Sales Account Manager Suppliers or Property Managers
National Apartment Association
February 9, 2018
Full Time - Experienced
4 Year Degree
Summary of Position:
The Sales Account Manager, is a highly skilled sales closer, who manages an assigned group of supplier accounts. The incumbent is a power user of salesforce.com and captures all data, conversations, actions and other inputs in salesforce.com and ably monitors, tracks sales progress and reports on sales results. The Sales Account Manager manages all aspects of the supplier relationship pre-sale through sales closure. The incumbent also works closely with the Stakeholder Success Managers on post-sales activity and customer relationship management. Position manages day-to-day sales account relationships and works closely with the Sales Director and Sr. VP of Business Development as well as other NAA departments to further implement the NAA sales strategy and ensure seamless execution of NAA sales activity for the multifamily housing industry.
This position’s primary focus is to continue to foster the growth of Supplier members and prospects. The incumbent is responsible for sponsorship sales, Open Door affinity program sales, acts as a liaison with NAA’s third party sales agency that sells advertising to suppliers, sells NAA mailing lists to supplier partners and other assigned programs, products and services. Duties also include focusing on expanding the penetration of all assigned accounts by upselling and cross selling a variety of NAA products and services.
The Sales Account Manager will visit NAA’s current and potential supplier members to understand the needs of key decision makers to craft winning partnerships that deliver sustained value to NAA. The Sales Account Manager has responsibility for implementing the Sales team’s strategic goals, objectives, and sales processes. The Sales Account Manager is responsible for informing the other teams within the business development department about the customers sales needs, monitors account churn and employs active new, renewal and retention strategies for assigned NAA products and services.
The incumbent makes sure the entire customer sales experience and process goes smoothly through:
Customer onboarding – understanding current process, their goals and pain points
Strategic account planning
Conduct email and phone outreach, targeting both qualified prospects and current users
Identify decision-makers, develop sales proposals, initiate contact, give sales presentations and close business
Devise regular customer sales meetings, and conference calls to review sales options, and keeping customers up to date on latest product and service offerings and program feature enhancements to ensure retention.
In cooperation with the Sales Development Representative, develop and maintain sales pipeline in salesforce.com to manage sales process and forecast sales
Expand the relationships with existing customers by continuously proposing solutions that meet their objectives as well as NAA goals
Serve as the link of communication between key customers and internal teams
Resolve any sales issues and problems faced by customers and deal with complaints to maintain trust
Prepare regular reports of progress and forecasts from salesforce.com to internal and external stakeholders using key account metrics as well as track market penetration
Coordinate sales activities with other NAA departments to ensure cross departmental sales opportunities are identified and maximized
Collaborate with suppliers and affiliates to share leads and acquire business intelligence working closely with NAA members and staff throughout sales process
In cooperation with Sales Development Representative, build target lists for prospecting
3-5 years of sales experience in key account management or territory sales preferably in the multi-family housing industry (property management or supplier) and/or association membership sales.
Experience in providing solutions based on customer needs
Strong communication, interpersonal and presentation skills with aptitude in building relationships with professionals of all organizational levels
Experience managing major national accounts at head office level
Strong experience working in Salesforce.com or similar CRM
Strong problem-solving skills
Highly self-motivated and ability to work independently
Excellent organizational skills and team player with ability multi-task in a team environment
BS/BA in business administration, Marketing or related field, sales or relevant field experience
Experience with financial management, including budget development, tracking expenditures and cost analysis estimate generation
Strong operational knowledge of the multi-family industry
Comfortable communicating with C-suite executives
Resume, cover letter and salary history/requirements must be submitted to be considered. Please send to Resumes@naahq.org. No phone calls, please. EOE M/F/H/V
About National Apartment Association
The National Apartment Association is the leading voice for the apartment housing industry. As a trusted partner, a valued connector and a powerful advocate, we are committed to serving our 160 affiliates, over 73,000 members and the 9 million apartment units they operate globally.
We lead the way home.