Senior Account Manager – Retail

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage the entire sales and account management lifecycle for a portfolio of national, enterprise, or high-value retail clients.

• Establish trusted relationships with executive sponsors, retail buyers, leaders in category and merchandising, IT and operations stakeholders, buying groups, and operational teams.

• Create and implement annual and multi-year account plans that identify growth priorities, whitespace opportunities, product adoption possibilities, competitive risks, and measurable results.

• Position Epicor retail ERP and associated software solutions according to customer priorities.

• Lead intricate opportunity and deal strategies, encompassing discovery, solution positioning, competitive differentiation, business case development, ROI analysis, pricing, negotiations, and stakeholder coordination.

• Facilitate profitable upselling, cross-selling, SaaS conversions, and expansion initiatives across multiple products.

• Maintain accurate pipeline, forecast, activity, and account information in Salesforce or the designated CRM.

• Evaluate sales performance, retail trends, customer signals, and market intelligence.

• Coordinate cross-functional teams across sales, solution consulting, customer success, services, product, marketing, finance, legal, and support.

• Address issues, fulfill commitments, conduct executive business reviews, and enhance customer experience.

⛳️ Requirements

• Advanced skills in strategic account management, consultative selling, value-based solution positioning, and complex software sales.

• Familiarity with retail ERP software and associated operational processes.

• Excellent executive communication, presentation, negotiation, and storytelling abilities.

• Strong commercial and financial acumen, including revenue planning, pricing, margin considerations, contract terms, ROI analysis, forecasting, pipeline analytics, and performance reporting.

• Proficient in CRM and sales productivity tools, preferably Salesforce.

• Over 5 years of relevant sales or account management experience.

• More than 2 years of specialized experience managing large, national, enterprise, strategic, or multi-location retail accounts.

• Proven experience with ERP software in retail or another multi-location operational context.

• Experience in one or more of the following retail channels: thrift, sporting goods, pet, lawn and garden, hardware, specialty retail, or pharmacy.

• Bachelor’s degree in business, marketing, technology, or a related field, or an equivalent combination of education and relevant experience.

• A demonstrated track record of meeting or surpassing revenue, retention, expansion, or other commercial objectives in a quota-carrying or commercially accountable role.

• Experience in coordinating cross-functional teams and engaging with executive stakeholders.

• Willingness and capability to travel as required.

🏝️ Benefits

• Comprehensive health and wellness benefits.

• Mentorship opportunities.

• Continuing education support.

• Focused career goal setting.

• Free LinkedIn Learning licenses.

• Mentoring Program.

• An inclusive and global workplace.

• Policies that promote time off to rest, recharge, and reconnect.

• Support for international relocations and permanent residency processes.