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For Companies At a Glance
- Tasks: Manage and grow customer accounts while driving revenue and ensuring satisfaction.
- Company: Join Blue Yonder, a leader in supply chain software solutions.
- Benefits: Enjoy a dynamic work environment with opportunities for travel and professional growth.
- Why this job: Be part of a team that values relationships and innovation in a fast-paced industry.
- Qualifications: Bachelor's degree and 3+ years in enterprise software sales required.
- Other info: Embrace our core values that drive success and foster a supportive culture.
The predicted salary is between 43200 - 72000 £ per year.
Create and define sales opportunities through key stakeholder engagement and needs identification
• Prospect & Qualify: Conducts research to gain a deep understanding of the evolving industry landscape and customer strategies, to identify and qualify opportunities in current accounts; prioritizes opportunities across accounts based on total potential, likely profitability, and probability of success; proactively pursues opportunities with focus, drive, and persistence
• Define Needs & Conduct Demos: Identifies key account stakeholders and understands the influence each stakeholder has on purchasing decisions; collaborates with internal experts to help identify needs and shape solutions; conducts demos and meetings that may include client discovery, presentations, pitches, etc.
• Shape Solutions and Communicates Value: Leverages diagnosis of customer business needs and matches with Blue Yonder services, drawing on technical expertise when necessary; uses in-depth knowledge of all Blue Yonder’s offerings to communicate in a compelling way that matches customer needs, provides proof of value, and differentiates the organization from other providers
• Propose, Negotiate, & Agree: For additional business within existing customers, leads the response to Requests for Proposals (RFPs) including presenting insights and recommendations to senior leaders, drafting quotes, negotiating contracts, and constructing compelling value propositions; sustains focus and contact on the customer to facilitate a positive decision and ensure that the contract is agreed upon to the satisfaction of both parties
Coordinates with Account Executive and Customer Success Manager to implement agreed solutions
• Setup & Onboard: Proactively leads account transition process from Account Executive; leverages key customer needs and insights from the Account Executive team or previous customer engagement, to ensure that the solution is developed and implemented in alignment with the customer agreement; provides additional documentation and notes on the customer gathered during the selling process (including notes on needs, specific stakeholders, attitudes and behaviors, perceptions of Blue Yonder, etc.)
• Implement Solutions: Oversees the implementation of initiatives and programs, from program set-up and launch through execution, to ensure optimization of value for Blue Yonder and the customer and delivery to defined standards; monitors customer satisfaction through the implementation process and acts as an advocate for customer needs; ensures mobilization of key resources to support successful implementation, including technical, legal and finance; leads discussions and collaborates with the Technical Account Manager and Customer Success Manager to ensure that the value promise is delivered across the lifecycle of the customer relationship
Actively seek additional opportunities to drive account expansion, profitable growth, market share, and customer retention
• Lead Account Management & Drive Customer Success: Leads the account team to define, communicate, and agree on ambitious objectives for each account; implements account plans to maximize retention, profitability, revenue growth, and market share in the context of the broader business strategy and business plan; gain internal alignment by validating insights across internal stakeholders
• Cross Sell & Up Sell: Complete needs discovery and validation of new opportunities in existing accounts through stakeholder engagement and analysis / synthesis of information from multiple sources, to identify and prioritize business opportunities within the account in the context of the broader customer value chain
Foster partnerships with senior decision makers within accounts to sustain business revenue through renewal of agreements and maximize delivery of mutual value
• Renew Subscriptions: Build strategic, long-term business partnerships leading to sustained renewal business, including sharing insights and information about market trends, technological innovation, customer needs, and expanding relationships and connections within the customer and across the industry; manage customer retention by proactively discussing renewals during business reviews, leading renewal contract negotiations, and securing renewals
• Maximize & Reinforce Value: Develops and communicates an effective business case that reinforces the value of customer relationships through ongoing reinforcement of value delivered through Blue Yonder products and value propositions and strategizing for further needs discovery.
Our Values
If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success – and the success of our customers. Does your heart beat like ours? Find out here: Core Values
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
Account Manager employer: Blue Yonder
Contact Detail:
Blue Yonder Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Account Manager
✨Tip Number 1
Familiarise yourself with Blue Yonder's software solutions and the supply chain industry. Understanding the products you'll be selling and the challenges your customers face will help you engage in meaningful conversations during interviews.
✨Tip Number 2
Network with current or former employees of Blue Yonder on platforms like LinkedIn. They can provide insights into the company culture and expectations, which can be invaluable when preparing for your interview.
✨Tip Number 3
Prepare to discuss specific examples from your past experience where you've successfully managed customer accounts or closed deals. Highlighting your achievements will demonstrate your capability and fit for the role.
✨Tip Number 4
Stay updated on industry trends and competitors in the supply chain software space. Being knowledgeable about the market will allow you to speak confidently about how Blue Yonder stands out and how you can contribute to its success.
We think you need these skills to ace Account Manager
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in account management and sales, particularly in the software or supply chain industry. Use keywords from the job description to demonstrate your fit for the role.
Craft a Compelling Cover Letter: Write a cover letter that showcases your understanding of Blue Yonder's solutions and how your skills align with their needs. Mention specific achievements in managing customer accounts and driving revenue growth.
Showcase Your Communication Skills: In your application, emphasise your excellent communication and interpersonal skills. Provide examples of how you've built strong relationships with clients and resolved issues effectively.
Highlight Relevant Experience: Detail your experience in managing complex sales cycles and negotiating contracts. Include metrics or results that demonstrate your success in growing customer accounts and achieving sales targets.
How to prepare for a job interview at Blue Yonder
✨Know Your Numbers
Be prepared to discuss your past sales achievements and how you met or exceeded targets. Having specific figures and examples ready will demonstrate your capability and success in managing accounts.
✨Understand the Product
Familiarise yourself with Blue Yonder's software solutions and the supply chain industry. Being able to articulate how these solutions can address customer needs will show your commitment and understanding of the role.
✨Build Rapport
During the interview, focus on building a connection with your interviewers. Use your excellent communication skills to engage them and showcase your ability to foster relationships, which is crucial for an Account Manager.
✨Prepare for Scenario Questions
Expect questions that assess your problem-solving abilities and how you handle customer escalations. Prepare examples from your experience where you successfully resolved issues or identified upsell opportunities.
