Strategic Account Manager

Reporting to the Client and Partner Success Director, the primary functions of this role include driving revenue growth to goal, within an existing book of business by offering expanded services within the Utility portfolio, in parallel of services support coverage based on the needs of the client base served. It will be required to also obtain local area market intelligence from multiple sources, including but not limited to, legislative bodies, establish contacts within our existing book of business, and interrelated departments and associations. The role is designed to visit an average of 2 to 3 clients per working week, with after action reporting, lead generation, and pipeline management narrated through Utility’s ERP systems. 

Administrative functions of the role include generating quotes, estimates, and sales orders for various software services and hardware components. To ensure client satisfaction levels, cold-calling and relationship cultivation will be required. This role is heavily weighted on travel in and around the continental United States, with 70% of working time being allocated to onsite interactions with Utility’s top-tier accounts. Managing of expenses within budget along with reporting to leadership.

Other major functions of this role include supporting activities and coordination to successfully close contract renewals, upselling, cross-selling, identifying service gaps, documenting customer interactions, uncovering competitive offerings, understanding local area mandates/legislation, and other customer service functions as deemed essential to the business success by the Utility leadership team.

Job Duties

  • 70% travel requirement.
  • Must be located, or willing to relocate to the metro Atlanta area.
  • Conduct 2 – 3 onsite visits per working week.
  • Provide accurate pricing on contracts.
  • Maintain the highest levels of enthusiasm with all clients, in the face of a fast-paced, yet rewarding environment.
  • Document specific client interactions, escalate to the appropriate department, and follow to resolution.
  • Partner with the outside sales team in facilitating requests for pricing, support, and/or activities that lead to greater speed-to-revenue.
  • Upgrade, expansion, and cross-selling sales as defined by corporate goals.
  • Completion of after-action reporting visits and debrief with direct report and UA leadership.
  • Maintenance of contacts, leads, and opportunities in UA’s HubSpot platform.
  • Provide troubleshooting and escalate as needed.
  • Identify and act upon upselling/cross-selling opportunities.
  • Collect and report on local legislation impacting video evidence and camera collection systems, in market.
  • Manage and plan continual client communications.
  • Process sales orders, quotes, estimates, renewals, and uniform requests.
  • Track sales orders and aid with providing shipping updates to clients.
  • Support outside sales team as needed.
  • Complete tickets, tasks and /or other required CRM activities in the designated ERP system.
  • Aggregate purchases over historical timelines.
  • Respond to all e-mails and calls in a timely manner.
  • Support survey functions as required.
  • Support various order types required by multiple departments.

Job Requirements

  • Associate degree required (Bachelor’s Degree in Business Administration or related field preferred).
  • 2+ years of direct client relations management.
  • Demonstrated success in handling dynamic and evolving business circumstances.
  • Client first attitude: while maintaining diligence in commitments and connecting with your manager as situations arise requiring leadership support.
  • Proficiency with MS Office Suite, particularly MS Excel required.
  • Experience in Oracle NetSuite and HubSpot preferred.
  • Demonstration of strong customer service focus.
  • Proactive, continuous improvement approach towards client service.
  • Excellent communication skills.
  • Strong analytical and multitasking skills.
  • Ability to work well in a team environment.
  • Capacity to prioritize and meet deadlines in a fast-paced corporate environment.
  • Fluent understanding of sales principles and best demonstrated client service practices.
  • Positive attitude and flexible approach towards newly developed processes and procedures.

Candidates must pass a pre-employment Drug Screen and Background Check.

While performing the duties of this job, the employee is required to sit for long periods of time; use hands to file and use general office equipment, reach with hands and arms; climb stairs; balance; stoop, kneel, crouch or crawl; talk or hear. The employee must occasionally lift and/or move up to 10 lbs. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this role. This is not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.