Senior Account Manager

Role Overview

The Senior Account Manager is tasked with acquiring new corporate and government clients while driving revenue through sales of training programs, courses, and development solutions. This position involves identifying prospects, building relationships with decision-makers, understanding client training requirements, negotiating contracts, and managing strategic accounts to ensure client satisfaction and repeat business.

Key Responsibilities

• Identify and secure new corporate and government clients through various methods such as cold calling, networking, referrals, and market research.
• Establish strong connections with key stakeholders and decision-makers within potential client organizations.
• Analyze and assess clients’ training and development needs and recommend appropriate solutions.
• Deliver presentations on training offerings and proposals to prospective clients.
• Manage the entire sales process from lead generation to contract closure including negotiation of commercial terms.
• Maintain and grow long-term relationships with strategic accounts while identifying upselling and cross-selling possibilities.
• Track and follow up on training projects, tenders, and opportunities as relevant.
• Coordinate with internal teams such as training, operations, marketing, and product to ensure proper client onboarding and solution delivery.
• Conduct market research to stay informed about potential clients, industry developments, and competitor activities.
• Keep detailed and accurate records of clients and sales pipelines within the CRM system.
• Meet or exceed established monthly and quarterly sales and revenue targets.
• Mentor and guide junior Account Associates.
• Ensure adherence to company policies, procedures, and ethical guidelines.

Required Qualifications and Experience

• Between 4 and 7 years of experience in sales or business development roles.
• Prior experience in the training and development sector, education, consulting, or professional services is preferred.
• Strong background in B2B sales, particularly with corporate clients.
• Experience and familiarity with government entities is highly valued.
• Proven track record of developing and managing long-term client relationships.
• Capability to handle complex sales cycles and close high-value contracts.
• An existing professional network within corporate and/or government sectors is considered advantageous.

Essential Skills and Competencies

• Robust business development and sales capabilities.
• Outstanding negotiation, communication, and persuasion skills.
• Proficient in crafting effective presentations and proposals.
• Keen ability to assess client needs and tailor training solutions accordingly.
• Strong skills in building and managing relationships with stakeholders.
• Excellent verbal and written communication abilities.
• Strong organizational skills coupled with efficient time-management.
• Ability to manage multiple client accounts and opportunities concurrently.
• Capable of working independently as well as collaboratively in a dynamic work environment.
• Experience with CRM tools and sales pipeline management systems.
• High standards of professionalism and ethical conduct.

Performance Metrics

• Number of new corporate and government clients acquired.
• Achievement of monthly and quarterly sales revenue targets.
• Number and monetary value of closed training contracts.
• Expansion and growth of strategic and existing client accounts.
• Rates of repeat business and client retention.
• Growth and qualification of sales pipeline opportunities.
• Development of strong relationships with critical decision-makers.

Benefits

• Opportunities for professional growth and career advancement.
• Access to various training and learning programs.
• Chance to engage with prominent corporate and government clients.
• Exposure to strategic projects, complex sales, and high-value accounts.
• A supportive and collaborative workplace culture.