Account Management Middle Market Leader

| Baltimore, MD
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Position Summary:

The Account Management Middle Market Leader is responsible for the management and direction of the SMB account management team nationally and driving the team's revenue performance to targets. The Account Management Middle Market Leader is responsible for ensuring alignment of the Account Management team's efforts through collaboration with consulting service line leaders, national capability leaders and national account management leader. Leading by example, this position is responsible for mentoring world-class account management competencies among the team of account management professionals. This position requires an ability to implement a comprehensive account management framework, diagnose performance issues and define gap-closing actions; ensure timely input and reporting of team data; producing accurate monthly sales forecasts; developing coverage and selling strategies aligned to business objectives; building teamwork among account management professionals and other functional groups; and provide input that assists high-level management judgements and decisions within the service line and national sales organizations.

Responsibilities:

Sales Management

  • Coaches Account Managers on account planning, industry knowledge, activity reporting, productivity improvements, selling strategies, and cross team interactions
  • Works in conjunction with the Pipeline Development Team Leader and Business Development leadership to integrate and align activities and practices with other groups within the NAS, including BD's, PSE's and Pipeline Development Specialists.
  • Conducts periodic performance reviews; defines needs for additional training and development; implements Performance Improvement Programs for under-performing team members; termination of those resources that are deemed warranted and agreed to by Sales Leadership and Service Line Leaders
  • Works with national service line leadership and Sales Leadership to set the annual targets and account growth for the account management team members
  • Maintains consistent communication and alignment with key internal stakeholders, including national Consulting leaders, practice leaders and service line leaders. Adheres and holds others accountable for all quality, compliance and risk management policies and procedures.
  • Leads the process to hire and assess new account management candidates
  • Participates in the on-boarding and integration of new hires, in conjunction with NAS
  • Motivates and develops a high performing national account management organization - Creates a people environment of trust, teamwork, empowerment, and entrepreneurship through quality communication, relationships, coaching and mentoring strategies for retention
  • Leads efforts to increase the overall quality of account management personnel, partnering with HR and NAS in the areas of recruitment, development and retention of quality talent, and implementation of goals and performance metrics


Sales Coverage Model and Integration

  • Understands the buying process; assesses market conditions and trends in buyer/competitor behaviors, and translates assessments into recommendations that positively impact development and execution of account management/penetration strategies
  • Leads development of the account management service and sales coverage model and staffing levels to ensure alignment with Consulting strategies and tactical plans for industries, market segments, and lines of business
  • Champions the role of the account management professional across the RSM; promotes ongoing integration of account management professionals in pursuit of client service expansion
  • Builds integration between the Account Management, Business Development, Pipeline Development, Client Engagement and Service Line functions
  • Works with LOB and industry leaders on integration of account managers at pursuit level and growth/industry team level
  • Develops and manages SMB playbook and relationship development plans in support of go to market approach


Sales Process

  • Advocates and leads the adoption of the account management function through coaching and implementation of a comprehensive account management methodology and framework
  • Creates a team culture that ultimately differentiates RSM and enhances the client experience
  • Captures and trains innovative account management best practices across the various account management positions
  • Sets the highest personal standard for driving quality in all areas of account management


Qualifications:

  • Bachelor's Degree or equivalent experience required
  • Minimum of 7 years of professional services sales and/or account management, preferably in a consulting firm environment
  • Proficient Microsoft Office suite (Word, Excel, PowerPoint)
  • CRM experience for sales and/or account management application and requirements
  • Formal sales process training (consultative selling, solution-based selling, complex sales or related consultative selling approaches
  • Decision making and critical thinking skills
  • Demonstrated ability to lead a comprehensive and often complex sales process involving multiple internal resources and external decision-makers
  • Experience leading and managing teams
  • Ability to clearly, concisely communicate expectations to team members and holds shared accountability for the results
  • Demonstrated ability to achieve personal and team targets
  • Ability to prioritize and manage multiple priorities simultaneously
  • Industry knowledge or the ability to develop in-depth industry knowledge through the use of firm data, training and thought leadership



In accordance with applicable law, prospective hires will be required to demonstrate that they have been fully vaccinated for COVID-19 or intend to be vaccinated for COVID-19 by January 18, 2022 or qualify for a medical or religious accommodation to this vaccination requirement. Individuals who have an approved medical or religious accommodation may be required to comply with Covid-19 testing requirements upon commencement of employment.

You want your next step to be the right one. You've worked hard to get where you are today. And now you're ready to use your unique skills, talents and personality to achieve great things. RSM is a place where you are valued as an individual, mentored as a future leader, and recognized for your accomplishments and potential. Working directly with clients, key decision makers and business owners across various industries and geographies, you'll move quickly along the learning curve and our clients will benefit from your fresh perspective.

Experience RSM US. Experience the power of being understood.

RSM is an equal opportunity/affirmative action employer. Minorities/Females/Disabled/Veterans.

Job ID: req24311_Baltimore

Line of Business: Internal Client Service

SubFunction: Sales Account Management

Job Type: FullTime

Req #: req24311_Baltimore

Location: Baltimore, MD US

Region: Northeast Region

Job Category: Business Development/Sales

Employment Type: Experienced

Degree Required: None

Travel: Yes

More Information on RSM US LLP
RSM US LLP operates in the Business Intelligence industry. The company is located in Chicago, IL. RSM US LLP was founded in 1926. It has 16030 total employees. It offers perks and benefits such as Flexible Spending Account (FSA), Disability insurance, Dental insurance, Vision insurance, Health insurance and Life insurance. To see all jobs at RSM US LLP, click here.
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