Manager, Strategic Account Management

Job description

Coordinates, completes, and oversees job-related activities and assignments by developing and maintaining relationships with key stakeholders; supporting plans and initiatives to meet customer and business needs; identifying and communicating goals and objectives; building accountability for and measuring progress in achieving results; identifying and addressing improvement opportunities; and demonstrating adaptability and promoting continuous learning. Provides supervision and development opportunities for associates by hiring and training; mentoring; assigning duties; providing recognition; and ensuring diversity awareness. Ensures compliance with company policies and procedures and supports company mission, values, and standards of ethics and integrity by implementing related action plans; utilizing and supporting the Open Door Policy; and providing direction and guidance on applying these in executing business processes and practices. Applied Business Acumen: Requires knowledge of: Industry and environmental factors (for example, market fluctuations, changes in regulatory policies or politics, emerging technology, cultural practices); Common business vernacular; Business practices across the industry and area-specific domains and related practices (for example, eCommerce, commerce platforms); Relevant business metrics, data models, analytics, and reports that assist in decision making. To provide recommendations to business stakeholders to solve complex business issues. Develops business cases for projects with a projected return on investment or cost savings. Translates business requirements into projects, activities, and tasks in alignment with the overall business strategy. Serves as an interpreter and conduit to connect business needs with tangible solutions and results. Recommends new processes and ways of working. Interprets business metrics and relevant data models and reports and utilizes appropriate data points to highlight and explain simple to moderately complex business issues to stakeholders and customers/sellers. Product Expertise: Requires knowledge of: Suite of products, services, and solutions. offered by an assigned business area; Features of various products, services, and solutions and their value propositions; Product assortment management. To effectively engage with customers/sellers to gain and leverage insights on their business/category. Demonstrates an understanding of product/solution features for complex to highly complex areas of customer/seller business and assists in sales for products. Leads sales activities for simple and moderately complex products available across homogenous markets and specific customer/seller segments by articulating product/solution features and value propositions. Understands customer/seller requirements in detail and articulates gaps in current product features to leadership teams and relevant stakeholders. Provides guidance to team members on product feature-related communications and best practices with respect to highlighting product benefits and value propositions. Assesses the impacts of the assortment mix and selects methods for translating sales projections and product mix gaps into assortment development requirements. Relationship Management: Requires knowledge of: Stakeholder identification and mapping; Stakeholder analysis; Stakeholder communication; Stakeholder engagement techniques; Stakeholder management effectiveness tools and methods; Specialized business vernacular; Diverse markets to deliver customer and business value; Styles and best practices to accommodate cultural differences. To build, maintain, and enhance effective internal and external partnerships through professionally accepted and ethical outcomes. Influences outcomes and assists in communicating shared goals with diverse groups and parties by linking interests. Identifies and addresses additional partner needs and educate partners on value creation. Recognizes and adapts to differences in backgrounds, cultures, languages, and work styles when working with others. Communicates with team members to solve shared problems cooperatively. Consults regularly with leaders of business unit(s) to advise on business strategy decisions. Sales Proposals and Presentations: Requires knowledge of: Sales presentation tools and techniques; Sales lifecycles and related processes. To lead discussions on customer/seller types and effective sales proposals and presentations for each. Develops sales proposal and presentation processes for complex sales pitches. Evaluates best practices of sales proposals and presentations within the industry. Trains team members on developing multiple and varied formal, written proposals. Collaborates with other sales professionals to enhance organizational proposal and presentation strategies. Reviews, approves, and provides guidance on sales presentations created by teams for simple to moderately complex sales pitches. Client Onboarding: Requires knowledge of: Existing systems used by customers/sellers; Methodologies for customer onboarding; System integration understanding. To drive onboarding efforts for large and complex customers/sellers. Provides guidance on, reviews, and approves onboarding-related operating processes performed by team members. Identifies gaps in onboarding processes and defines ways to improve customer/seller experiences by setting up appropriate guardrails. Recommends best practices and modifications for simple and moderately complex onboarding processes. Manages moderately complex escalations from customers/sellers on onboarding-related issues. Highlights complex issues to relevant stakeholders and drives resolutions for improved customer/seller experiences. Strategic Account Planning and Forecasting: Requires knowledge of: Account planning tools and techniques; Organizational data sources; Customer retention metrics; Revenue forecast techniques; Sales forecasting tools and processes; Information sources; Estimation techniques and tools; Industry trends. To use available tools to research the buying history and preferences of existing customers/sellers. Assists in analyzing considerations for the selection of products or services for cross/up-selling. Assists team members with relevant customer/seller information (for example, NPS, renewal rates) to prepare sales plans. Assists in estimating sales trends in the market. Assists in building joint business plans with customers/sellers and understands the metrics needed for plan preparation. Uses key factors, measurements, and variables used in forecasting to assist in creating sales forecasts. Participates in the preparation of short-term forecasts for a specific product. Locates useful information and sources of input used in weekly, monthly and quarterly forecasts. Negotiation Excellence: Requires knowledge of: Negotiation techniques; Stakeholder management techniques; Communication best practices. To develop and present factual, rational, and compelling arguments while anticipating roadblocks and objections. Uses active listening and probing techniques to surface problems, issues, and interests. Works to achieve win-win in negotiations, rather than win-lose approaches. Ensures negotiations adhere to company and regulatory processes, values, and policies. Seeks guidance on and escalates complex legal and/or regulatory issues. Understands and articulates company positions and comprehends/addresses other parties’ strengths/weaknesses through active listening techniques. Equal Opportunity Employer - Walmart, Inc. is an Equal Opportunity Employer – By Choice. We believe we are best equipped to help our associates, customers, and the communities we serve live better when we really know them. That means understanding, respecting and valuing diversity- unique styles, experiences, identities, ideas, and opinions – while being inclusive of all people. Who We Are: Join Walmart and your work could help over 275 million global customers live better every week. Yes, we are the Fortune #1 company. But you’ll quickly find we’re a company who wants you to feel comfortable bringing your whole self to work. A career at Walmart is where the world’s most complex challenges meet a kinder way of life. Our mission spreads far beyond the walls of our stores. Join us and you'll discover why we are a world leader in diversity and inclusion, sustainability, and community involvement. From day one, you’ll be empowered and equipped to do the best work of your life. If you are ready to take on this exciting challenge and join a team of talented and motivated professionals, apply now! Join Walmart and your work could help over 275 million global customers live better every week. Yes, we are the Fortune #1 company. But you’ll quickly find we’re a company who wants you to feel comfortable bringing your whole self to work. A career at Walmart is where the world’s most complex challenges meet a kinder way of life. Our mission spreads far beyond the walls of our stores. Join us and you'll discover why we are a world leader in diversity and inclusion, sustainability, and community involvement. From day one, you’ll be empowered and equipped to do the best work of your life.