RESPONSIBILITIES

- Key Account Management

Maintain relationships with customers such as small- to medium-sized companies, either personally or by supervising an account management team. Work within established systems to develop solutions, generate new opportunities and ensure all customer demands are met.

- Customer Needs Clarification

Set clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision makers and influencers within the customer organization; and ask relevant questions to gather information, to evaluate the customer’s level of interest, and to identify and respond to areas requiring further information or explanation.

- Customer Relationship Development / Prospecting

Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.

- Customer Relationship Management (CRM) Data

Monitor team members’ use of the customer relationship management system, identifying and resolving standard issues and escalating these to a senior manager as appropriate.

- Customer Relationship Management / Account Management

Develop and implement a relationship management plan for existing customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Collect feedback from identified customers or customer segments to ensure their needs are met, providing themes, summary analyses,



and recommendations for changes based on customer input.

- Sales Opportunities Creation

Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.

- Sell Customer Propositions

Identify the products or services that best meet the customer’s stated needs, use personal expertise to propose quantities and product configurations, explain the selection to the customer, and invite the customer to make a purchase at the standard price/terms and conditions of sale.

- Operational Compliance

Identify, within the team, instances of non-compliance with the organization’s policies and procedures and/or relevant regulatory codes and codes of conduct, reporting these and escalating issues as appropriate.

- Personal Capability Building

Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation where relevant to improve performance and fulfill personal potential. Maintain an in-depth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.

Behavioral Competencies





- Customer Focus

Builds strong customer relationships and delivers customer-centric solutions. For example, digs deeply into customer feedback and drives the innovations that can enable the organization to better meet customers’ future needs. Frequently adjusts approach to ensure customer needs are met and to improve service.

- Business Insight

Applies knowledge of business and the marketplace to advance the organization’s goals. For example, clearly understands how own activities relate to critical business drivers. Monitors business news and market changes for impact on the business or on own expertise area; uses this to shape decisions.

- Manages Complexity

Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, looks at complex issues from multiple angles; explores issues to uncover underlying issues and root causes; sees the main consequences and implications of different options.

Skills

- Customer-Focused Approach

Works without supervision and provides technical guidance when required to orient the seller’s organization around delivering to the key needs of their customers.

- Initiates Compelling Sales Conversations

Works without supervision and provides technical guidance when required to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client.

- Knows the Buying Influences

Works without supervision and provides technical guidance when required to accurately identify and understand the key buying influences pertaining to an opportunity.

- Manages Buyer Indifference

Works w

📌 Account Manager Systems (Madrid)
🏢 Yokogawa
📍 Madrid