RH

Mood Media

Account Management Representative

Job Description
Mood Media Corporation is a leading in-store media specialist that uses a mix of music, visual and scent media to help its clients communicate with consumers with a view to driving incremental sales at the point-of-purchase. Operating through its two principal divisions; In-Store Media and Retail Point-of-Purchase; Mood Media Corporation works with more than 800 retail chains in more than 40 countries throughout North America, Europe, Asia and Australia.
Account Management Representative — Mid Market & Enterprise
The Account Management Representative (AMR) is responsible for increasing account penetration and market share to predominately franchise organizations, as well as retaining and updating our solutions for existing Mood franchise clients. The AMR will be able to focus on the franchisee/small group tasks with the overarching goal to retain and grow them, while an Account Manager (AM) assigned to a similar portfolio can focus on the parent company tasks to retain and grow. The AMR will proactively work with clients to satisfy their business needs within the field of sensory branding. Duties include, but are not limited to: researching assigned accounts, pursuing incoming sales opportunities and executing sales and account management plays, maintaining data integrity, upgrading/updating client’s equipment, ensuring competitive pricing, and client retention. The AMR’s performance will be based on his/her ability to meet and exceed sales and retention revenue targets. Aptitude to build and maintain strong client relationships via phone and email is a must.
CORE RESPONSIBILITIES
Protect and grow a decentralized portfolio, working with Account Managers and reporting up to the Global VP of that portfolio
AMR will be a franchisee’s (10 or fewer locations) point of contact for the health and wellness of the account. Including but not limited to escalations in service, installation, billing, administration, collections, etc.
Understand customer needs and requirements within a franchise community
Functionally target and cross sell to achieve quarterly quotas
Maintain and expand your database of accounts within our Oracle Sales Cloud system
Maintain relationships with current franchise clients; expand and present additional Mood product options as appropriate that lead to revenue growth.
Customer responsiveness and advocacy
Provide top tier account management to insure core customer satisfaction
Work closely with other departments such as Legal, Design, Scheduling, Account Management, Collections, and Account Administration to maintain positive working relations and excellent client service
Detailed and required use of CRM tool to produce pipeline, forecasting and potential churn of clients
Uses independent discretion on a regular basis when interacting with personnel, clients and conducting research
KNOWLEDGE, SKILLS AND ABILITIES
Track record of over-achieving targets/quotas
Solid experience negotiating & problem solving
Must possess an entrepreneurial spirit with self-directed attitude
Must be able to clearly articulate a value proposition to a client or prospect
Strong phone presence and computer skills
Strong listening and presentation skills, including agreement review
Capability to build a strong rapport with new and existing clients
Must haves: self-motivation, flexible – team player, excellent communication skills; writing and presentation, a service oriented mind set, excellent customer relations, follow through, dependably and PC proficiency,
1-4 years working experience in sales/account management a plus
Proficiency with Microsoft Office, Google Apps, and Oracle EBS/OSC/OSvC applications
Ability to utilize creative skills effectively
Superior organizational skills
ACCOUNT MANAGEMENT GOALS
Customer Satisfaction
Drive to 100% customer success for your clients
Account Revenue Growth
Drive account revenue retention to 100% for your clients
Visual Cross-Sell
Improve the total recurring revenue in your clients by >2% through visual cross-sales
E&L Sales Growth
Drive profitable E&L sales to your clients
Account Retention
Manage the renewal process for your clients to ensure timely contract renewal
Opportunity Management
Manage all of your client solution opportunities in Sales Cloud; ensure Sales Cloud opportunities and client information is consistently updated
IDEAL CHARACTERISTICS
Optimistic + Energetic
Collaborative
Focused
Curious + Creative
Detailed
Resolute
Critical
AREAS OF MEASUREMENT
Retention
Visual Growth
E&L Growth and Margin
Team development through individual measurements and growth
Client satisfaction (internal and external)
Decision-Making (get informed, make decisions… it’s ok to fail as long as you learn.)
Work Ethic and Value — (Go above and beyond to help out team workers, accomplish daily tasks)
Business Knowledge — (Investigate and continuously ask questions)
Sales Knowledge — (being a step ahead of the curve, intimate knowledge of sales needs)
Confidence — (Demonstrate ability to handle unique situations within department company)
Adhere to Company Mission/Values
Mood Media is an Equal Opportunity Employer M/F/Disability/Veteran
Visit us online at www.moodmedia.com

Sales

Tagged as: account management, account manager, account retention, sales