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Account Manager (Inside Sales), Central Region

Company: The Myers-Briggs Company
Location: Wichita
Posted on: January 25, 2023

Job Description:


Account Manager (Inside Sales) - Central RegionRemote-Home Office (available hours during Central Time Zone from 8 am - 5 pm)The Account Manager (AM) is responsible for the growth and success of an assigned list of existing customers. As a trusted advisor, continue to build relationships with current customers to provide guidance and solutions for solving their business challenges using the suite of products and solutions. Utilizing the current strategic sales model framework, you must be able to work strategically with customers to identify objectives and action plans. You will assist in the development and execution of growth through cross-selling, upselling activities, and referral selling techniques that drive customer satisfaction and greater acquisition of additional products and services.Your responsibilities will include:Develop/Qualify inbound leads within specified customer segment (existing accounts) to secure viable appointments with the assigned Regional Sales Manager (RSM).

  • Using Tableau, Salesforce.com, and lists of newly certified individuals that are part of existing customer accounts to generate growth opportunities.
  • Executing against marketing generation demand to qualify and establish customer loyalty and satisfaction, from the inbound leads coming into their region to existing customers.
  • Focusing on increasing sales and setting up appointments for the RSMs through outbound dials and emails for larger sales opportunities with existing customers through active relationship development and account management practices.
  • Updating customer data daily in ERP and SFA systems with contact information and activity to ensure data and reports are accurate. Link communications and transactional data to ensure all enterprise-wide transactions are known to internal stakeholders.
  • Working with Sales Director & Sr. Vice President, US Sales to ensure successful account coverage as required.
  • Learning and executing Customer Centric Selling processes to generate new sales opportunities by focusing on qualifying potential growth within established customer base.
  • Strategizing with assigned Regional Sales Manager through weekly forecasting calls to generate account growth opportunities.
  • Facilitating discussions with established customers to obtain senior level executive contacts and identify business needs.
  • Leveraging sales enablement tools (Tableau, LinkedIn Sales Navigator, etc.) to gain insights of trends within customer base to determine strategy for account planning of the existing customer base.
  • Qualifying new opportunities primarily through calls and emails from established customers to leverage connections for reach into higher level executives within the organization, resulting in a scheduled appointment for RSM for larger sales opportunities.
  • Customizing communications and activities to support customer relationships and recommend solutions based on customer needs.
  • Establishing and maintaining appropriate contact levels for each prospect/lead pipeline.
  • Active participation at Regional Revenue Strategy Meetings, bi-weekly check meetings with broader team and other departmental meetings is required.
  • Learning and executing proven sales methodologies such as Customer Centric Selling, Challenger and SPIN selling to generate new sales opportunities.
  • Maintaining and managing a pipeline of interested prospects.
  • Collaborating and strategizing with RSM to identify product and service opportunities with the existing customer base.
  • Scheduling a minimum of 10 appointments for assigned RSM per week, 40 per month, in accord with the key performance indicators, (KPIs)
  • Maintaining an outbound call cadence of a minimum of 40 outbound dials per day (KPI)
  • Documenting a minimum of 40 emails per day as documented in Salesforce.com (KPI)Your Professional Experience Includes:
    • Proven track record of closing sales to meet/exceed quota in a "farming" capacity, focused on upselling and cross-selling existing customer base;
    • 2+ years inside sales or related market/business experience
    • Prior experience successfully working in metrics driven environment
    • 2-4 years of internal sales experience ideal; commission-based work a plus.
    • Experience with ERP systems, Salesforce.com and Excel report creation and analysis.
    • Intermediate math competency; strong analytical skills
    • Excellent written and verbal communication skills
    • Ability to multi-task, prioritize, and manage time effectively
    • Demonstrated ability to learn and adopt successful sales techniques
    • AA or 2 years of college experienceThe pay range for this position at commencement of employment is expected to be $31.25 - $33.65/hr. ($65,000 - $70,000 annual); however, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position includes commissions based on invoiced eligible sales by sales role (paid quarterly), in addition to a full range of health insurance, life, disability, retirement (including 401k) and various paid time off benefits, such as vacation, sick time, volunteer time dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.If hired, employee will be in an "at-will position" and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.Our corporate culture is mission driven. We are a certified B Corp and a California benefit corporation, taking all stakeholders (including our employees, community, customers, and the environment) into account to make a positive difference. We have a culture that is emotionally intelligent, aligned, results-focused, cross-functional and committed to the professional development of all employees.While we're best known for our products like the Myers-Briggs Type Indicator assessment (MBTI), our reach extends well beyond a single instrument. We are a group of professionals who provide expertise in the talent development industry, as well as to career counselor and educators and individual consumers. We offer solutions to help improve individual and organizational performance and address whatever people development challenges businesses and professionals face - from team building, leadership, coaching, and conflict management to career development, selection, and retention. Perhaps this is why millions of individuals in more than 170 countries use our products and services each year. Our customers include the majority of the Fortune 500 companies, as well as businesses of all sizes, educators, government agencies, training and development consultants and consumers looking to understand themselves better.Working at The Myers-Briggs Company gives you the opportunity to make a positive difference, be accountable, experience genuine respect from your colleagues and peers, and feel valued and supported. We work to create an environment that fosters excellence and encourages employees to contribute, learn, and grow throughout their career.Our company is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, gender identity, sexual orientation, age, status as a protected veteran, or status as a qualified individual with disability.

Keywords: The Myers-Briggs Company, Wichita , Account Manager (Inside Sales), Central Region, Sales , Wichita, Kansas

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