Sr. Account Representative, Amazon Business Commercial Sector
DESCRIPTION
Amazon Business gives organizations of all sizes access to hundreds of millions of products in a shopping experience built for businesses. The Amazon Business team is dedicated to developing solutions that combines the selection, convenience, and value customers have come to know and love from Amazon, with new features and unique benefits tailored to customers.
The Amazon Business Account Representative is responsible for both building and managing a book of business leveraging solution-selling, traditional and digital prospecting tactics, and supporting long-term strategic customer relationships following the initial prospect/onboarding and stabilization period. The primary areas of responsibility include prospecting, expert knowledge of features and products to create a personalized solution for each institution (feature adoption), and developing relationships with buying decision makers across functional areas such as Procurement, Information Technology, Finance, Facilities, and more.
The Account Representative will ensure recommended solutions meet our customers’ procurement needs and will recommend approaches and alternatives that fit their environment, including but not limited to contracting and competitive requirements unique to public institutions, eProcurement integration, advanced payment, and automated reconciliation processes. The candidate will work closely with customers to manage deployment and ensure that our solutions are successfully adopted.
The ideal candidate will have relevant consultative sales experience and have a proven track record of meeting and exceeding program goals and revenue targets.
Key job responsibilities
- Expands application of Client insights beyond assigned territory. Coordinates Amazon resources to meet the objectives of both the Client and Amazon.
- Identifies and prioritizes new leads in assigned territory. May identify and prioritize new segment opportunities.
- Develops sales plan for assigned territory. May influence sales strategy beyond assigned territory.
- May contribute to sections of sales review mechanisms including WBR’s and QBR’s.
- Strong knowledge of ecommerce business models, online marketing tactics, direct competitive marketplaces and the key value- added differentiators with Amazon’s offerings.
- Knowledge of the issues faced by clients on the platform and ability to identify root causes of the issues.
- Ability to identify Clients with the greatest potential and identify ways to locate similar Clients.
- Consistently and autonomously delivers on established sales goals.
- Consistently provides accurate weekly sales forecasts and business updates.
- Owns lead pipeline to ensure consistent lead quantity and quality to achieve territory goals.
- Actively map Amazon products and services to clients’ primary objectives.
- Engages and presents to prospects and clients via phone, e-mail or web-based tools. May present to prospects and clients in-person or to a group (e.g. trade shows).
- Works with mid to large size accounts. May work non-standard or more complex transactions.
- Builds and maintains strong relationships with key internal operational contacts across departments.
- Coordinates end-to-end communication across extended Amazon team.
- Provides regular coaching and feedback to team members to help grow individual functional skills and leadership capability. Will contribute to the identification and prioritization of leads. Demonstrates and trains on evaluation criteria.
- Uses client and segment wide insights to influence leader generation strategy while providing feedback to product groups.
BASIC QUALIFICATIONS
- Bachelor's degree or equivalent, or 3+ years of sales or marketing work (like e-commerce, retail technology, SaaS) or equivalent experience
PREFERRED QUALIFICATIONS
- 2+ years of inside sales experience
- Knowledge of procurement and source to pay methods at small and medium businesses
- Experience influencing at all levels within an organization, particularly at the executive level
- Experience exceeding sales targets using a consultative, solutions-focused approach or equivalent