Sales: Roles & Qualifications

Account Consultant CP3

Top responsibilities
Key objectives
Interaction

Top responsibilities:

Applying a specialized or broad-based level of knowledge, the Account Consultant is accountable and responsible for the development and profitability of the more complex and potentially high revenue-yielding solution-based sales, and the overall satisfaction of client accounts.

He/she offers the full product line, ensuring business synergies within a portfolio of Bell and external partners, and designs unique-to-client (sometimes non-existent) business solutions, including emerging technologies.

Sales territory:

His/her client base relies primarily on industry (rather than geography) - although most clients are of strategic importance to Bell.

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Key objectives

The Account Consultant develops and implements account management strategy and proactively positions Bell to respond to major and complex RFPs. He/she also develops, negotiates and presents contracts. This includes:

• Exercising leadership in developing solutions to secure projects of a wide scope with a high degree of business complexity, and of significant revenue potential
• Identifying, developing and implementing effective account strategies that complement all lines of Bell business
• Managing risks to ensure achievement of revenue forecasts
• Developing, negotiating, and preparing very complex proposals and contracts
• Defining pricing options and selecting the appropriate cost structure, including financial models, for client needs
• Working in conjunction with the Legal department during proposal design
• Following up on overall contracts and projects for managed accounts
• Identifying and establishing contact with key senior individuals and decision-makers within the client organization
• Developing and managing relationships and expectations of executives and senior leaders within client organizations, including non-traditional contacts (i.e. HR, Finance, etc.) as key end-users, therefore being able to understand and interact according to specific functional needs
• Identifying and rectifying issues broadly impacting Bell technology offerings
• Forming and leading multidisciplinary virtual project teams to advise, implement and service clients on specific products, services and solutions of a very high degree of complexity and innovation

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Interaction

• Forms relationships within an account base, including non-traditional contacts (i.e. RH, Finance, Marketing, etc.) as key end-users
• Manages internal dynamics/politics among key influencers (power base) at the client
• Acts as the primary relationship manager with assigned clients
• Ensures that overall client expectations and requirements are met from an account management point of view
• Monitors overall client satisfaction through formal account management meetings
• Monitors the implementation of business solutions to ensure client satisfaction
• Provides leadership and direction to multi-disciplined project and account teams and sales support
• Participates in the performance management process and provides client-related feedback with respect to sales team members
• Researches competitive intelligence within assigned accounts and is regularly involved in activities within the industry/association of assigned accounts
• Develops client relationships based on a strategic partnership with Bell and its Alliance partners
• Identifies and attends selective trade shows or conventions where client representatives may be in attendance
• Regularly participates in sales-related social functions, representing Bell with client in attendance

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