Job Title: Account Manager
Reports To: VP, Global Sales
Employment Type: Full-Time, Permanent, remote position in EMEA only
The Account Manager’s mission is to engage the account base by email, telephone, and video with the objective of converting them to help introduce them to some of our advanced and new modules, as well as keeping a pulse on how they are using our software. If the AM determines that there is additional need for our modules, or sees an opportunity to sell more Professional Services, they will present this information to the client and guide them through the buying process. It will also be in the AM’s purview to keep an eye on the customers’ accounts inventory value, as it relates to the client's original price point. When that value is too low, you will guide the customer to the recommended price point in relation to the client's current inventory value.
Responsibilities
- Connect. Call and meet with Netstock EMEA customer base and address their needs as it pertains to our software and be the intermediary between them and our internal teams.
- Grow. Many of our customers have a Netstock starter package which doesn’t include some of our more advanced modules. You will introduce these modules to them to see if it makes sense for their business to buy and integrate within their environment.
- Nurture. It's very often that there will be a change in our user base within a company and at these times it will be crucial to understand what that users' needs are, as it pertains to training and or more integration. This may result in us selling them more professional service hours.
- Happiness. A software is only as good as its being used within an organization, and we need to make sure that our software is being utilized to help ensure retention. Consistent meetings and dialogue throughout the year will help in this effort.
- Referrals. Birds of a feather flock together and Netstock’s customer base are very generous and forthcoming about introducing us to their network, so they too can leverage our software to help them streamline their planning needs.
Skills and Qualifications
- Develop Product Knowledge. Demonstrated ability to learn quickly and develop domain expertise so that they can use knowledge of the Netstock product to educate leads and answer their questions. Maps features and benefits to prospective buyers’ pain points.
- Organization & Time Management. This AM will carry all of EMEA accounts and they will need to be able to sort and find out through data insights which accounts would be best to call based on usage, spend, and industry data.
- Effective SaaS User. Wields Salesforce like a superpower. Uses the CRM to keep track of Leads, Tasks and Communication. Effectively uses their calendar, email and to-do lists to ensure no leads fall through the cracks.
- Conversational Skills. Exceptionally good at listening. Concentrate on what the prospect says. Listen until the prospect finishes. Don’t interrupt. Take a moment to understand. Respond and remember what was said. Take notes (on the CRM). Has been through past sales methodology training’s i.e. Sandler, MEDDIC, Command of the Message, etc.
- Effective Writer. Writes clearly and articulately without being overly verbose and hyperbolic. The SDR maintains this standard in all forms of communication (internal and external).
- Communicator. Speaks and writes clearly, articulately, and effectively. We will need this person to impress active accounts, while effectively working with colleagues internally. Their emails, notes and live conversations must be effective.
- Enthusiastic. Exhibits passion and excitement for their work - a can-do attitude. This role will project the culture and momentum of Netstock, so it is critical that this person has high energy and exudes excitement about each opportunity.
- Organized. Plans, schedules, and budgets in an efficient manner.
- Prioritizes. This role will manage multiple open positions at a time and coordinate with numerous colleagues, so organization and prioritization are critical.
- Aggressive. Moves quickly and forcefully, but without being abrasive. We need to get A Players hired quickly, so there is no time to waste. This person must be able to move a process along and get in touch with hesitant passive candidates.
- Coachable. Is comfortable receiving critical feedback and is eager to grow. The AM has the ability and willingness to learn about Netstock and about how to improve their effectiveness. Must be able to apply coaching.
- Resilient and determined. The AM is good at shaking off rejection. The AM may run into roadblocks at times and during these times they will need to think on the fly and learn from each experience to get better at their job daily.
Education
We don’t have any specific educational background requirements for the role, as your attitude is a far better foundation for success at Netstock. With that said:
- We have a strong preference for a person that has spent the last 3-5 years in companies selling SaaS at volume to the SMB market. Must be used to selling annual contract values of $6k to $12k.
- Other high-volume and challenging sales backgrounds with lots of rejection are welcome. Examples might include auto sales, mattress sales, and other high-volume telesales.
- The candidate must have a proven track record of high performance. Ideally, we want someone who ranked in the top 10% of salespeople in their previous companies.
Circumstances
- Flexibility to travel occasionally for team or company get-togethers.
- We receive a high number of applications per role and therefore only qualified applicants will be contacted.
Working with us
Netstock was founded with a clear vision: To give the hungry up-and-comers the capability to level the playing field and compete with the industry giants. Working here means embracing that “challenger” mentality: We are smart, scrappy fighters, building our edge with the agility to move faster than the big guys — pioneering smarter ways to work and innovating new ways to deliver powerfully easy to use technologies for our customers.
About us
Netstock is the driving force accelerating the growth of organizations worldwide. Over the last 15 years, we’ve built out a regional presence that gives us deep insights into supply chain planning factors in each industry. We continue to enhance our supply chain planning solutions, making our predictive engine smarter, accelerating automation, and adding sophisticated new capabilities such as AI and machine learning.
You can read more about Netstock’s history and our product offering at Netstock
