ACCOUNT SENIOR EXECUTIVE

Role Overview

Account Senior Executive at Napco National.

Role Purpose

Build and maintain strong customer relationships, understand organizational and financial changes within assigned accounts, develop customer profiles, and drive revenue growth through sales forecasting, cross-selling, and market expansion while ensuring customer satisfaction and retention.

Key Responsibilities

Customer Relationship Management

• Conduct regular customer visits to build and maintain strong customer relationships.
• Understand customer organizational changes and assess their financial stability.
• Build and update customer profiles based on visits and interactions.
• Strengthen the bond between Business Units and customers by promoting "many-to-many" relationships on all operational levels.

Needs Assessment and Solution Delivery

• Identify customer needs and propose appropriate solutions to ensure customer satisfaction.
• Attend, evaluate and analyze customer complaints.
• Seek technical expertise from concerned Business Unit when needed.
• Recommend adequate solutions ensuring customer satisfaction and retention.

Sales Forecasting and Order Management

• Set forecasts related to own accounts and seek management approval.
• Secure monthly sales orders to ensure forecast is met.
• Identify root causes in case of any deviations and take prompt corrective actions.

Pricing and Revenue Optimization

• Implement the pricing strategy set by the concerned Business Unit Marketing and General Manager.
• Suggest fine-tuning to the strategy based on market data and customer feedback.
• Identify and promote cross-selling opportunities within assigned accounts.

Credit and Receivables Management

• Follow up with customers on payments to maintain receivables aging and DSO ratios within the approved credit limits.

Market Development

• Assist marketing team in exploring and penetrating new markets by identifying and converting new prospects to Marketing Qualified Prospects in territories under Regional account management.
• Convert Marketing Qualified Prospects to customers in coordination with Product Manager to ensure business growth.

Competitive Intelligence and Product Management

• Assist Product Manager in identifying and upgrading product value attributes of own accounts to maintain competitive advantage.
• Regularly update the ACE product content.
• Gather intelligence on own accounts' competitor activities in order to build and maintain an updated competitor profile.
• Report findings to marketing department.

Continuous Learning and Market Awareness

• Seek new ideas and remain updated on latest trends, technologies and processes related to own accounts' products through the ACE news network.
• Attend trade fairs, conduct research, and participate in other activities to stay informed.