ACCOUNT GENERAL MANAGER– STRATEGIC ACCOUNT MANAGEMENT ____________________________________________________________________________________ ACCOUNT GENERAL MANAGER II, STRATEGIC ACCOUNT MANAGEMENT
______________________________________________________________________________________ BASIC FUNCTION ______________________________________________________________________________________ The Account General Manager, Strategic Account Management is accountable for the P&L of around 5-10 mm of multiple strategic growth accounts within Allant’s Strategic Account Portfolio. He/she is responsible for such account relationships and leads a cross-functional team to create and execute a strategic account development plan with the objectives of revenue growth, margin growth, client satisfaction and client reliance upon Allant services. He/she is also responsible for mentoring Service Managers within the Strategic Account Management team, as assigned. _____________________________________________________________________________________ ORGANIZATIONAL RELATIONSHIPS ______________________________________________________________________________________ Reports to: SVP and General Manager, Supervises: Cross Functional Strategic Account Management Team (Matrix) and possibly AGM I’s ______________________________________________________________________________________ PRIMARY DUTIES AND RESPONSIBILITIES
Maintains and grows businessperson-to-businessperson relationship with assigned clients, and is viewed by the client as the executive sponsor and primary Allant stakeholder for their business during implementation and ongoing delivery of services.
Goaled against specific targets related to revenue, margin, depth of services provided and depth of account relationships.
As the external client-facing business leader, is responsible for establishing the strategic vision for account development on three dimensions of Allant and client measurement: revenue, profitability and relationship value. In establishing the development plan, utilizes the planning process and toolset to manage and create the account vision, sales and action plans, and operational improvement plans.
As the internal account leader, coordinates professional services staff, sales, production, product and finance to jointly execute the plan to deliver against revenue, margin, client satisfaction and client strategic opportunity goals, utilizing Allant established processes and resources effectively to achieve assigned objectives, including monthly account financials, SmartBook, solution roadmaps, statements of work, monthly report cards, and safesforce.com
Leads all functional aspects of account delivery against statement(s) of work.
Deploys capital or other Allant and partner resources to support furtherance of revenue, margin and client reliance goals and risk mitigation.
Provides a transparent and accurate view into expected account performance; regularly communicates the same to senior Allant executives.
Resolves internal, and to the extent possible, external issues to help assure the attainment of account goals.
Establishes Allant ROI measurement as a core metric for determining value delivered; creates ongoing dialogue with client regarding ROI performance.
Ensures payment for deliverables and resolves collectability issues.
Other duties and assignments as required.
__________________________________________________________________________________ STANDARDS OF PERFORMANCE ______________________________________________________________________________________
Demonstrates business acumen: ability to accurately assess and communicate opportunity, risk and potential return and to make a recommendation based on the interpretation of the available facts and best judgment.
Demonstrates fluency in executive relationship management, strategic solution selling, account qualification and development, presentation development and delivery.
Demonstrates consistent ability to meet and/or exceed revenue goals for assigned accounts.
Demonstrates ability to understand client(s) business opportunities and challenges across multiple industries.
Ability to establish superior working relationships with management, staff, Allant personnel, customers, vendors, suppliers.
Strong problem identification/problem resolution abilities.
Demonstrates ability to rapidly assimilate new information and to adjust to new organizational paradigms.
Effective works habits under pressure and within tight deadline constraints.
______________________________________________________________________________________ MENTAL AND PHYSICAL REQUIREMENTS ______________________________________________________________________________________
Demonstrated ability to research and resolve complex problems and deal with multiple projects or activities simultaneously within a constantly changing environment.
Ability to maintain high level of visual attention and mental concentration for significant periods of time.
Ability to manipulate necessary office equipment, computers, and peripherals.
Prolonged periods of sitting and exposure to computer screens.
General mobility to move within office environment.
Ability to stand for prolonged periods of time.
Ability to lift and carry up to 30 pounds on frequent occasions.
Frequent outside travel (25-50%) required.
_________________________________________________________________________________ EDUCATION, TRAINING, AND EXPERIENCE __________________________________________________________________________________
College Degree required, with Marketing, Finance, Computer Science or Business related emphasis. MBA Preferred.
8-10 years of experience with client management, strategic leadership/development in a services industry (preferably in providing Database, Direct Marketing, Cable/Telecom or Integrated Agency Services).
5-7 years of senior-level supervisory experience.
The Allant Group - 20 months ago