Generally, the executive's company sets sales quotas that must be met to succeed in this position. When prospective clients are identified, the executive must work to discover those potential clients' needs and make targeted pitches for services and products that will fulfill their needs; they must then work to close the sale. After the sales transaction has been carried out, the account executive may work with customer service teams or work directly from clients to determine if products are to clients' satisfaction. When problems are encountered, the account executive may help develop solutions.
Organizations that sell business products segment their markets into enterprise, small and medium-sized business sectors.
Enterprise account executives have an internal role, planning sales activities to achieve targets for each account and an external role, liaising with decision-makers in the customer organization to assess their needs and provide relevant products and services.
Qualifications Enterprise account executives require a minimum of a high school diploma and previous sales experience, according to the career website Education-Portal. The account executive develops a strategic plan to maximize sales opportunities while protecting loyalty by ensuring the highest levels of customer satisfaction.
The enterprise account plan identifies the important decision-makers, sets out a contact strategy for building relationships with decision-makers and outlines revenue targets for each product that the organization sells to the account.
Relationship Management To increase sales to enterprise customers, account executives must influence many different decision-makers, including purchasing managers, finance directors, senior executives and managers of departments that use the product or service.
The account executive determines the role each decision-maker plays, calculates his relative importance and influence and maintains the relationship throughout the purchasing process.
Marketing Coordination Enterprise account executives liaise with marketing and product development teams to coordinate programs that will build business with key customers. Account executives work with product development teams to create new products and customize or improve existing products to meet the needs of key accounts.
Enterprise account executives work with customer service and technical colleagues to see that the customer receives the highest standards of service from all parts of the organization. They also monitor competitive activity to identify any threat to the business.
By building strong relationships and maintaining customer satisfaction, the account executives aim to create a level of loyalty that competitors find hard to overcome.Enterprise account executives are responsible for managing the business relationships with an organization’s larger customers, known as enterprise accounts or key accounts.
This describes a customer-oriented coordination unit within a company, in which activities associated with very important customers are consolidated. Job brief. We are looking for a skilled Key Account Manager to oversee the relationship’s of the company with its most important clients.
You will be responsible for obtaining and maintaining long term key customers by comprehending their requirements. Comprised of 11 members, the Executive Committee coordinates the management of the Group’s various programs and activities, with a particular focus on reviewing operational management in terms of objectives, progress and action plans, change management, HR strategy and business development.
What you will learn You will gain: Joining an experienced group of fellow KAM practitioners, you will gain.
State of art knowledge and tools for creating an effective key account management process. Online homework and grading tools for instructors and students that reinforce student learning through practice and instant feedback.