Job Summary
The Regional Account Executive is responsible for managing an assigned portfolio of regional mid-size accounts. The Regional Account Executive is focused on increasing net revenue growth within a defined portfolio of key accounts. This includes developing and maintaining relationships, performing scheduled business reviews, protecting against termination or loss of revenue, renewing contracts and ultimately to grow the portfolio through upsell and cross sales. The Regional Account Executive will partner with Operations, Client Experience, Sales and Conversion Services to deliver full service solutions to clients.
Primary Functions:
- Responsible for client research including understanding the clients industry and developing a core understanding of client business needs and challenges.
- Demonstrates breadth and depth of knowledge in aligning Access capabilities to client business and business priorities, and positioning relative to competitors.
- Develop relationships with key accounts that extend to senior management making decisions on RIM services.
- Builds and executes an Account Growth Plan that includes both transactional and strategic initiatives to grow Access’s presence and share in the account.
- Develop a pipeline based on expanding services with portfolio accounts – including consolidation, new markets or additional services.
- Protects Access’s position and focuses on generating new business.
- Uses a consultative-selling approach to identify and advance opportunities that result in profitable revenue growth for Access.
- Manage regional account contracts, working with Access contracts and legal teams on renewals or modifications that reduce risk and preserve / extend revenue.
- Proactively perform Business Reviews to ensure client account satisfaction and identify issues or opportunities.
- Partners with both internal and external industry experts to anticipate client needs and facilitate solution development.
- Responsible for client communications and engagement including price increase notifications, marketing content distribution and issue resolution/follow-up.
- Travel 50% of time to support face-to-face meetings and business reviews.
- Regularly communicate with AVPS, Market Leaders and other leaders on account and opportunities for expansion / growth.
- Embody the “Access Way”, living Access’ core values.
Education and Years of Experience:
- Bachelor’s degree preferred.
- 2-4 years account management experience
Knowledge, Skills and Abilities:
- Experience in opportunity qualification, pre-visit planning, sales presentations, account development, and time and territory management.
- Applies specialized technical product/service/solution knowledge to assess client's business and identify opportunities to extend current business in the account.
- Conceptualizes and articulates well-targeted solutions in area of specialty - product, service, solution -- from proposal to contract sign-off. Demonstrates high service knowledge and professionalism in researching and sharing specialty product and service related information with account teams and customers.
- Skilled in contract negotiations and implementation.
- Strong communication and consensus building skills with operational and regional VPs.
- Ability to identify and build relationships with decision influencers and key decision makers.
- Skilled in business communications, sales presentations and influencing without formal authority.
- Willingness to travel to support all initiatives, with strong discretion on necessary travel with a justified objective.
- Strong problem identification and objection resolution skills.
- Exceptional verbal and written communication and presentation skills.
- High level of integrity and work ethic.
- Must have the proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions and negotiation skills.
- Highly collaborative team player
- Ability to work remotely and within a geographically dispersed and diverse team
- Excellent people and relationship building skills
- Salesforce experience preferred
- Must have working knowledge of MS Office Products.
Physical Requirements (lifting, etc.):
- Travel is required, often up to several hours of driving per day.
- Ability to travel to, attend, and conduct presentations.
- Manual dexterity required to use desktop computer and peripherals.
$80,000 to $85,000
Skills Required
- Bachelor's degree
- 2-4 years account management experience
- Experience in opportunity qualification, pre-visit planning, sales presentations, account development, and time and territory management
- Specialized product/service/solution knowledge to assess client needs and identify expansion opportunities
- Skilled in contract negotiations and implementation
- Strong verbal and written communication, presentation, and consensus-building skills
- Ability to identify and build relationships with decision influencers and key decision makers
- Proven ability to translate customer needs into solution requirements and value propositions
- Willingness and ability to travel (approximately 50% of time) for meetings and business reviews
- Ability to work remotely and within a geographically dispersed team
- Excellent people and relationship-building skills; highly collaborative team player
- Working knowledge of Microsoft Office products
- Salesforce experience
- Manual dexterity to use desktop computer and peripherals; ability to attend and conduct presentations
What We Do
Access is the fastest growing information management provider, globally. We’ve grown through our commitment to exceeding the expectations of our clients, company and community every day. We’re dedicated to delivering the very best customer experience to our clients, growth opportunities for our team members and active involvement and service to our local communities. For businesses requiring secure, cost-effective management of paper and digital documents, Access is the responsive partner with the proven expertise to help leverage your information assets. Access delivers extensive paper and digital document services with powerful technologies, analytics, and metrics to manage the lifecycle of your documents and, unlike traditional document storage options or technology offerings that only provide a partial solution, we provide comprehensive solutions and the very best service that advance the way our 27,500 clients manage information.
