Become A Territory Account Manager

* Responsible for achieving sales targets through the sale of company solutions, products and services to targeted accounts.
* Increase scope and sales of Commvault offerings within targeted geography / sectors.
* Develop both long-term relationships with current customers and explore avenues for new ones/
* Ensure Commvault becomes the value adding partner in targeted accounts.
* Develop a pipeline in order to achieve the revenue goals established each quarter in line with the business plan for CommVault.
* Provide accurate sales forecasts on a quarterly/annual basis.
* Initiate, develop and promote strategic relationships with third parties as required thus broadening the scope of the company’s business activity through increased market penetration.
* Keep abreast of new technology in order to prescribe appropriate remedies to meet the client’s business requirements.
* To market the company, ensuring that the organisation receives positive exposure to enhance the brand image in the account

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* Develops and manages a specific territory by increasing market share as a primary objective.
* Increased market share is primarily accomplished through increased penetration.
* Specifically, increased penetration includes product, service, and solution expansion within existing accounts along with optimizing key metrics that positively impact company profitability.
* Responds to customer’s concern in a timely fashion, takes appropriate actions to ensure customer issues/opportunities are communicated to appropriate Medical personnel departments.
* Plans, organizes and implements effective strategies using all company programs, tools, human resources, and initiatives to increase penetration within existing accounts.
* Directs sales activities within the territory through the coordination of all team selling assets including Telesales (UST), CEG, Mid Market SAM Team, and the Up Market SAM Team.
* Selling efforts must be highly coordinated to meet the complex needs of a rapidly changing industry and customer.
* Attends all medical conventions/seminars and participates in all training programs as instructed by the Regional Sales Manager, Director of Sales, or VP of Henry Schein Medical.
* Cooperates with all Medical personnel in the execution of all company programs and corporate initiatives.
* Maintains a high level of integrity and constantly focus on continuing education programs to enhance sales and business acumen and subsequent sales performance.
* Participates in special projects and performs other duties as required.
* In addition to the essential duties and responsibilities listed above, all positions are also responsible for:
* Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work related tasks in a manner that is in compliance with all Company policies and procedures including WorldWide Business Standards.
* Adhering to Company policies, procedures, and directives regarding standards of workplace behavior in completing job duties and assignments.
* PHYSICAL ACTIVITIES:*_
* This position requires extensive travel within a specific geographic territory assignment.
* Utilizing typical office equipment.
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* Successfully present and sell our products and services to established accounts
* Conduct product demonstrations and illustrate the value of Applied’s solutions in response to agencies’ needs and opportunities
* Keep contact with accounts, conducting presentations, delivering proposals, and documenting account history for sales prospects
* Builds personal networks, including vendors, clients, colleagues, and industry leaders
* Works with sales team and management to identify opportunities outside current prospect base
* Maintain customer relationship before and after sale to cultivate referral base

* Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
* Extensive time working with and leveraging external partners to deliver solution sale.
* Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level.
* Develops business plan in conjunction with customer.
* Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
* Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
* Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
* Enters all opportunities in pipeline tool and updates them weekly.
* Recommends and Implements industry leading Pipeline management practices.
* Ability to implement margin recovery activities/strategies.
* Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
* Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect

* Drive business results in the district** . Responsible for driving indirect bookings number in the district, to ensure that bookings targets are being exceeded.
* This includes weekly forecasting, deal identification, reviews and close plans with partners and field, as well as verification and follow up on Partner Opportunity Registration.
* Drive strategic channel engagement in the district
* Identifies and aligns the right partners to the right customer opportunities (with the right solutions) in the district.
* Coordinates and aligns partner activity with the managed partner team, inside sales and field sales.
* Includes participation in partner quarterly business reviews, conflict resolution, and engagement through partner events and activities.
* Drive field engagement with the partners
* Drives awareness of the channel strategy, partner program and partner value with the field sales team.
* Coordinates and aligns partner activity in alignment with the field district plan.
* Includes active participation in field forecast reviews, team meetings and quarterly business reviews.
* Pipeline Development
* Proactive focus on building incremental pipeline with the field through partners.
* Includes working with inside sales, the managed partner team and channel | field marketing to identify key sales plays, run enablement and pipeline events and to strategically invest partner development funds to drive pipeline in the district