Account Manager (Water Management)

Position Title: Account Manager (AM)

Reporting To: Director of Account Managers

Location:

This is a Hybrid position, requiring the candidate to live and travel in the Des Moines, IA metro area, as well as work remotely from home.

Position Summary: 

As an integral part of the Go-to-Market Team, the Account Manager (AM) is charged with owning/maintaining/growing existing business and delivering the scope of work for existing clients. The role includes ensuring high customer retention and satisfaction for existing customers.

As directed by the Director of Account Managers, in support of Enterprise Sales opportunities, the AM will also support enterprise sales. This includes both the retention and satisfaction of existing enterprise accounts as well as new opportunities with prospective enterprises.   

In delivering the scope of work, the AM will lead the development, facilitation, and reassessment of water management programs on assigned accounts within the region. They will either direct or support the deployment of a Water Management Specialist (WMS/WME), with corporate oversight on profitability.

Key Responsibilities:

• Client Support:
• Effective/efficient service and retention of existing client relationships within the assigned Region and/or Territory. This may include, but is not limited to:
• Delivering on the scope of work sold
• Leading water management teams on development, facilitation, and reassessments.  
• Obtaining contract renewals and purchase orders.
• Conducting annual business reviews.  
• Increasing Revenue on Existing Client Accounts:
• Expansion-selling & cross-selling
• Margin Maintenance:
• Working closely with the Director of Account Managers to obtain price increases as warranted to maintain or exceed company margin expectations.  
• New Business Support:
• Work with the Director of Account Managers and ES execs to develop an expansion of new business and maintain existing business.
• Product knowledge:
• Work closely with the Senior Director of Sales Operations (SDSO) and other support functions (Operations and Marketing) to remain “current” on Phigenics products, processes, and approaches. Leverage product, process, and approach insights in client interactions and new business support.
• Data Analysis and Reporting:
• Utilize PowerBI, phiAnalytics, and other programs to help decision-making by the Director of Account Managers and ES. Track client-facing performance metrics and identify opportunities for growth.
• Water Management Program Deliverables:
• Develop WMP documentation with regional and corporate sales team members to include program development, assessment, and facilitation in alignment with current regulatory drivers.
• Supports documentation of site information, WMPs, meeting documentation to capture team decisions, and internal meetings to generate comprehensive project records.
• Supports facilitation of Water Management Team meetings with responsibilities that promote team member engagement
• Conducts water system surveys for Water Management Program developments of varying size and use
• Manages project timelines to ensure on-time delivery of WMP deliverables 
• Utilizes internal quality processes to confirm that WMP documentation is defensible 
• Collects, assimilates, and analyzes data to generate WMPs

Required Qualifications:

• A minimum of a bachelor’s degree is required (STEM Degree preferred)
• Direct experience with our Sales processes, demonstrating an understanding of our processes, products, and markets. 
• Strong interpersonal skills and “EQ” to work with Regional and ES sales teams and client counterparts.
• Solid understanding of our service delivery processes (PASL, PhiAnalytics, Operations, etc.) 
• Keen awareness and understanding of the client life cycle (i.e., when is the best time to introduce new products and services).
• Commitment to continuous learning and improvement via structured training directed by the Senior Director of Account Management.

Opportunities for Development: 

This role offers the opportunity to significantly impact our sales operations and contribute to our organization's success. The AM will gain enhanced experience in strategic account planning, account administration, cross-functional collaboration, Water Management Program deliverables, and execution, preparing them for further career advancement within Phigenics.  

Key Deliverables:

• Work in concert with the Senior Director of Account Management to ensure all Phigenics water management programs are defensible.  
• Free Business Development Managers (BDM) from account administration, allowing their focus on new business development via conversion sales.  
• Position Director of Account Managers, ES, and BDM to drive accelerated profitable top-line sales growth in their respective regions/markets.  
• Ensure client satisfaction and retention by delivering the scope of work to the extent that they become “delighted clients” of Phigenics.  
• Upsell opportunities within existing accounts, such as phiConstruction, Automated verification through Equipment sales/service, Water Management for Sterile Processing, and Validation (PASL) testing.