This role involves optimizing Account Executive (A.E.) portfolios, including efficient distribution of prospects, geo-alignment, and right-sizing A.E. books based on tenure and productivity. Additionally, the manager will oversee the management of the account database to ensure actionable data is reported accurately and timely, driving the business forward to meet company objectives. The manager will collaborate closely with the Senior Data Analyst - Database to enhance and maintain a high-quality customer and prospect database.
What you ll do as the Customer Acquisition & Development Manager :
Employees employed in the role of Customer Acquisition & Development Manager shall be required to apply their independent mind and demonstrate intellectual abilities in their decision-making.
The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Responsible for management and accuracy of customer database
- Responsible for efficient distribution of Prospects
- Responsible for optimizing Customer Portfolio
- Build a right size portfolio of customers for each Account Executive (A/ E ) for maximum sales performance from each customer as per the Go-to-market (GTM) strategy. This is granular work, analysis of customers and prospects in each A/Es books. Getting to know each customer and prospect using the web to ensure this the right target. If we are proactive, we can get new A/Es ramping faster as they will have a relevant list of underperforming customers and prospects to call. They can hit the ground running.
- Become knowledgeable on the technical side of how to put customers in an A /E s books, remove prospects, add underperforming customers. Transitioning customers is the trickiest part and we will have to adhere to the process of how this is done and create visibility for the sales manager.
- Transitioning books when an A/E leaves. Better if we are proactive with the sales leadership rather than being reactive. Most managers are aware that they have a problem with an A/E long before they leave. Proactive transitioning is important especially with our high volume accounts. Work with the sales leaders to develop an A/E succession plan for these accounts.
- Analytics on customers and prospects
- Analyzing and interpret business data to help make decisions about appropriate target markets and sales strategies for Sales.
- Analyze KPIs, revenue, and costs for reporting and compensation purposes.
- Target calculation and maintenance resulting to Sales performance reporting.
- Analyze historical data to come up with strategies around increasing efficiency, segment addressal & expanding reach.
- Create proprietary Prospect database for targeted acquisition
- Actively monitor each Sales Manager s team and share portfolio recommendations to ensure a balanced and robust book of business for each AE
- Develop pro-active cross-sector reporting, Account Performance, Sales Performance, sector performance.
- Ensure rapid and balanced assignment of transitioning books of business to maintain market momentum
- Track transitioned customers for performance, also declining customers in general. Communicate declining customers proactively, understand why it is declining, is it a competitor attack, rep relationship issue or other operational issues that is pissing of the customer. Adhere a process for reporting and communication of recommendations.
- Scrapping portfolios. We have a large number of underperforming customers. We need a regular review and process to move these customers to new/underperforming A/Es so they can ramp faster. A tough process that will require proper communication with the sales manager.
- Manage escalations for PK vertical
- Monitor and prioritize Cases in CRM and Mailbox requests to ensure SLAs are met
What you will bring to the team:
Education
- Master s in business administration or Computer Application from a premier institute
Required Experience
- Minimum 12 - 15 years of experience in highly competitive market space, preferably in IT industry.
- 8+ years required of experience in a sales operations and/or marketing operations including managing large data sets
- Proficiency in various tools around Analysis and Business Intelligence / reporting
- Experience with advanced excel, macros, SQL queries , MDX queries, CRM (advanced queries), reporting in Power BI
- Candidate must have a proven ability to learn new things.
- Candidate must be able to communicate soundly and professionally with all levels of management as well as with Sales advisors
- B2B Marketing and IT channel experience preferred
- Excellent analytical skills and demonstrated aptitude for attention to detail and problem solving skills.
- Strong written and verbal communication skills. Possess excellent oral and written communication skills with an emphasis on email etiquette.
- Experience with Dynamics CRM and/or Salesforce.com is a must
- Research oriented mindset with a zeal to collect and analyze real time data and derive strategies.
- Able to work and prosper in an environment based on proficiency, development of new cutting edge ideas and personal development with lots of freedom and a drive to deliver.
- Ability to develop a positive working relationship with internal customers and other departments.
- Organizational and follow up skills are a must. Ability to multi task as needed.
- Willingness to match work timings in line with the Parent organization i.e. US Pacific timings.
- Ability to work in an independent unsupervised environment and deliver in a timely fashion.
- Ability to work in a fast paced dynamic work environment.
Technology Focus & Requirements
- Excellent advance Excel and macros skill
- Sound working knowledge of Word, Power Point and outlook
- SQL experience is a must - MySQL / SQL Server
- Working experience of Power BI
