• Account Mgr Exec,

    Location US-MA-Boston
    Job ID
    49884
    Function
    Sales
  • Overview

    Takes ownership of assigned end-user retail account(s) in New England territory; develops and executes sales strategy for assigned account(s)  with manager’s input; develops strong relationships with key customer contacts and leverages to Zebra’s advantage; creates and delivers high impact sales presentations and capable of product training; often used for those with strong technical background but limited sales experience or strong sales with limited product/market understanding. Develops and executes sales strategies with minimal input from manager for a higher level of financial responsibility; proactively sells solutions encompassing a wide range of products or services; as required leverages relationships with other business units and/or external partners to deliver solution; Develops strong relationships with key decision makers and influencers; Initiates and leads customer presentations and value proposition creation.

     

    Generally reserved for top 10% most senior sales talent with greatest responsibilities; leads business planning, including participation in quota setting and defining overall sales strategy; anticipates customer needs and works to define innovative solutions; develops strong relationships with corporate-level executives and industry influencers; leads creation of innovative solutions for others to sell

    Responsibilities

    • Knowledge/Expertise
      • Technical Skills - Helps develop Zebra technical solutions; expert in some areas
      • Knowledge of Zebra - Helps create Business/Industry products/services strategy, often crossing multiple businesses
      • Sales Skills – Leads teams in development of advanced solution selling concepts and partnership creation; proven sales success only
      • Managerial Skills - Full knowledge of all relevant business policies and practices; strong ability to energize and lead others
      • Business Acumen - Conducts root cause analysis and improves long term profitability in a variety of situations; a S.W.O.T. expert; anticipates future customer needs
      • Market/customer Knowledge – Applies both strategic and tactical understanding of markets to ensure Zebra wins in the marketplace
    • Solution Complexity/Strategic Thinking
      • Nature of Problems Solved – Solves complex problems which may require unique solutions which are used across geographies, industries, etc.
      • Role in Addressing Problems – Leads problem resolution, identifies appropriate resources, mitigates future risk
      • Complexity of Solutions – Typically high complexity; many with little precedent and often crosses international borders
    • Freedom to Act
      • Level of Guidance – Determines and pursues courses of action essential in obtaining desired outcomes.; operates with broad autonomy to make decisions that impact sales effectiveness and will help meet or hinder a business in meeting objectives
      • Takes Direction From – Business Unit General Management
    • Customer Interface 
      • Role – Leads formal teams or manages sales personnel
      • Level of Customer Contact – Highest level of decision makers on largest and most complex systems
      • Main Level of Interaction – Defines project customer interface and assists teams on largest deals
      • Required Knowledge of Customer – Industry direction and customer strategic business plan for future
    • Accountability
      • Business and Financial Impact – Manages sales and support resources directly or indirectly; responsible for revenue, margins and departmental expenses
      • Relative Size and Scope – Sustained very high quota and results over multiple years for the business; individual or team managed has a large impact on a Business unit
      • Types of Projects – Large complex deals or very large volume of moderate deals
      • Strategic Impact for Zebra – High in near and mid-term

    Qualifications

    • Preferred Education:
      • Bachelors or equivalent experience; advanced degree (e.g., MBA) common.
    • Preferred Work Experience (years):
      • 12+ years of applicable work experience.
      • Experience working with Tier 1 Retail accounts
      • Experience with large, complex multi million dollar projects
    • Key Skills and Competencies:
      • Helps develop Zebra technical solutions; expert in some areas
      • Leads teams in development of advanced solution selling concepts and partnership creation; proven sales success only
      • Full knowledge of all relevant business policies and practices; strong ability to energize and lead others

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