Summary
As an Account Manager for Veridos Canada, you will be accountable for the enterprise ownership of all sales and client support resources for an assigned client portfolio. The Account Manager will have defined sales and business/relationship objectives. The identifying of new opportunities or enhancements is paramount, while ensuring that client satisfaction and service level compliance meets all client and organizational expectations. You will establish credibility and placement for Veridos expertise in products and services and leverage it to profitably grow the account.
Primary internal interfaces:
Client Services, Business Development, Product Management, Project Management
Operations, International Sales, Order and Tender Management
Primary Responsibilities
Sales
Be Veridos’ lead liaison with our clients and key internal players to generate profitability
Meet and exceed client expectations by anticipating client requirements, seeking information regarding industry trends and ‘best in class’ practices
Define and ensure the fulfillment of operational sales targets
Monitor the short-term sales and demand creation activities through meetings internally and with the client, promptly initiate and drive execution of corrective actions where needed
Build up and maintain a high level of client intimacy by opening up access to senior level decision makers for local management teams
Ensure regular client meetings at all levels, defining actions and personally following up
Promptly communicate client-related issues/problems inside the Veridos organization, escalating effectively when necessary
Provide pricing and quotations as required by the client(s)
Develop and prepare client presentations, Requests for Proposal (RFP) and Requests For Information (RFI)
Maintain internal CRM tool – Salesforce and report sales funnel status on a regular basis
Be the primary contact and consultatively advise our clients where challenges can create opportunities with solutions Veridos can provide
Coordination
Actively cooperate with and coordinate interface functions to ensure smooth implementation of new product/client launches or major changes, driving successful completion within associated deadlines
Client consultations to ensure the right Veridos subject matter experts are brought to the table to define the best solution together with the client
Champion account-specific initiatives with an entrepreneurial view in the best interest of the client
Account Analysis
Use sources inside the client’s organization as well as published information to understand client’s corporate targets and strategy
Understand and explain client’s business models and key economic drivers and know about buying influences as well as buying processes for each opportunity
Gather comprehensive information about Veridos competitors through client contacts, trade show and conference attendance
Take responsibility for detailed revenue forecasting and budgeting in a timely and accurate manner
Identify product and services gap (offering vs. client requirement) and deliver concise input for new product requests
Ensure accurate and comprehensive internal and external reporting
Account Strategy
Define a consistent strategic account plan, including long-term requirements to achieve sales targets and ensure support from related functions
Set realistic qualitative and quantitative long-term targets and identify upside potential
Combine Veridos’ product and service portfolio, seizing cross-selling opportunities, to offer an optimum solution for customers, complemented by a fitting price strategy
Support development of leading-edge products and services based on experience with the key account
Renegotiate contract renewals and extensions, as required
Identify project opportunities with high sales growth potential and contribute to business cases, as required
Actively participate in trainings and workshops (both internally and with the client) to identify new business opportunities
Contribute to the definition of Veridos’ overall sales goals and strategy and monitor achievements for assigned account, derived from the regional and global sales targets.
Increase client engagement by establishing customized projects and joint evolution of projects
Maintain knowledge of all technology, products and services the company offers. Keep abreast of new equipment and processes and any changes that may impact the assigned account
Monitor accounts receivables and inventory for assigned clients, actively drive resolution in case of any issues
Comply with Veridos Environmental, Health & Safety policies, procedures and report any Environmental, Health & Safety hazards, incidents and concerns to the immediate supervisor
Qualifications, Experience and Educational Requirements
Work Experience:
5+ years of professional experience in sales and marketing; having this experience in the secure credential industry is an asset
Skills and Competencies:
Excellent command of written and verbal English
Experience in the development of service offerings in the secure credential industry is an asset
Technical and business experience with chip technology, security and software solutions is an asset
Entrepreneurial spirit for increasing business and developing new opportunities
Experience in relationship building with clients at senior management level(s)
Proven interpersonal and problem-solving skills
High energy, self-motivation, high integrity work ethic
Strategic thinking, problem-solving, negotiation and decision-making skills
Strong communication and presentation skills
Education:
University degree in Business, Marketing or other related discipline(s)
Working Conditions
Home Office
Travel will be required
Additional Information
*This job description is not intended to be all inclusive. The selected candidate will also perform other reasonable related business duties as assigned by the supervisor. The company reserves the right to revise or change job duties as needed. This job description does not constitute a written or implied contract of employment.
Veridos Canada is an equal opportunity employer and values diversity in its workforce, encouraging applications from all qualified individuals.
Please note: Reference Checks and Credit, Criminal Background Checks will be administered on suitably qualified candidates. Your application will be kept on file for up to two years.
We are an equal opportunity employer! We promote diversity in all its forms and create an inclusive work environment, free from prejudice, discrimination and harassment, in which all employees feel a sense of belonging. We warmly welcome all applications regardless of gender, age, race or ethnic origin, social and cultural background, religion, disability and sexual orientation. If you would like to contact us, please contact Human Resources at jointheteam@veridos.com
