Account Manager
February 1, 2012
Position Title: Account Manager.
Position Summary: This is a full-time position. The employee is responsible for generating new sales in accordance with company goals.
Reports Directly to: General Manager / Owner.
Reports Indirectly to: Account Manager Team.
Support Staff: Full-Time Account Manager Team, Full-Time Administrative Assistant Team, Full-Time Managed Services Team and Full-Time Project Services Team.
| Primary Duties and Responsibilities | How Often |
| Acquire and close new business | Ongoing |
| Attend account manager team meetings | Weekly |
| Attend client cloud managed services meetings | Monthly |
| Attend client pre-sales meetings | Ongoing |
| Attend client project meetings | Ongoing |
| Attend company functions | Monthly |
| Attend networking functions | Ongoing |
| Build referral sources and strategic alliances | Ongoing |
| Communicate using cell phone, e-mail, instant messaging and ip phone | Ongoing |
| Complete proposals | Ongoing |
| Create prospect lists and implement a prospecting system | Monthly |
| Drive to client and prospect sites | Ongoing |
| Follow up on closed sales | Ongoing |
| Make phone calls | Ongoing |
| Meet with systems engineers | Ongoing |
| Pass partner tests | Monthly |
| Quote new business (with assistance) | Ongoing |
| Read partner solution information | Ongoing |
| Research client pre-sales solutions | Ongoing |
| Submit expense report | Monthly |
| Submit sales opportunities report | Weekly |
Submit sales training report | Weekly |
Authority: Pricing decisions with company guidelines.
Standards and Measurement of Performance: The person in this position will meet or exceed company expectations with regard to monthly sales goals as measured by monthly meetings.
A Typical Day for our Salesperson is: Begin the day by 7:30 am. Prepare new prospect and follow up list. Conduct prospecting activities (cold calls, networking, etc.) as needed to reach goals. Go on sales appointments, ask questions of prospects and determine if prospect wants a quote. If so, prepare quote and submit. Follow up with and notify clients of issues / delays / status. Research new prospects and create plan for contact. Prepare calendar.
The Most Difficult Part of this Position is: Being pro-active and a self-starter. This is a small company and the person who is hired will have a great deal of freedom but must be self-disciplined to accomplish goals.
The Best Part of this Position is: Working with a close-knit group of people who genuinely care about each other and their clients.
The Best Thing About EnCompass is: We support our employees in their educational improvement and will invest time and money in making them better at their careers.
Our Training Program Consists of: We have a detailed training schedule set out for our Account Managers. We spend the first 6 months with each new Account Manager personally training and orienting them on our business. After that, they have ongoing partner training programs.
Training Required Month 1
- Cloud Essentials Playbook
- Cloud Managed Services Agreement
- It Only Takes 1%
- Loyalty Rules
- Secrets of Question Based Selling
- Skills Advantage Assessment
- The Loyalty Effect
Training Required Month 2
- Creating Effective Appointment Selling Scripts
- Creating Your Infrastructure Upgrade and Managed Services Proposal
- How to Create a Successful Managed Services Marketing Plan
- Increasing Revenue as a Trusted Advisor
- Managed Services Cost Savings Analysis
- Marketing Managed Services
- Selling Managed Services in 3 Appointments or Less
- Successful Appointment Setting and Telemarketing Techniques
Training Required Month 3
- Creating a Powerful Prospecting Value Statement
- Defining Your Best Odds Target Markets
- Power Prospecting 33 Tips to Get Past the Gatekeeper
- Power Prospecting Call Plan
- Power Prospecting Sales Kit
- Quota Gap Calculator
- Selling Against the Goal
- Top Ten Power Prospecting Tips
Training Required Months 4 - 9
Training Required Months 10+
Ideal Account Manager
Education Required: 2 year college business degree.
Experience Required: 1 year outside service sales or 3 years inside service sales.
Skills Required: Ability to speak to new people comfortably (networking). Ability to call new prospects on the phone (cold calling). Reading and writing at adult level (can write a grammatically correct sales letter). Basic math (addition, subtraction, multiplication, division, fractions). Knowledge of Microsoft Excel, Lync, OneNote, Outlook and Word.
Personality Style: Upbeat, high-energy, self-achievement oriented person. Someone who wants to take something small and make it their own and big.
Attitude: Always positive but realistic at the same time. Seeks the opportunities in life.
Core Motivators: Achievement or recognition preferred.
Sales Plan Year 1 | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | Total |
Cold Calls | 50 | 50 | 75 | 100 | 100 | 100 | 100 | 100 | 100 | 75 | 75 | 75 | 925 |
Networking Events | 2 | 3 | 4 | 4 | 4 | 4 | 4 | 4 | 4 | 4 | 4 | 4 | 45 |
Partner Meetings | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 0 |
Client Meetings | 10 | 20 | 30 | 30 | 30 | 30 | 30 | 30 | 30 | 30 | 30 | 30 | 330 |
Closed Deals | 0 | 0 | 1 | 2 | 3 | 4 | 4 | 4 | 4 | 4 | 4 | 4 | 34 |
Average New Services Revenue Per Deal | $0 | $0 | $750 | $1,000 | $1,000 | $1,250 | $1,250 | $1,250 | $1,250 | $1,250 | $1,250 | $1,250 | $11,500 |
Expected New Services Revenue Generated | $0 | $0 | $750 | $2,000 | $3,000 | $5,000 | $5,000 | $5,000 | $5,000 | $5,000 | $5,000 | $5,000 | $40,750 |
Sales Plan Year 2 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | Total |
Cold Calls | 50 | 25 | 25 | 25 | 25 | 25 | 25 | 25 | 25 | 25 | 25 | 25 | 325 |
Networking Events | 4 | 4 | 4 | 4 | 3 | 3 | 3 | 3 | 2 | 2 | 2 | 2 | 36 |
Partner Meetings | 1 | 1 | 2 | 3 | 3 | 3 | 3 | 3 | 3 | 3 | 3 | 3 | 31 |
Client Meetings | 30 | 30 | 40 | 40 | 40 | 50 | 50 | 50 | 50 | 50 | 50 | 50 | 530 |
Closed Deals | 4 | 4 | 4 | 4 | 4 | 4 | 5 | 5 | 5 | 5 | 5 | 5 | 54 |
Average New Services Revenue Per Deal | $1,250 | $1,250 | $1,250 | $1,250 | $1,250 | $1,250 | $1,250 | $1,500 | $1,500 | $1,500 | $1,500 | $1,500 | $16,250 |
Expected New Services Revenue Generated | $5,000 | $5,000 | $5,000 | $5,000 | $5,000 | $5,000 | $6,250 | $7,500 | $7,500 | $7,500 | $7,500 | $7,500 | $73,750 |
Events and Parties
- Anniversary Party
- BBQ RoundUp Event
- Christmas Party
- Hunters Ridge Golf Event
- Kernels Baseball Event
- RoughRiders Hockey Event
Compensation Plan and Benefits
Compensation Plan Months 1 - 3
- Hourly + Commission New Meetings + Commission New Services
Compensation Plan Months 4 - 9
- Salary + Commission New Meetings + Commission New Services
Compensation Plan Months 10+
- Salary + Commission All Services
Benefits Months 4+
125 Cafeteria Plan
401K Retirement
529 College
Cell Phone
Dental
Disability
Health
Internet
Jean Day
Life
Maternity / Paternity
Mileage
Movies
Non-Compete
Non-Outsource
Prescriptions
Tests
- Vision
- Walking
- Whole Health Dimensions
Hours
- 7:30 AM - 5:30 PM
- Monday - Friday
Paid Time Off
- Anniversary Day
- Friday Afternoons
- For every 6 tests (Cisco, HP, Microsoft) that you pass, you get 1 Friday Afternoon off per Month
- Holidays
- Memorial Day + 1 Floater May
- Independence Day (Saturday = Friday, Sunday = Monday) + 1 Floater July
- Labor Day + 1 Floater September
- Thanksgiving Day + Friday After Thanksgiving
- Christmas Day (Saturday = Friday, Sunday = Monday) + 1 Floater December
- New Years Day (Saturday = Friday, Sunday = Monday) + 1 Floater January
- Kernels Baseball Afternoon
- Personal (Sick, Vacation, ...) Days
- Study Days