Account Management Sales Representative

ARCOS, Inc.

• A Bachelor’s degree in Business, Sales or Marketing required, with an MBA preferred.

• Seasoned professional with 7-10 years plus of experience selling core business software solutions to utilities. • Demonstrated track record of achieving sales quotas. • A solid understanding of Company’s market: products, players, technologies, and a rolodex of contacts in related markets. • Excellent typing skills, strong grammar and spelling abilities. • Strong Account Management skills required in order to create, maintain and enhance customer relationships. Ability to perform day-to-day account management activities, including checking in, review of customer activity, coordination of webinars and meetings and performing onsite account reviews. • Ability to effectively manage customer and staff relationships, promptly respond to queries, ensure promises are kept and manage expectations. • Outstanding consultative selling abilities including the ability to identify and convert new opportunities within the account. • Extremely detail oriented, including the ability to take detailed meeting notes, publish complete meeting notes that are customer consumable and provide the required follow up activity. Ability to record all account activities using the Company CRM (currently salesforce.com). Ability to create executive level management reports. • Must have excellent communication skills. • Must have excellent written communications skills, including the ability to compose error-free, grammatically correct, written correspondences quickly and effectively. • Must have excellent oral communications, including the ability to lead meetings, initiate and lead conference calls and facilitate the coordination of webinars and onsite account management meetings. • Must have excellent listening and questioning skills, including the ability to performance requirements discovery and analysis. • Extremely effective public speaking skills and presence. Must be able to create and present Powerpoint presentations in a professional manner. • Critical thinking skills, including the ability to apply numerical skills to analyze data, interpret facts and figures presented in the form of statistical tables • Microsoft Windows, Word, Excel, Powerpoint and Internet Skills. • Ability to have 50% travel, including domestic and international. Ability to travel by air is mandatory. Most possess a valid driver’s license.

The Account Management Representative position serves as the primary business contact for ARCOS customers regarding expanded usage, custom feature/application interfaces and ongoing contract renewal for the ARCOS System. The Account Manager will build strong relationships with selected ARCOS Customers to encourage new and repeat business opportunities within their companies. The Account Management Representative is expected to consistently provide excellent customer service to accounts, as well as represent customer needs and goals within the organization to ensure quality and alignment with ARCOS’ business direction. The Account Management Representative reports to the Director of Professional Services. ESSENTIAL JOB FUNCTIONS This is intended as an outline of the essential functions of the position. Actual metrics that measure job performance are set forth in separate performance management documentation. Account Management Plan for each Assigned Customer • Analysis of existing usage, application and key stakeholders of the ARCOS System within customer account. • Work with the customer to identify and upsell the ARCOS System to new groups within the account that can derive benefit from the solutions. • Play a lead role in customer communications, conflict resolution, and compliance on customer deliverables. • Ensure annual revenue of each customer meets or exceeds the customer’s current spend with ARCOS. • Review all major deliverables (i.e. strategic brief, statement of work, functional specification, technical specification, etc.) to ensure quality standards and customer expectations are met. • Review customer service and support activities (change orders, trouble tickets, bug reports) to ensure quality standards and customer expectations are met. For major, critical issues, liaise between the customer service and support staff and the customer to communicate critical information and updates. Growth • Maintain key customer relationships and develop and implement strategies for expanding the company’s customer user base, optional modules and 3rd party application interfaces. • Proactively find new ways to build the customer’s business and grow accounts. Aware and in pursuit of opportunities for account growth and new business, involving the Director of Professional Services, Director of Sales, Chief Technical Officer and the Professional Services organization. • Become technically proficient with the product and be a subject matter expert for the product, including the ability to personally conduct webinars and product demonstrations. • Work closely with the project team in order to maintain a continuous knowledge of project status in order to identify potential issues and/or opportunities within or related to the project. • Understand the company’s capabilities and services, as well as the product’s technical features and functions, and effectively communicate all offerings to the customers. • Master and maintain vast knowledge of customer's business, competition, and latest industry news and trends. Convey knowledge to executive management team to assist in the development of new products and services. • Work closely with Director of Marketing and Director of Sales to assist with the sales and marketing, including providing industry knowledge, performing demonstrations and owning the contract and associated deliverables. • Review major customer change orders and professional services activity. Is aware of all such activity at a detailed level to ensure customer satisfaction and to ensure quality.