Inside Sales Account Manager
Pitney Bowes - Spokane, WA

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Location: Spokane, WA, US
Inside Sales Account Manager
Responsible for building long-term relationships with clients to help develop, grow, and retain business. The specific business objectives will vary depending on the line of business assigned to work and can range from a building customer satisfaction to selling rental to lease, lease renewal, enhancing current product mix, adding solutions or services and retaining business.

Skill areas that make-up the competency profile:
Relationship Management – working to connect and engage with our customers by understanding their business, what they do, their needs and ultimately building trust.
The art of managing relationships
Using emotional intelligence/Creating empathy
Building trust
Building Customer Satisfaction through Service and Communication
Consultative Dialogue – Having meaningful customer conversations which provide you with the full knowledge needed to make an appropriate recommendation that will help your customer address their current business needs while opening doors to address future business needs.
Tasks to complete before making a call
Effective dialogue questioning/uncovering unspoken needs
Listening skills
Overcoming Objections
Directing not forcing
Critical Thinking Skills - ability to thoughtfully consider customer needs and independently recommend relevant solutions
Effective Communication -- The ability to convey information to our customers effectively and efficiently.
Tailoring your message to your audience
Using your voice effectively
Touch-points – building relationships by staying in touch
Effective Voicemail Messaging
Effectively creating and managing portfolio contact strategy to include all customers, not only those that are in transaction status. (post-sale, mid-term, high risk, etc..)
Influencing & Negotiation – The give and take process between Customer and Account Manager seeking to discover a common ground and reach an agreement to settle a matter of mutual concernor resolve a conflict.
Selling value not price
Gaining Agreement
Trial Closing
Overcoming Objections
Customer Satisfaction and Retention
Land and expand – continual customer service and selling
Resource Management - Understanding the tools available to aid Inside Sales Professional in their efforts to manage accounts efficiently and effectively.
PB Sales Network
Training Resources
Internet Tools
Must have excellent Excel skills Qualifications

1 year Account Management experience required (preferably B2B)
Must be proficient in Windows applications including; E-mail, MS Word, Excel, and Internet Explorer (all required)
Must have the ability to navigate multiple applications
Must possess good typing skills (minimum of 25 wpm)
Previous experience selling products or services over the telephone preferred
College degree preferred (including upcoming graduates)
Must have strong organization skills
Must be able strong planning skills in order to maximize productivity
Must have strong customer care skills
Must have the ability to have a conversation and listen
Must have strong communication and problem solving skills
Must be self motivated with demonstrated examples of initiative taken
Must have strong organization skills
Must be comfortable with change
Must be goal oriented