Our client, a well-known Milwaukee based manufacturer of equipment/solutions for the Hospital, Higher
Education and Hospitality markets, seeks a Vice President Enterprise Accounts.
Scope and Responsibilities
Reporting to the CEO, the Enterprise Account VP is responsible for establishing, stewarding, and expanding key accounts within the hospitality, education, and health care markets that generate significant revenue for the organization. This person will be responsible for researching and cultivating new business opportunities and creating connections with influencers and decision-makers across their accounts’ organizations.
The Enterprise Account VP will deliver first-class service and support, serving as the primary/first point of contact and organizational liaison to expedite and resolve issues. They will be responsible for calibrating and satisfying customer expectations to sustain long-term customer satisfaction and loyalty.
Specific Responsibilities include:
- Create a strategy to develop and expand upon assigned enterprise accounts.
- Manage budgets, bookings, and revenue goals and forecasts.
- Serve as the primary point of contact and communication funnel for assigned enterprise accounts.
- Escalate customer issues when appropriate and clearly communicate steps taken and outstanding action items, ensuring consistent internal follow-up and timely customer updates through completion.
- Must be able to set up and negotiate mutually beneficial contracts.
- Identify opportunities to develop new training materials or processes designed to ensure successful customer onboarding.
- Drive for continuous improvement in all processes where appropriate.
- Overseeing all aspects of your accounts, maintain an up-to-date and accurate account status and documentation for projects and escalated tickets.
- Partner with internal resources to drive additional value and expertise to customers.
- Assist in the development of marketing materials, such as manuals, catalogs, and advertising pieces.
- Engage regularly with product development and UX/UI design, ensuring our products and platforms evolve in response to customer needs.
- Develop an effective sales strategy and annual/monthly plans for assigned accounts. Work closely with engineering, manufacturing, technical support, and finance in developing those plans.
- Prepare periodic sales and account reports showing sales/service volume, funnels, and plan to achieve goals.
- Build effective customer relationships and develop influence with internal stakeholders.
- Leverage relationships to identify current/impending market trends and opportunities to capture market share.
- Travel to meet with account executives and end-users to promote products and to determine additional product needs; participate in seminars and trade shows.
- Must lead regular Executive Business Review meetings with enterprise clients, no less than once per year.
- Continually collect new insights and knowledge of the marketplace, the company’s positioning in the marketplace, and a full understanding of our competition.
- Participate in sales meetings, training seminars, and coaching activities.
Experience and Requirements
- A bachelor’s degree is required. A technical degree and/or MBA is a plus.
- Minimum of 5-7 years of experience managing key/strategic accounts.
- Must have a proven track record of achievement managing complete pipeline process.
- Strong analytical skills and attention to detail.
- Proven experience in sales, relationship management, and negotiation.
- Strong computer skills in Microsoft Windows environment; experience with Excel, Word, PowerPoint, and databases is highly preferred.
- Exceptional writing, presentation, and interpersonal communication skills.
- Ability to travel 30-50%.
Personal Attributes
The candidate must be entrepreneurial, highly motivated, and able to work independently and effectively across all organizational departments. The candidate will be able to manage priorities and a high volume of initiatives with a genuine sense of urgency. They will be confident and assertive, establishing themselves as an expert in the marketplace and company’s solution and service offerings. Excellent listening and interpersonal communication skills are critical. The candidate must be able to establish and maintain long-term customer relationships built on trust, ensuring that we are able to deliver the solutions and services as promised. Effectively communicating with every level of employee is required. The candidate will thrive in a high-stakes liaison role, being counted on to expedite and solve problems. The candidate must be comfortable working in a fluid and changing environment and be able to maintain sight of the business goals regardless of those changes. An excellent leadership presence, credibility, and creativity are required.