The Account Manager will assist the sales team throughout each stage of the sales process.
At the direction of Sales Leadership, maintain intranet site, sales collateral, Sales Google Drive, Proposal Templates, SalesForce hygiene, etc.
Fulfill the role of the designated point of contact for BP’s client law firms flawlessly. In helping the sales team, you will provide any/all resources that are required to help facilitate a sale.
AM is responsible for reviewing opportunities for accuracy, working with Sales Leadership and Director on any issues, processing opportunities through stages in a timely fashion while using Docusign to send accurate contracts to the client law firms.
In addition to supporting the sales team, you will be responsible for ensuring the firm has a successful experience during their campaign by maintaining real-time and accurate communication with the firms, proactively communicating, and answering their requests.
You will liaise with cross-functional BP internal teams (intake, marketing, client services, management, accounting, sales, and technology) through approved protocols and procedures to improve the client’s experience.
Success of this position is ultimately measured and defined by: our company’s law firm client retention rate, the overall effectiveness of our sales team, the established Account Manager KPIs and OKRs, and inverse number of careless or preventable client-facing mistakes.
Sales: If all Account Management duties are accomplished as listed above and you are eligible, you will concurrently fill a role of inside sales / Business Development. In the Business Development role @Broughton Partners you will have two phases of the position as defined below. Each phase has different structure, responsibilities, and commission compensation. Your ability to move into Phase 2 is not only determined by your ability to excel in Phase 1 consistency; but conditions in the business and market.
Duties and Responsibilities
ALL SAME AS Account Manager Position
Provide updated resources to sales (retainer, criteria, pricing, etc.)
Review opportunities for accuracy, send and track agreements via DocuSign+Salesforce
Track accounts receivable and work with sales/management to collect all outstanding payments.
Set expectations with the client through our onboarding process
Move campaigns into fulfillment and monitor campaigns through the fulfillment process.
Provide updated reports to clients as requested
Work with intake, marketing, client services, management, accounting, sales and technology to solve any issues that come up during the client’s campaign
Inside Sales Business Development Phase 1
Complete BP Sales Training
Complete Phone and Email Prospecting Training
Achieve and maintain BP product knowledge @expert level
Run and Manage Click2Sell email lead gen program (LEAD ACCOUNTS)
Work to develop Prospect Accounts with outbound cold calls and emails (LEAD ACCOUNTS or NOT IN SF)
Handle all inbound call and webform Law Firm LEADS
Input add data into SalesForce and create opportunities and accounts as needed
Use Warm Hand-off and schedule web based conference calls
Work with Sales Leadership to assign Law Firm LEADS
Report and Track proficiency in business development, appointment setting, converting prospect accounts- daily/weekly/monthly
Attend 2-3 Conferences based on milestones to be established
Observe Monday Meetings, Participate in Wednesday and Friday Sales Standups
Inside Sales Business Development Phase 2
Account Management role reduced to set number of accounts and/or sales reps
Source new opportunities through outbound cold calls and emails
Close new business and involve management when necessary
Track sales pipeline via no stages in SalesForce
Identify customer needs and present solutions in order to expand new business; involving management as needed.
Maintain accurate and complete information in SalesForce
Participate in weekly team meetings
Maintain relationships with clients by providing support, information, and guidance; researching and recommending new opportunities