Regional Account Manager

Business Toronto, ON


Description

We are welcoming ethical sales professionals to join our team to represent our company through the highest level in values including integrity, teamwork, and commitment to client success. The role is dedicated to managing existing accounts by continuously building and expanding trustworthy relationships and working closely with all key stakeholders to elevate and extend our company’s unique value proposition.


Job Responsibilities
Reporting to the Regional Vice President of Sales, the Regional Account Manager will support a consultative team-oriented sales approach with responsibility for the following objectives:
 
Sales: Sales to existing healthcare organizations in North America. At least two years of software sales experience is preferred and experience in the healthcare market would be an asset.

  • Serve as the lead point of contact for all customer account management matters
  • Build and maintain strong, long-lasting client relationships
  • Develop new business with existing clients and/or identify areas of improvement to meet sales quotas
  • Negotiate contracts and close agreements to maximize profits
  • Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors
  • Mainly responsible for sales activities related to the optimization of existing contracts with the target market for RL Solutions products and services
  • Satisfy needs identified for each buying influence
  • Make compelling selling proposition to ultimate decision-maker
  • Manage time effectively to assure regular and frequent contact with sales prospects
  • Demonstrate proficiency in RL Solutions products enabling performance of effective sales activities
  • Demonstrate decisiveness on who to call and how often in order to provide consistent  and effective contact with sales prospects
  • Supply customers with timely product information, proposals, and price quotes in order to fulfill sales expectations
  • Develop contracts to formalize terms of relationship between RL Solutions and existing clients
  • Meet sales goals relative to assigned markets or marketplace – exercise judgment in how to achieve sales goals
  • Work closely with RL Solutions' Client Management staff to coordinate expansion sales to existing assigned client base
  • Perform special projects as assigned
  • Conduct standard presentations to introduce all RL Solutions products and services to existing clients
  • Maintain up-to-date presentations to meet last minute requests of existing clients
  • Make minor adjustments to standard presentations to accommodate custom requests of existing clients
  • Recommend major changes to standard presentation and develop new presentations based on customer feedback and field experience

Marketing/Prospecting: The incumbent is responsible for promoting ongoing awareness of RL Solutions products and services across all key stakeholders of existing clients and initiating efforts to build solid relationships with external sources and affiliate organizations.

  • Formulate campaigns for identified existing for assigned region
  • Identify key stakeholders within existing client accounts in target market through industry reading and other information sources
  • Identify the various buying influences within each targeted referral source
  • Maintain regular and frequent contact with buying influences
  • Decide who to call on and how often in order to provide the consistent and effective contact with sales prospects
  • Attend industry trade shows as RL Solutions’ representative – independently manage corporate booth and meet with existing clients
  • Provide ongoing services, sales information, and other customer support assistance to maintain positive customer relations
  • Perform special projects as assigned

Internal Communications: The incumbent will be required to keep all levels of RL Solutions staff informed of sales activity with existing and potential clients. Communication is through team meetings, monthly reports and informal discussions on a regular basis

  • Ensure Sales Manager is updated on sales activity on a regular basis
  • Provide input and creativity to sales plan, utilizing insights gained through continuous contact with industry representatives (sales contacts, client contact, affiliates)
  • Keep management informed on regional activity by submitting comprehensive monthly report which may include sales successes, failures, competitive activity, performance vs. goal, impending sales successes, obstacles to success, customer complaints, next month’s revenue goal, number of sales calls, etc.
  • Utilize contact management software for daily, weekly, and monthly reporting
  • Maintain accurate and up-to-date customer profiles, records and files
  • Update research/client management staff of client expansion activities
  • Track and report travel and education expenses

Required Skills

  • Strong selling and account management skills
  • Excellent written and oral communication skills, ability to present formal presentations
  • Very good negotiation and decision-making skills,
  • Excellent time management and organization skills

Required Experience

  • Minimum of 2 years outside sales experience required, preferably in software
  • Have a Bachelor's degree or higher in a related field 
  • Extensive pipeline management and strategic selling experience are also required
  • Ability to work with all levels of an organization 
  • Ability to sustain good relationships with all support staff functions


If you require accommodation during the recruitment and selection process, please let us know.