Director, Client Account Management Program

Scantron

Omaha, NE 68182

Posted 1 month ago

Job Description

BUILD your career with a global, diversified company that provides market leading technology services to help clients achieve their goals.


LIVE your passion through a culture that actively supports community involvement and embraces a "whole person" company benefits philosophy including a compensation package designed for your total well-being.


We are the iconic brand in assessment and technology services. We are Scantron professionals.


Scantron is a global, diversified company that provides market leading technology services to help business owners and professionals achieve their goals. For more than four decades, the Scantron brand has been recognized as the trusted source for technology services and managed print solutions. Scantron is headquartered in Eagan, MN, with offices in Omaha, NE and Research Triangle Park, NC.


Rewards


+ Take charge of your future with our generous 401K savings plan with company match, which is vested from day one.


+ Participate in our company wide well-being program that also serves to lower your annual health insurance premiums.


+ Explore new education opportunities with our Tuition Reimbursement Plan which covers up to $5,250.


+ We offer work-life flexibility, meeting personal obligations along with professional success.


Position Summary


Responsible for the retention and growth of the Small Business Markets (SMB) $10M + base for STS. This includes leading & managing the Client Account Managers assigned to the respective accounts. Sets the strategy for relationship development, customer lifecycle management and sales activity to meet and exceed revenue and profitability goals. This position will manage a team of Client Relationship Managers with base account responsibility.Maximizes revenue expectations while controlling expense in the management of assigned Client Account Managers. This includes managing, training, evaluating, staffing, and motivating the team. Directly responsible for the team’s activities around client retention, cross-sell and upsell activities.


Key Duties / Responsibilities


+ Provides input related to sales and corporate strategy specifically related to product development, go-to-market efforts, and execution for SMB market segment.


+ Coordinates and directs all sales activities for the team within the assigned base of accounts. Provides both monthly and periodic sales forecasts as required.


+ Monitors sales volume and attains sales expense objective for assigned sales area. Selects and directs sales efforts for base accounts.


+ Recommends regional area sales objectives, plans, and strategies to Vice President (including competition overview, staffing plans, risk identification, retention plan, etc.).


+ Reports to Vice President on market conditions, trends, competitors’ activities, sales opportunities, and major problems affecting sales. Submits all required reports accurately and in a timely manner.


+ Recruits, hires, trains, motivates and evaluates Sales staff regularly within assigned regional area. Plans and conducts regular sales conference calls to keep Sales staff informed.


+ Conducts performance reviews for Client Account Managers


+ Establishes and maintains contacts with key account management that represent major market area volume at the manager/director level.


+ Establish and manage ongoing customer lifecycle programs and collaborate closely with Marketing on sales campaigns that need to occur monthly.


+ Manage special projects as necessary


+ Cover a sales territory in the event a CRM extended absence/resignation


+ Perform monthly forecast activities as it pertains to the yearly goals


+ Collaborate with internal teams (e.g., sales, engineers, management) to address customers’ needs.


+ Be innovative and make recommendations to improve the client experience whether it is via processes, procedures or communications


+ Plans, facilitates, and leads sales meetings and training as required.


+ Work with all facets of the organization to help meet our defined corporate objectives. The other parts of the organization include Accounting, Field Service and Support, Administration and Human Resources, and Business Development. Identifies areas for cross-functional process improvement that will support the goals of the business


+ Follows company sales policies and procedures.


+ Meets all attendance requirements


Education & Knowledge Required


Bachelor's degree (B. A.) from a four-year college or university; or minimum ten years related experience and/or training; or equivalent combination of education and experience.


Experience Required


+ Successfully managed a territory


+ Excellent organizational, leadership, interpersonal and problem-solving skills


+ High level of independent judgment


+ Ability to travel overnight a minimum of 3 - 5 days per month as required.


Leadership Responsibility


Leads a team of sales employees


Scantron is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.


Applicants who have disabilities may request that accommodations be made in order to complete the selection process by contacting our Director of Talent Acquisition, Wendy Hinson at 919 657-6903.


EEO is the law. To review your rights under Equal Employment Opportunity please visit: www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf.


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