Account Manager

Location:

Atlanta, GA

Description:

The Account Manager develops and manages strategic relationships with senior executives, key decision-makers and end-users of Hackett Advisory services. Account Managers educate Advisory clients on how to maximize the membership ROI, promote the use of membership services, expand the number of users, assist in program management, and ensure high levels of client engagement. They are also responsible for account renewals within a specific geographic territory or functional practice area, including strategy, planning and execution.

Required Skills and Experience
  • Bachelor's degree with five to eight years of relevant professional experience (e.g. account management, business-to-business sales, client services). Experience selling intellectual products or services a plus.
  • Strong communication skills, verbal and written. Experience building trusted relationships with executive-level audiences preferred.
  • Strong interpersonal skills. Ability to build rapport and establish credibility via the telephone.
  • Ability to develop and conduct client presentations via the telephone.
  • Superior time management skills and attention to detail.
  • Ability to take initiative and work independently as well as in a team environment.
  • Solid grounding in business concepts and a willingness to learn new subject matters.
  • Ability to manage the sales process and ensure accurate revenue forecasting.
  • Ability to thrive in a quota-driven sales environment.
  • Highly motivated and goal-oriented.
Specific Responsibilities
  • Establish and maintain collaborative relationships with senior executives at client companies with annual revenue of $500 million and greater.
  • Conduct initial welcome calls to ensure effective new client onboarding; clarify service deliverables; educate how to best leverage resources; initiate service utilization.
  • Understand the changing business terrain that clients face; effectively articulate the value proposition of the program; sell the benefits of membership.
  • Conduct member segmentation and ensure tailored approaches to drive engagement.
  • Manage the membership renewal process to ensure attainment of aggressive quarterly and annual revenue goals.
  • Stay current and knowledgeable on all Advisory program offerings in order to align clients with appropriate support resources.
  • Generate reports to track client usage of program(s) and drive utilization of services such as inquiry, executive briefings, webcasts.
  • Schedule and execute quarterly reviews with clients; engaging SME's as required.
  • Identify new opportunities within the client territory and partner with Account Executive to generate new business.
  • Forecast renewal of existing business on a monthly basis with a +/- 10% accuracy rate.
  • Attain all established individual indicators, objectives, quotas and guidelines.
  • Attend all firm-sponsored training sessions and apply learned techniques to renewal function.
  • Elevate any client concerns to the appropriate senior manager.