Corporate Accounts Manager

HME has been creating innovative products for the drive-thru and pro-audio industries since 1971. From the very beginning, we've known these solutions would never have happened without the customer-focused people who make up our company. HME has a team environment with a culture of collaboration, learning, and growth. With subsidiaries located in California, Georgia, Missouri, Canada, UK and China, companies around the world depend on HME for clear, reliable communication solutions. From setting the standard for drive-thru headsets and timer systems in the quick service restaurant (QSR) industry to developing professional audio equipment used in the Olympic Games, HME strives to create the newest, most innovative products on the market while providing quality care and attention to its customers. At HME you will have the opportunity to learn and grow while developing our future products. Come join our team!

The Corporate Accounts Manager Corporate Accounts Manager is responsible for managing corporate account customers and prospecting new customers within the Quick Serve Restaurant industry. The CAM ensures that on-going relationships are maintained and grown with customers while maximizing HME’s offerings and profitability. The key objective of the CAM is to grow revenue organically or via new logo acquisition by demonstrating HME’s value.

Account Growth

• Identify, prospect and win new HME customers. Determine who the key decision makers and mobilizers are and effectively communicate the value of HME Cloud services and product offerings in alignment with the prospect’s key business needs and drivers.  
• Develop sales plans, including; account level targets, securing base business, net new business and identifying growth opportunities in current accounts and in new accounts
• Establish sales objectives by creating account management plans for target customers in support of corporate objectives.
• Collaborate with Regional Sales and Dealer networks to drive adoption of new technologies for corporate brand franchisees.
  
  

Account and Customer Management

• Identify key decision makers in assigned customers and cultivate relationships to ensure satisfaction and confidence in all HME offerings.
• Develop a relationship strategy unique to each customer based on current and future needs that fosters a long-term, trusted relationship with HME as a preferred choice for Crew Communications and Speed of Service solutions.
• Serve as the customer’s voice by ensuring that outstanding issues are resolved in a timely manner and to the customer’s complete satisfaction.
• Serve as the knowledge expert with respect to understanding assigned customer businesses and share this knowledge with other key internal partners to improve the overall customer experience.
• Communicate regularly internally to ensure all parties clearly understand your strategies necessary to meet assigned customers’ current and future needs.
• Maintain up to date customer data in CRM, tracking and reporting calls and visits, quote pipeline open items and other product, customer service and account management details.
  
  

Account Prospecting & Enterprise Selling

• Identify and prospect potential HME customers. Determine who the key decision makers and influencers are and effectively communicate the value of HME Cloud services and product offerings in alignment with the prospect’s key business needs and drivers.
• Leveraging knowledge of the full suite of HME products and offerings, design/structure and deliver effective customer proposals that customize HME product portfolios to address the unique needs of each prospect.
  
  

What You’ll Do

Manage an assigned book of business; thoroughly understand the corporate entity’s business model, pain points, and growth needs; develop a customized portfolio of products and services to help their business succeed.

• Become the single point of contact for corporate accounts within your book of business for all items related to HME through in-person calls and visits to corporate headquarters, promoting programs and services and achieving performance goals directly related to revenue targets.
• Responsible for managing negotiations with corporate accounts across the full sales cycle; from performing demonstrations that explain benefits and feature sets to explaining costs and business models.
• Leverage analytical skills to identify growth opportunities and suggest products to be deployed to the veterinary clinics as appropriate to the overall customized portfolio.
• Track performance of your book of business and share performance metrics with key clinics to ensure increased adoption and usage.
  
  

What You Will Need To Succeed In This Position

• BS degree in Business, Marketing or related field.
• 7 years of successful account management/sales experience, preferably within the QSR industry.
• Experience managing Corporate Accounts or Key customers.
• Ability to call throughout an entire organization up to executive level.
• Ability to develop and execute winning sales strategies in a longer complex sales process.
• Ability to routinely travel 25%.
• Possess a valid Driver's License and acceptable Motor Vehicle Record.
  
  

Pay Range: $87,800.00 – $117,000.00. This is the pay range we reasonably expect to pay for the role. This may vary depending on experience and other factors. Our benefits package includes tuition reimbursement; 3 weeks paid vacation your first year, paid holidays, medical, vision, and dental coverage, pet insurance, life insurance, and 401K contributions.

The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The employee will occasionally lift and move up to 25 pounds with assistance.