Sunday, November 3, 2013

Major Account Manager

POSITION PROFILE

The Major Account Manager is responsible for the marketing and sales of LDS products and services to new and existing clients within a defined sales territory/list of accounts. The Major Account Manager is responsible for a minimum annual quota dependent upon territory assignment.

JOB DUTIES AND RESPONSIBILITIES

* Responsible for maximizing revenue growth in assigned account list including meeting or exceeding quota levels based on LDS standards/guidelines and plan expectations

* Serving as a first point of contact for all customer requirements

* Ensuring a low price variance to standard and the meeting of applicable profitability targets as assigned by LDS management

* Regular activities include prospecting via phone, e-mail or other medium; face-to-face sales calls utilizing the IKON sales process; follow-up letters/e-mails; interaction with clients and potential clients at LDS-sponsored, client-sponsored or industry-sponsored events and preparing for and delivering presentations to current and prospective client groups.

* Achieving and maintaining a comprehensive understanding of the full line of LDS products and services and those offered by other IKON business units

* Entering client data into a CRM system and leveraging the system to generate additional contacts and sales

* Conducting research of the legal industry and law firms/clients within defined account list

* Assessing jobs at client sites and providing accurate price quotations

* Project management of all client jobs

* When required, job pick-ups and deliveries to clients within defined list of accounts

* Working collaborative with LDS Operations, LDS sales support, the LDS National Accounts team and other IKON entities to ensure total client satisfaction

* Responsible for the generation and delivery of accurate invoices

* Responsible for the accurate completion of paperwork including client job tickets, referrals to/from other cities/LDS locations, activity logs and other paperwork as required by management

* Participation in and completion of all applicable training -- including ongoing skill and knowledge development beyond initial sales training

* Performs other duties as assigned

QUALIFICATIONS (Education, Experience and Certifications)

* Requires four-year college degree or equivalent experience.

* Requires previous outside business-to-business sales experience. High activity (5 to 10 sales calls per day) in office based sales environment. Experience with services vs. products preferred.

* Requires a base knowledge of the Electronic Discovery Reference Model (EDRM) and can consult clients on fundamental methods of data collection, reduction and search methodologies.

* Must successfully complete all required IKON training

We are an Equal Opportunity Employer, M/F/D/V


QUALIFICATIONS (Education, Experience and Certifications)

* Requires four-year college degree or equivalent experience.

* Requires previous outside business-to-business sales experience. High activity (5 to 10 sales calls per day) in office based sales environment. Experience with services vs. products preferred.

* Requires a base knowledge of the Electronic Discovery Reference Model (EDRM) and can consult clients on fundamental methods of data collection, reduction and search methodologies.

* Must successfully complete all required IKON training






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