Senior Sales Account Manager - job 2 of 4

The Senior Sales Account Manager at Bosch is primarily responsible for managing relationships with C-level executives and mid-management within client organizations. This role involves developing account strategies, driving business development initiatives, ensuring delivery assurance, and maintaining account profitability. You'll also participate in pre-sales proposal support and operational excellence management, working closely with delivery managers to optimize performance.

To qualify for the Senior Sales Account Manager role at Bosch, candidates should have a bachelor's degree and a minimum of five years of experience in sales acquisition, along with at least two years providing embedded engineering services. Experience in account management within the engineering or IT service fields is also essential. Preferred qualifications include knowledge of discreet manufacturing, experience in solution sales, and proficiency in Spanish or Portuguese.

As a Senior Sales Account Manager at Bosch, you can expect to travel about 20% of the time, which includes both international and domestic travel to customer sites, typically for 2-3 weeks at a time. This travel is essential for fostering client relationships and ensuring delivery assurance.

At Bosch, we acknowledge the importance of work-life balance. The Senior Sales Account Manager position is designed to fit into a lifestyle that allows you to grow both personally and professionally, celebrating your successes and allowing you to be yourself while meeting your career goals.

Bosch offers a comprehensive benefits package for the Senior Sales Account Manager, which includes health, dental, and vision plans, health savings accounts, 401(K) retirement plans with employer match, wellness programs, life insurance, paid time off, and parental leave, among others. The company also supports further education reimbursement and has various initiatives in place to foster STEM engagement.

Managing relationships with C-level executives requires building trust and understanding their strategic goals. Emphasize your experience in fostering open communication, being proactive in addressing their needs, and demonstrating how your solutions directly align with their business objectives.

When developing account strategies, I start by conducting thorough research on the client's industry and market landscape. This is followed by identifying key opportunities for solution implementation and aligning them with Bosch's offerings. Collaborative discussions with internal teams ensure that we're set to meet client expectations and drive revenue growth.

Delivery assurance involves regular check-ins with clients and internal teams. Make sure to establish clear KPIs, communicate progress openly, and gather feedback to make necessary adjustments. My hands-on approach helps in proactively addressing any potential challenges before they escalate.

In my previous roles, I focused on understanding customer pain points and offering tailored solutions. I utilized consultative selling techniques to establish a value-driven approach that highlighted how our solutions could solve specific issues, thereby increasing customer buy-in and driving successful sales outcomes.

Account profitability can be measured through various metrics such as profit margins and sales growth. If profitability is at risk, I analyze the cost structures and identify inefficiencies. Collaborating with the delivery team to optimize project execution and renegotiating pricing structures may also be necessary to ensure sustainability.

My approach to business development includes regularly assessing the account's evolving needs and identifying opportunities for upselling or cross-selling. Building a strong rapport and staying engaged through ongoing conversations with key stakeholders is essential for uncovering these opportunities.

Handling objections requires active listening to fully understand client concerns. I focus on empathizing with their position, addressing their specific concerns factually, and demonstrating how our solutions effectively mitigate those objections. Building credibility through case studies or client references can also be influential.

In one instance, I inherited an underperforming account and conducted a comprehensive needs assessment to identify gaps. By repositioning our offerings and enhancing our service approach, I was able to re-establish trust and ultimately increase sales by 30% over six months.

Effective communication is vital in my role as it fosters strong relationships with clients and facilitates seamless collaboration within teams. I prioritize transparent and frequent communication to ensure all stakeholders are aligned and informed throughout the account management process.

I'm excited about the opportunity at Bosch because of its commitment to innovation and quality. Bosch's vision of shaping a better future resonates with my professional goals, and I believe I can contribute significantly to the company's growth while being part of a team that values creativity and collaboration.