Business to Customer Account Development Manager at Watershed Consulting

Duties: 
Account Management

• Gathers information from the customer (dealers) to understand their needs and detailed requirements.
• Oversees monitoring of relationships including lessons learned and appropriate feedback (close the loop).
• Develops/generates new leads by monitoring trends, conducting research, identifying opportunities.
• Educates and develops rapport with internal and external customers, promoting partnerships, seeking feedback and proactively addressing customer needs and requests.
• Expands customer buying centres and use cases, while leading the customer account planning cycle and ensuring that all customer needs and expectations are met.
• Develops communication and training programs to inform sales and marketing teams of new product launches and changes in organizational strategy.
• Develops processes and procedures to optimize account management efforts and ensure sales goals are achieved.

Opportunity Management

• Develops action plans for targeting the distribution channels with campaigns + support,
• Develops and maintains mid-term plans.
• Gathers and disseminates competitor market intelligence.
• Maintains and updates customer target list.
• Participates in strategic lead generation and development of target markets.
• Identifies new, profitable business potential in specific markets.
• Monitors partnership arrangements to ensure that the objectives of the partnership remain on target.
• Influences various partnerships to meet multiple goals.
• Analyses complex information, identifies patterns and implications; understands that the root cause of an issue may initially appear to be unrelated to the issue.

Product, Service & Industry Knowledge

• Pitches own organization against competition in generic terms.
• Identifies related industries that may have an impact on own industry
• Matches product knowledge to the implicit needs of the customer.
• Troubleshoots product related problems.

Negotiating

• Reaches mutually acceptable solutions in straightforward, formal negotiations with internal or external stakeholders (e.g., negotiates with external contractors on straightforward service delivery; negotiates with other departments on cost sharing).
• Selects an approach to negotiation based on an understanding of each party’s interests and priorities.

Customer Value Management

• Develops and executes channel and customer promotions/programs that leverage national brand ideas/thinking and consumer insights to drive increased consumer preference and customer activity.
• Works with sales strategy and planning partners to ensure forecast accuracy, maximization of opportunities and development of plans to deliver against organization’s objectives.
• Identifies business opportunities based on knowledge of clients, markets, products and services.
• Coordinates planning activities with other functions and stakeholders within the organization.

Strategic eCommerce

• Ensure policies and processes that enable consistent privacy practices which minimize risk and ensure the confidentiality of protected information across the organization.
• Deploy pricing and product strategies that are aligned with the financial, marketing and strategic objectives of the organization.
• Ensure the organization’s digital commerce strategy and how it is linked to the organization’s objectives.

Distribution Channel

• Develop the dealer network, scale up dealers to next tier
• Manage the product screening working with the sales teams
• Collaborate with marketing team on new campaigns
• Develop and sign-up new OEM car dealers
• Work with our regional office taking best practices to implement within the cluster
• Manage CTC annual agreements
• Track sales performance of DN network

Qualifications, Skills & Experience 

• Relevant degree/diploma
• Minimum 3 years relevant experience
• Computer literate
• Business Partnering
• Channel distribution
• Customer Service Relationship
• Customer Value Management
• Industry Knowledge
• Multi-Channel Marketing
• Revenue and Profitability Management
• Strategic eCommerce
• Strategic Sales Planning