Position Title: Account Leader (AL)

Reporting To: Regional Manager (RM) 

Location: Expected to reside within the region

Position Summary: 

As an integral part of the Go-to-Market Team, the Account Leader (AL) 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 Regional Manager, in support of Enterprise Sales opportunities, the AL 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 AL will lead the development, facilitation, and reassessments 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 RM to obtain price increases as warranted to maintain or exceed company margin expectations.
• New Business Support: Work with RM’s 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 RMs 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 WMP documentation is defensible 
  • Collects, assimilates, and analyzes data to generate WMPs

Required Qualifications:

• 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 SDSO.

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 SDSO 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 RM, 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 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.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Phigenics LLC is an Equal Opportunity Employer that does not discriminate based on actual or perceived race, creed, color, religion, alien status, age or national origin, ancestry, citizenship status, age, disability or handicap, sex, marital status, veteran status, sexual orientation, arrest record, or any other characteristic protected by applicable federal, state, or local laws. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.