Inside Sales Account Manager is responsible for opening new business accounts and managing both new and existing customer accounts on a monthly basis. Duties, requirements and expectations for this position are;
Account planning – The best Account Managers will take a strategic approach to their customer portfolio, and author a plan for retaining and growing their most important customer relationships each year. The plan should include clear revenue and relationship goals, and also lay out the tasks and people required to achieve those goals.
Quarterly Business Reviews (QBRs) – One of the most effective ways to keep an account plan (and customer relationship) on track is with a formal review process. This should be a collaborative process that includes the key players on both sides of the customer relationship. It’s a chance to record the Voice of the Customer information or other feedback, demonstrate all of the value you’ve provided to the customer, and make sure you’re goals are still valid and attainable.
Health Checks – A lighter-weight and less-formal version of a QBR suitable for smaller customer accounts where you might not be able to invest as much time and effort. A great approach is to fill-in trips to visit larger clients with shorter in-person meetings with smaller accounts.
Whitespace analysis – Analyzing the places where additional usage, products, or services could offer more value to the customer. Are there other teams that could benefit from seats? Would the customer be better served by switching from a competitor’s product to an additional offering or yours? Have there been any changes in the customer’s size or lifecycle that would change their needs?
Selling – Account Managers for SaaS companies often partner with an account executive for follow-on sales. You’re not ultimately responsible for closing the deal, an account manager should be selling with every customer interaction, even if only to reinforce the value of the customer’s purchase.
Training – Informing customers of new features that might be a particularly good fit, and training them or connecting them with training.
Orchestrating – Coordinating customer-facing initiatives from other teams. For instance: connecting marketing with users for testimonials, or connecting product development with beta testers.
Guiding – Be the customer’s guide to the entire company. If they need sponsorship for their event, connect them with marketing. If they’re looking to hire, connect them with your recruiting team.
Monitoring – Generally keep up on what’s going on with the customer’s business by following industry news, networking, and maintaining good communication with your users. Doing so puts you in a position to identify opportunities and risks and be more effective in all the activities listed above.
Pay / Benefits
- Base Pay plus Commissions, Bonuses and additional Sales Incentives