NCR Retail Account Manager - Meijer

Position: NCR Retail Account Manager Location: Grand Rapids, Michigan  - Virtual Requisition # 128780 Position Summary This person is responsible for selling the entire NCR Retail Solutions Division (RSD) solution portfolio into Meijer.  The Account Manager sells RSD solutions and services to secure new opportunities maximizing RSD revenue and profitability and increasing NCR’s market share.  Primary focus is on account planning and opportunity planning to grow all RSD solutions.  The Account Manager is responsible for building relationships throughout Meijer.  In this role, the Account Manager is the key interface in defining customer needs and NCR’s ability to meet those needs through RSD solutions.  They serve as the liaison between the customer and NCR in regards to RSD issues for new customer escalating any roadblocks to securing the business.   This position requires a strong understanding of working with NCR solution partners, ability to build customer relationships through consultative selling and promoting customer confidence in NCR and RSD.   Basic Qualifications ·  A Bachelor's degree is required with preference given to those applicants with a degree concentration in Business or Computer Science. ·  Minimum of 3 years of prior sales/major accounts experience  Preferences ·  Previous selling experience into major retail accounts preferred. ·  High preference will be given to those applicants with experience selling POS solutions and/or an understanding of computer/software technology.  ·  Demonstrates High Performing Characteristics (see Attributes Section below) ·  Strong communication, creative thinking and presentation skills ·  Demonstrated sales success in attaining quota objectives ·  Demonstrated success in developing and securing new account opportunities ·  Retail industry knowledge preferable ·  Ability to develop senior level business relationships with account prospects ·  Demonstrated performance and ability to sell value through a Consultative Selling approach ·  Experience in selling software/applications a plus  Key Areas of Responsibility • Strategic Account Planning Utilizes the consultative selling approach to map out key decision-makers in the account and creates a strategy to implement an appropriate plan to penetrate.  Understands the political relationships between members of the organization and its impact on buying behaviors, maintaining the appropriate amount of executive-level interaction.  Develops a competitive sales opportunity strategy that anticipates the competitor’s actions/plans and utilizes blocking and trapping tactics in order to out maneuver the competition and enable NCR to be better positioned to meet the customer’s objectives.  Capitalize on a foundation of internal and external industry networks to uncover business opportunities and develop a business solution that demonstrates NCR’s value and its impact on the prospective customer.  • Relationship Management Conducts an appropriate balance of social events and formal meetings in order to advance the prospective customer relationship.  Utilizes team members including pre-sale technical professionals, post-sales delivery professionals and upper management as a resource in customer visits or meetings to assist in securing the business.  Manages the customer’s expectations appropriately to ensure mutual satisfaction for both the customer and NCR.  Is able to interact at all levels within the customer account and within NCR, developing relationships in order to earn trust, develop greater account coverage, create demand and build competitive immunity.  During customer presentations or interactions, continually adjusts own behavior and language according to the audience in order to achieve credibility and recognition as the subject matter expert.  • Account Penetration & Development Maps the customer’s informal and formal decision making process, identifies NCR’s allies and supporters, and creates action plans to influence the decision.  Networks within the prospective customer’s organization to meet people at the decision making levels, with other NCR BU’s to uncover methods for providing a broader, more inclusive solution offering, and to people who deal with the competition to identify their selling methods and tactics.  Constantly thinks about improving the customer’s current business using industry information, creativity, and knowledge of the customer’s business to identify needs within the customer’s business and develop new solutions.  Prevents objections by uncovering customer concerns early and building consensus toward a mutual solution based on the customer’s requirements.  Utilizes the principles of negotiation to build and secure commitment with key influencers throughout the sales process.  • Sales Process/Activity Management Strategically designs a plan to effectively manage his/her territory in order to maximize incoming revenue and profits in order to meet annual quota objectives.  Uses forecasting and funneling tools to quantify and qualify opportunities where NCR is best positioned to win, and develops an account plan to ensure mutual objectives of the NCR/Customer relationship are realized.  Prepares a ROI analysis report for customers to measure the impact of RSD’s improved solutions.  Gains customer commitment, build momentum and accelerating the sales cycle, while working with key influencers throughout the sales process to minimize issues at closing.  • Competitive Positioning Leverages executive level contacts to develop greater account coverage and build competitive immunity.  Utilize secure relationships with key customer contacts to gain access to competitive data such as pricing and account strategy information.  Assesses all competitive customer relationships to determine impact on the decision making process, and then develops a competitive sales strategy that anticipates the competitor’s actions utilizing blocking mechanisms to out position the competition.  Penetrates competitive accounts by presenting reasons why NCR is in a better position to meet customer’s business and personal objectives.  • Professional Development Actively seeks out new opportunities to self-improve through continuous learning regarding new ideas, products, industry market trends, customers and competition.  In addition to taking full advantage of any NCR formal training programs (including classroom and web-based alternatives), he/she will also learn through more informal methods.  These methods could include studying customer public literature, reading business section of newspapers, setting up informational interviews with sales members from other BU’s and researching the competition’s pubic literature, just to provide some examples.  Scope • Understanding the Retail industry and articulating the business value of NCR’s Retail solutions, including services, to business users • Building strategic relationships with competitive accounts • Matching customer business objectives with NCR’s Retail solutions that deliver value to the customer • Qualifying NCR as a superior Retail solution provider • Conducting opportunity risk assessments and forecasting • Developing customer opportunity plans and presenting high quality, professional presentation and proposal materials • Once deal is secured, effectively coordinating resources to ensure all activities of pre-sales, installation and follow-up are completed on time and with superior quality.  Work Environment • Constant drive for identifying and developing new business opportunities • Fast-paced, multi-functional tasking • Ability to work in a teaming environment • Ability to work in a virtual environment • High sense of urgency and attention to detail • Regular travel required to assigned geographic territory/prospects   High Performing Attributes Innovation - Employs imagination to generate new ideas, alternatives and solutions to meet the customer’s requirements.  Seeks opportunities to try new ideas, approach or methods to create customer, team and personal success. Initiative - Displays energy and drive in pursuing and achieving sales goals and objectives. Integrity - Acts in a professional manner with high ethical standards of performance and behavior at all times.  Creates trust and confidence in himself / herself with the customer and NCR. Competitive Drive - Possesses a high desire and need to win in competitive situations. Stays with a position or plan of action until the desired objective is achieved or no longer attainable.  Finds opportunities to grow their account and defeat the competition Resilience - Bounces back from set backs or sales losses in a timely and professional manner.  Maintains focus, confidence and a belief in one’s self.  Continues to drive towards the accomplishment of sales goals and objectives. Results Orientation - Sets a standard of personal excellence beyond that which is required by the organization.  Dedicates the time and effort required to create sales success. Empathy - Perceives and considers the underlying attitudes, feelings and needs of customers, peers and others.  Modifies, as needed, his / her style to build rapport and achieve compatibility with customers, peers and others.