Aventiv Technologies

Advisory Account Manager

Job Location US-KY
Job ID
2021-3631
# of Openings
1
Category
Sales

Overview

Welcome to Aventiv Technologies. Please watch this brief video to find out if this is the place you want to be!

 

https://vimeo.com/391578629/5ba31cc5e9

 

Job Purpose:

Establishes productive, professional relationships with key personnel in assigned customer accounts.  Protect and retain their business from competitive threats.  Grow account and territory revenue by understanding the client need and pain points, recommending and proposing Securus solutions and guide the client thru a successful acquisition cycle.

Responsibilities

Essential Duties

Client

  • Recognize and qualify business opportunities. Directs Securus resources in marketing and sales activities that result in customer commitment to Securus solutions
  • Provide trusted advisor guidance and leadership, including customer needs, wants and perceptions, in the development of account and territory plans. Get the customer to participate in the territory planning process to solicit buy in to the Securus solutions.  Trusted advisor that leads the client to the appropriate and beneficial processes to help the client obtain the best outcome.
  • Leads the firm in the development of superior proposals that clearly delineate our value prop, value added solutions and market differentiators. Lead the RFP process to a successful outcome.  Negotiate win-win deals that provide value to both parties
  • As the trusted advisor, grow relationships that are deep and long and the result in the customer dependence on Securus and our resources for technical advice, solutions and improved operations.
  • Intimate knowledge of all agency contacts. Develop friendships, not just business relationships.
  • Experts on hierarchy within assigned agencies.
  • Experts on agency processes and services.
  • Transparent with the client. Good and bad.
  • Advocates to the Company for their client.
  • Timely responsiveness. Less than  
  • Drive the Securus quality metrics to exceed customer expectations. Gain the customer’s acknowledgment and confidence in Securus, our products, strategies and commitment to the safety and security of their staff, their customers and the families and friends.

Territory

  • Earn the reputation and acknowledgement as the trusted advisor for your customers. Exercise superior levels of leadership, knowledge and professionalism in managing, developing and maintaining accounts within your assigned agencies.
  • Harnessing the resources of Securus, lead the development of territory plans and strategies that significantly add value to the customer and exceed all goals and objectives.
  • Be the recognized leader in industry solutions for your customers, keeping them informed of new products, services and applications to improve operations, safety of the staff and enhanced user experiences for friends and families.
  • Be an expert on all Aventiv products. Understand what product we do not provide and understand why.
  • Ensure that every account in your assigned territory is visited as required per the Field KPI’s
  • Perform in regular cadence client Quarterly meetings. Ensure we have meaningful participates i.e. Executive sponsors, upper sales leadership, etc. 
  • Engage internal resources to bring appropriate parties to critical discussions, up to including management and Executive Sponsors.
  • Keeps up to date on any news related to their assigned agencies and communicates to other stake holders when deemed necessary.
  • Experts on their contracts, amendments, key dates for each agency assigned. The need to “look these up” should not exist.
  • To the extent possible the AM will live in the State they are assigned.

Systems, Processes and Standard

  • Leverage the SFA to develop customer profiles, including anticipated needs and maintain this data for account plans and strategies that drive revenue and create stickiness in the account. Owners of all information for their accounts in SFA. Everything is accurate, all the time.
  • Document all activity in SFA. Phone calls, one on one client meetings, facility visits, group calls, group meetings (internal and external) and all activity surrounding escalated issues.
  • Attention to detail in order to communicate action items from meetings internally and externally and conversations with clients.
  • Leverage the RFP process and team to produce superior, highly impactful RFP responses that exceed customer expectations, and clearly demonstrate the capabilities of Securus.
  • Engaged in the sale and contract development of all new contracts and implementation of new services.
  • Leaders on all projects and all aspects of business engagement from start to end.
  • Owners of all escalated service issues/Managers of the process not an attendee of calls.
  • Master of all statistics related to usage and performance on all products in their assigned agencies. Need to be the first to notice a system/usage or performance problem and take action to resolve. 
  • Communicators of training and process failures internally so organization improves.
  • Develop and maintain good internal relationships that fosters strategy for the mutual benefit of Company and Client.
  • Coordinates and facilitates communication between internal departments and the project teams

Financial

  • Exceed assigned objectives in revenue, margin, customer sat, client relationships, and expanded product footprint.
  • Manage expenses related to consultants / lobbyist.
  • Exceed your assigned objectives for upsell, customer contact, executive briefings, and agency visits. Deliver highly profitable deals that contribute significantly to the company EBITDA.
  • Propose superior, value driven, differentiated proposals that define our capabilities, solutions and value against the competition.
  • Invest allocated expense budget in travel, shows, and targeted industry venues to strengthen relationships, drive knowledge of Securus as a partner, industry expert and community participant.
  • Lead corporate resources to develop and deliver territory initiatives that heighten awareness of our brand and product portfolio, value prop and market differentiation.
  • Lead your team with the customer to implement and execute marketing initiatives designed to drive revenue, increase customer retention and increase customer satisfaction.
  • Develop and deliver initiatives designed to drive awareness and education/knowledge of our solutions & products.
  • Partners with the AE team to help improve product and revenue results.
  • Able to read and review basic financial models.

Knowledge, Skills & Abilities

  • Excellent verbal and written communication skills
  • Strong problem solving skills
  • Ability to work effectively in a team environment with associates.
  • Capability of effective planning and priority setting.
  • Working knowledge of MS Windows and Office Suite
  • A significant amount of travel is generally required. 

Qualifications

Minimum Qualifications

  • High School Diploma or GED
  • 6 years of quota carrying territory sales experience in the specified industries
  • 6 years of managing quota carrying account management in the specified industries

Preferred Qualifications:

  • Bachelor’s Degree

Physical Requirements

  • While performing the duties of this job, the employee is regularly required to: stand, sit, talk, hear, and use hands and fingers to operate a computer, telephone, and a variety of office equipment.
  • Occasionally may need to reach, stoop, or kneel.

Salary and Benefits

At Aventiv Technologies, our salary and benefits are designed to fit you as a whole person.  We offer a salary range based on experience and qualifications to ensure your unique contributions are met with our most competitive offer.

  • $85,500.00 - $98,700.00
  • Health Insurance
  • 401(k)
  • Disability
  • Life Insurance
  • Paid Time Off and Voluntary Benefits

Aventiv Privacy Policy:

 

www.aventiv.com/privacy

 

Equal Employment Policy:

The Company’s policy is to provide equal employment opportunity to all individuals in all of its employment programs and decisions.  Securus Technologies, Inc., and its Subsidiaries will not discriminate against any associate or qualified job applicant with respect to any terms, privileges, or conditions of employment because of that person’s race, color, religion, sex, national origin, age, disability, veteran status, genetic information, sexual orientation, gender identity, or any other characteristic or status protected under local, state or federal law, ordinance or regulation.

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