The Job
Proactively retain, manage, service and grow an assigned customer portfolio by best practice account management, building strong customer relationships and owning overall customer satisfaction. Ensure all customer contract renewals are secured at the best possible terms and conditions. Provide customers with solutions that create trust. Produce short and long-term account management strategies that enable growth while mitigating risks proactively. Positioned to discuss all Iron Mountain products and services effectively.
The Responsibilities
Manage and grow pipeline opportunities while maintaining quality.
Provide strategic growth and retention plans for each account.
Secure customer contract renewals.
Execute customer projects.
Cultivate and maintain effective business relationships with C-level decision-makers in strategic accounts.
Build and maintain strong, long-term customer relationships, developing trusted advisor relationships with customer stakeholders.
Oversee the efficient Project Management of Customer On-boarding, ensuring any new business is on-boarded and invoiced accurately and as quickly as possible.
Assist in resolving high-severity requests or issue escalations as needed to ensure customer satisfaction.
Act as the product and solution provider for all services offered in the market by Iron Mountain, demonstrating a sound level of Market and Industry knowledge.
Drive the Company's differentiation/value proposition in the customer portfolio and identify customer needs/opportunities for lead generation for growth, collaborating to ensure growth objectives are achieved.
Own, create and maintain up-to-date Customer Account Plans for your portfolio, including Account Strategy and a full organizational structure of each account group to ensure the company is engaged across the entire customer's business, including sub-organizations, sister companies, or acquisitions.
Proactively target vended and un-vended prospects and key competitor accounts to drive and generate new, profitable revenue growth within Australia (AU) and identify global opportunities. Ensure all business is secured at optimal terms and conditions for the company.
Own your book of business (BoB) value for the period, with a high retention/growth focus and commitment to meeting agreed company outcomes.
Reporting and customer account management including compliance, invoicing, sales reporting, risk management, pipeline updates, and revenue forecast.
The Person
Willingness to travel and meet clients face-to-face.
A track record of high performance in B2B Strategic Sales and Account Management.
Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization, including executive and C-level.
Experience in activity-based sales processes.
Experience in delivering client-focused solutions based on customer needs.
Discipline, tenacity with technical aptitude, and a high degree of personal resilience.
Excellent listening, verbal, presentation, and written communication skills.
Ability to generate ideas and solutions.
Account Planning and Account Management skills.
Consultative Selling Skills.
Analytical and financial fluency.
Proficiency in MS Office and CRM software (e.g., Salesforce).
Advanced Negotiation skills.
Business Planning skills.
Strong presence, impact, and influencing skills with senior decision-makers.
Strong teaming, influencing, and collaboration skills to gain commitment and secure alignment of staff who are not direct reports.
Proven business analysis, proposal development, and financial fluency.
Excellent time management and planning skills with the ability to prioritize conflicting demands.
Ability to effectively present information to diverse groups.
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