The OpportunityThe Senior Account Manager is responsible for managing and growing assigned strategic customer accounts. This role owns the customer relationship and is accountable for delivering profitable sales growth through strategic account planning, relationship development, opportunity management, and effective execution. The Senior Account Manager develops a deep understanding of the customer's business, identifies opportunities to expand Server Products' presence, and leads cross-functional resources to deliver solutions that create value for both the customer and Server Products. Success is measured by sales and profit growth, account retention, pipeline development, account penetration, and execution of customer-specific growth plans.
Essential Duties and Responsibilities- Own the overall commercial relationship and performance of assigned strategic accounts
- Deliver assigned sales, profit, growth, new products, placement, retention, and account penetration objectives
- Develop and execute customer-specific account plans with clearly defined objectives, strategies, actions, and measures
- Build strong relationships across multiple levels of the customer's organization, including key decision-makers and influencers
- Identify, develop, and close growth opportunities within assigned accounts, including new products, applications, locations, concepts, and business units
- Maintain a healthy opportunity pipeline and manage opportunities from identification through closure and implementation
- Use customer, sales, and market data to develop fact-based recommendations and compelling value propositions
- Lead customer business reviews, presentations, product demonstrations, and strategic discussions
- Coordinate cross-functional Server resources to support customer priorities, opportunities, and issue resolution
- Maintain accurate account plans, forecasts, opportunities, and customer information within Salesforce and other company systems
- Provide Voice of the Customer and market insights to support sales, marketing, innovation, and business planning
- Represent Server Products at customer meetings. trade shows, and industry events as required
Requirements- Bachelor's degree in Business, Sales, or a related field, or equivalent education, experience, and accomplishments.
- 7+ years of sales, account management, or business development experience preferred
- Foodservice industry or comparable B2B experience preferred.
- Demonstrated success managing and growing complex customer relationships.
- Proven ability to develop opportunities, negotiate, and close business.
- Strong strategic account management and consultative selling skills.
- A history of account penetration and usage to leverage deals in a fact based manner.
- Proven ability to build relationships with senior decision-makers.
- Strong business and financial acumen.
- Excellent communication, presentation, and negotiation skills.
- Strong analytical, planning, and problem-solving capabilities.
- Ability to lead cross-functional teams and manage multiple priorities.
- Strong pipeline management and forecasting discipline, plus proficiency with Salesforce and Microsoft Office.
- Self-motivated, results-oriented, and customer-centric.
- Ability to travel as required. Up to 35%
