relationships built with customers to get deep and wide across the entire account – leverage success into referrals for the hunting organization.
• Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors.
• Recruit, hire, onboard and develop a team of highly skilled, highly driven professionals.
• Coach, mentor and motivate individuals to function together as a team extremely capable of executing solutions-based upselling practices.
• Design, develop and implement performance plans and objectives for assigned regions that will drive the correct behavior and enable your team to exceed objectives.
• Establish, develop and maintain close working relationships with customer/agency leadership and serve as the escalation point for all in region agencies/customers.
• Oversee new contract rollouts to coach and direct activities to ensure the fastest path to revenue actualization with visibility and management of implementation/ CAPEX costs.
• Review DOC RFPs to ensure the responses are in line with the specific agencies’ expectations and allows for the account management group to be successful upon RFP award.
• Implement and execute Corporate strategic initiatives as directed.
• Create, implement, and execute Region Initiatives designed to drive EBITA, increase Agency retention, Agency Satisfaction, and customer satisfaction.
• Create, implement and execute Region Initiatives designed to drive awareness and education/knowledge of our solutions & products.
• Up to 50% travel is required.
• Other Duties as Assigned.

Knowledge, Skills, and Abilities:

• Complete understanding of best practices for strategic account management
• Demonstrated knowledge of consultative selling
• Knowledge and experience in RFP and government contract processes
• Solid experience with CRM software (e.g. Salesforce, CRM or HubSpot) and MS Office Suite (particularly MS Excel)
• Working knowledge of P&L management
• Proven ability to provide direction on multiple account management projects in fast-paced industry simultaneously, while maintaining sharp attention to detail
• Excellent listening, negotiation, and presentation abilities
• Strong verbal and written communication skills

Minimum Qualifications:

• HS Diploma or GED.
• 10 plus years of direct business to business sales or business to government sales to include:
• 5+ years of quota carrying territory sales experience.
• 3+ years of directly related work experience focused on driving strategic sales initiatives, RFP development and response, business analytics and to resolve issues and contribute to overall enterprise success.
• High proficiency in MS Office with proven ability to distill complex topics to models and presentations to drive decision points.
• Maturity to drive complex topics with high EQ in challenging environments.

Preferred Qualifications:

• Bachelor’s Degree or equivalent work experience
• Previous experience in Software, Managed Services, Telecommunications Sales to governmental entities.
• Experience managing $100M+ account portfolio.
• Proven high levels of strategic acumen with excellent influencing and relationship building skills across all levels of an organization
• Experience with consumer products / services markets

Physical Requirements:

• While performing the duties of this job, the employee is regularly required to: stand, sit, talk, hear, and use hands and fingers to operate a computer, telephone, and a variety of office equipment.
• Occasionally, this position may need to reach, stoop, or kneel.

Salary and Benefits:

At Aventiv, our salary and benefits are designed to fit you as a whole person. We offer a salary range based on experience and qualifications to ensure your unique contributions are met with our most competitive offer.

• $121,657.18 - $152,000 per year + commission eligible 
• Eligible for $255 to purchase company equipment (keyboard, monitor, headset, etc.
• Health Insurance
• 401(k)
• Disability
• Life Insurance
• Paid Time Off
• Voluntary Benefits

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Equal Employment Policy:

Aventiv is proud to be an equal opportunity employer. All decisions regarding recruiting, hiring, promotion, assignment, training, termination and other terms and conditions of employment will be made without regard to race, color, national origin, biological sex, sexual orientation, gender identity, gender expression, gender presentation, religion, age, pregnancy, disability, work-related injury, veteran status, genetic information, marital status, or any other factor that the law protects from employment discrimination. We do not discriminate based on genetic information in accordance with the Genetic Information Nondiscrimination Act.