Job Details

15.04.2008

Account Manager

COMPANY
Intershop is a leading provider of e-commerce software for centralized management of all online business channels. Intershop has consolidated its product lines to create Enfinity Suite 6, the most comprehensive application for multi-channel e-commerce on the market. Intershop means high-end e-commerce and online marketing solutions. We offer high-performance software solutions for sales and procurement initiatives and provide comprehensive online marketing services. Our full-service e-commerce, in addition, covers all aspects of online retailing, including fulfillment. Intershop has more than 300 enterprise customers worldwide in a broad range of industries, including multi-channel retail and high technology.

Customers such as Hewlett-Packard, Liz Claiborne, SUN, BMW, TRW, Bertelsmann, Otto and Action Village have selected Intershop's Enfinity as the cornerstone of their global online commerce strategies.

POSITION
We are looking for an experienced Account Manager with profound experience to expand the existing sales activities in the region around Boston and in California.

The incumbent will be responsible for the whole account management in his/her geographical region, including the partner management to ensure profitable and sustainable growth.

KEY RESPONSIBILITY
To expand the US market, the incumbent needs to meet ambitious sales expectations and be willing to take over full accountability for the whole sales process in his/her region. This includes market analysis, account planning and operational execution of all sales activities in these regions. Main focus will be the business development and client acquisition of new market opportunities, based on efficient sales planning and an effective sales execution processes. This includes generation of new leads and expansion of existing business, and cooperation with external sales experts.

As a key member of the sales team, the incumbent will be accountable for all sales activities within his geographical region and support overall business development and marketing to position the company as leading provider of e-Commerce solutions.

REPORTING LINE:
The position will report to the Managing Director, Intershop Communications Inc.

TASKS:
The position will include following tasks

Analysis and monitoring of customer markets and competitors in the respective region. Identification of new business opportunities and possible clients
Development and implementation of a sound sales planning and forecast for the specific region that translates the overall company direction into motivating and realistic sales business plan. This includes account strategy, customer acquisition and participation at tenders
Negotiation and agreement of the envisaged sales and account planning with the US sales management team.
Build up a solid (weekly) forecasting to monitor all sales activities and to make sales planning transparent.
Observe and monitor competitive landscape of the market
Target and budget planning based on an efficient and transparent financial steering of the sales activities for this region.
Negotiating and selling on C-Levels. Direct interaction with customer to understand their needs and what generates their satisfaction. Escalation management whenever required and intense supervision of customer satisfaction
Coaching and development of external partners. Ensure performance and functional guidance

PERSONALITY

BUSINESS ACUMEN
Knows how businesses work; knowledgeable in current and future possible policies, practices, trends and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.

CUSTOMER FOCUS
Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.

ORGANIZATIONAL AGILITY
Knowledgeable about how organizations work; knows how to get things done both through formal channels and the informal network; understands the origin and the reasoning behind key policies, practices and procedures; understands the cultures of organizations.

PLANNING
Accurately scopes out difficulty of tasks; sets objectives and goals; breaks down work into the process steps; develops schedules and task/people assignments; anticipates and adjusts for problems and roadblocks; measures performance against goals; evaluates results

PRESENTATION SKILLS
Is effective in a variety of formal presentation settings: one-on-one, small and large groups, with peers, direct reports and bosses; is effective both inside and outside the organization, on both cool data and controversial topics; commands attention and can manage group process during the presentation; can change tactics midstream when something isn’t working.

DRIVE FOR RESULTS
Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.

EXPERIENCE

Min 5-7 years of experience to build up and manage a geographical sales region with a volume of min. USD 1-2 Mio in the enterprise applications, e-commerce industry and/or B2B business or portal solutions.
Sound experience to identify new market and customer opportunities and to expand existing business significantly.
Convincing track record to grow the sales revenue on a yearly basis.
In depth experience in sales processes and how to turn a proposition into a success.
Provable experience to cooperate with external sales forces. Experienced in working with a CRM system.

SENIORITY

Min 3-5 years of experience to manage a sales region with full responsibility regarding revenue and margin.
Min 2 years of experience to cooperate and expand an efficient partner management which adds value to the own sales activities.
Excellent experience in key account management techniques/ sales methodology skills (TAS).

MARKET EXPERIENCE

Track record of negotiations and selling into Fortune 1000 companies. Experience in selling in international/strategic accounts.
Experience negotiating and selling on executive levels. Excellent network to corporate 500 companies in the US. Intense usage of existing customers and to leverage the customer relation.
Excellent understanding of the e-commerce business in the US and good knowledge about the market in the specific region. Experience to analyze market opportunities and customer segments, including competition analysis.

EDUCATION

Academic degree in business administration or information technology with additional training in sales and business development.

Please submit your cv to:

Gabriele Falkenhain
Operations Manager
650 Townsend Street
Suite 285
San Francisco, CA 94103
g.falkenhain@intershop.com

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