Current Opportunities

Job Description

Account Executive

POSITION SUMMARY

Under the supervision of the BDM, incumbent effectively manages assigned clients for RFS and ancillary services products. Incumbent will apply a broad knowledge of CMS’ services, products and marketing techniques to manage client relationships and grow revenue within the assigned clients.  The Account Executive is responsible to ensure the successful ongoing relationship with assigned clients by interfacing between sales and operations to ensure delivery of commitments and proposed solutions, re-sales of additional promotions, making client presentations and recommendations, identify client needs and work with company resources to identify solutions to meet those needs.  The incumbent develops relationships with key individuals within the client organization and works to ensure client satisfaction, repeat business, and new business. Additionally, the account executive will work closely with the BDM and Director on contract renewals and applicable price increases.   The Account Executive ensures that the client maintains a high level of satisfaction with the services and products CMS delivers. 

Major Job Responsibilities - May include one or more of the following, depending on assigned area:

1) Maintains and grows Company's business relationship with existing Clients as assigned for assigned products:
• Establish and foster ongoing relationship with assigned clients.
• Re-sell additional promotions to assigned clients.
• Identify opportunities for selling new products to assigned clients.
• Contacts client periodically to determine how relationship is working.  When issues arise, works with the delivery team to address and solve any issues.
• Keeps abreast of changes in client organizational structure, particularly with executives that are key buying influences on CMS’ product offerings.
• Consults with Client representatives by telephone and personal visits regarding industry trends, pricing terms and CMS services.  Composes detailed business correspondence.
• Expands Client contact to the highest possible level.
• Develops and executes account plans with the objective of maintaining total Client satisfaction.
• Through expert interpretation of data contained in CMS reports and processes, provides improvement recommendations to Client(s).
• Provides timely follow-up on action items and client requests.

2) Coordinates between sales and operations to ensure successful promotion execution for assigned clients and promotions.  Interfaces with other CMS departments to identify and troubleshoot Client problems.
• Ensures a smooth delivery of CMS solutions.
• Keeps promotion documentation up to date (launch sheets, etc.).
• In-depth knowledge of clients’ promotions. 
• Works with client and others to resolve issues quickly.
• Understands the clients time requirements for all aspects of the solutions.
• Briefs the delivery team on the client: (organization, technical infrastructure, etc.).
• Works closely with operations to ensure smooth day-to-day client satisfaction.

3) Works with BDM on contract re-negotiations and price increases as applicable. 

4) Develops and presents key Client presentations containing actionable information and strategic recommendations based on knowledge of Client(s) financial and marketing strategies: 
• Analyzes prospect’s operations and performs financial analysis for appropriate situations.

5) Serves as internal expert to co-workers on assigned CMS’s products and services. 

6) Completes administrative duties in a timely manner: 
• Prepares and distributes call reports to key CMS individuals.
• Prepares and submits expense reports.
• Consistently maintains contact and status information in the CMS sales tracking database.

Secondary Responsibilities - May include one or more of the following, depending on assigned area:
 
1. Assists marketing with key activities.
• Assists in the development of and provides feedback on collateral, advertising, press release and direct mail materials.
• Shares any market/competitive information with management, marketing, and operations teams.

2. Represents Company at industry conferences, workshops, forums, etc. when required.

3. Demonstrates leadership within the team and supports training efforts for new or less-experienced team members.

4. Occasionally performs other duties as assigned.

JOB SPECIFICATIONS

DEMONSTRATED KNOWLEDGE, SKILLS, ABILITIES

Required Ability to
• Employ general client management techniques effectively
• Interview effectively and probe prospects for information
• Able to quickly obtain a working knowledge of CMS’ products/services, sales techniques, and pricing policies
• Prepare for/manage client meetings; field questions and identify client needs
• Manage multiple customers
• Leverage other CMS personnel to assist in delivering on client commitments and resolving client issues in a timely manner
• Meet revenue management objectives
• Confront objections comfortably and professionally
• Understand and conceptualize unrelated businesses
• Make persuasive presentations to all management levels
• Represent ideas clearly and concisely
• Facilitate communications and solve problems
• Coordinate the efforts of CMS and non-CMS personnel
• Establish and maintain good working relationships with other CMS/Inmar personnel and partners
• Compose complex, professional business correspondence, reports, and presentation materials
• Handle controversial matters in a diplomatic manner
• Deal effectively with individuals at all business levels
• Represent CMS in a professional manner to outside prospects, clients, and agencies and the community
• Understand prospects’ business operations and technical infrastructure to make effective recommendations on how CMS solutions will be utilized
• Prioritize and manage multiple tasks requiring extensive follow-up
• Plan own work after objective is set by supervisor/sales team
• Use good judgment in recognizing the scope of authority
• Plan, coordinate and manage the work of subordinate staff if required
• Travel independently

Required Knowledge of
• Sales/marketing techniques
• Finance/accounting
• Business management
• Organizational relationships
• Proper business protocol
• Business English and composition
• Interpersonal communication techniques
• Modern office practices and procedures
• Microsoft Office suite of software products (Word, Excel, PowerPoint and Access)
• Rebate and fulfillment experience a plus

Required Personal Characteristics
• Detail-oriented with analytical aptitude
• Self-motivated with high maturity level
• Team-oriented; comfortable working in a team environment
• Should relate well to others and promote a positive demeanor
• Comfortable with confrontation and negotiation
• Comfortable working under consistent deadline pressure
• Cooperative in maintaining work relationships with those contacted in the performance of duties
• Comfortable working independently and managing multiple responsibilities
• Flexibility
• Grooming/dress appropriate for professional environment and executive image
• Reliability, regular attendance at work
• Ability to listen
• Ability to be a self-starter

QUALIFICATIONS:

Skills are typically acquired through:
• Over four years of related work experience in one or more (preferably a combination) of the following fields:  market research or promotions, rebates/fulfillment, and complex business account services

• AND Bachelor's Degree (B.A./B.S.) from a four-year college or university

Estimated on-the-job training time of

Three to six months