What does a Strategic Account Salesperson do?

You’ve probably heard it before – 80% of your business comes from 20% of your customers.

While the breakdown may differ from company to company, the principle holds true. Some customer accounts are simply more valuable than others.

Because these customers represent such a significant portion of your business, it makes sense that you should invest in their long-term satisfaction and success with your company.

That’s where a Strategic Account Salesperson comes in.

A Strategic Account Salesperson’s main role is to recruit and retain top customers and nurture those key relationships over time. Ideally, they become a strategic partner and advisor to the client, discovering new opportunities to work together for mutual benefit.

Here are the top three skills a Strategic Account Salesperson needs to succeed.

  1. Prospecting

At the top of the list is prospecting. A Strategic Account Salesperson must be comfortable pursuing C-suite executives, operations managers and others. They must have action driven and participate in a variety of opportunities that yield beneficial engagements with key targets.

This may mean:

  • Attending, tabling, and speaking at conferences and network events
  • Network with industry peers across the US to expand opportunity reach
  • Using trade group and networking web site for business development
  • Attending, tabling, and speaking at conferences and network events
  1. Company and Customer Expertise

One of the primary skills of key account management is to nurture relationships with accounts, so a Strategic Account Salesperson must possess an in-depth knowledge of the company and its customers. This expertise allows them to identify the best opportunities for growth and service to the client.

This knowledge is important because key accounts expect personalized service; the Strategic Account Salesperson needs to curate offerings tailored to the customer’s vertical needs.

When the Strategic Accounts Salesperson understands the account’s budget, buying criteria, funding sources and goals, they can develop better offers that deliver greater value to both the client and the business.

  1. Strategic Perspective

A Strategic Accounts Salesperson needs to have a strategic perspective that bridges short-term transactions and long-term relationships. They must be able to juggle many moving parts and orchestrate projects and long-term plans that align with a mutually beneficial strategy.

This may mean:

  • Analyzing account and territory business data to identify opportunities
  • Analyze and prioritize potential utility cost savings across large commercial portfolios
  • Design and deliver clear, concise yet comprehensive road maps that provide energy efficiency savings

Do you have these 3 stellar skills? Learn how you could help Ecology Action expand its work Nationally!