We are looking for a highly experienced and well-connected Enterprise Sales Manager (ESM) within our Sales Team with a proven track record of managing and growing large complex enterprise accounts. ESM’s will have a complete and full command of their account/customer.  This position is primarily a “hunter” within an existing and large customer – where they will prospect for continued and new growth opportunities within the account.  The candidate must have a proven and consistent track record of quota attainment.

This position will have the following growth and management responsibilities within a large, single designated Patra Customer:

• Revenue
• Market Share/Wallet Share
• Customer Satisfaction
• Mind Share
• Customer Management

Revenue:  grow Patra revenue within the Customer via all assets available:

• New Services
• Expansion to new regions/offices within the customer
• Up Selling additional services within a Service Line (i.e., On Demand)
• Advisory Services
• Enterprise Proposals – requested and unsolicited
• “Takeout” Proposals
• Migration 1X Projects, etc.
• Joint establishment of new Services

Market Share/Wallet Share:  In addition, to penetrating the “white space” within the Customer, unseat existing competitors via Takeout Proposals and Initiatives. 

Customer Satisfaction:  Working closely with the Patra Client Consultant Team, establish plans and communications to ensure attainment of an increasing NPS and implementation of corrective action programs where applicable.

Mind Share:  establish Patra as a strategic partner across the operational and Sr. Levels of the organization as they consider strategic and capital projects to drive their revenue and margin growth, M&A and capital initiatives.

Customer Management: Execute an overall customer management program that consists of the following items (at a minimum):

• Establish a Strategic Account Plan – in conjunction with the customer
• Manage and operate Quarterly Business Reviews that:
  • Track progress-against-plan
  • Provide a 360 view of the relationship
  • KPI tracking
  • Opportunity Tracking
• Communications Program – so all Stakeholders have a consistent and frequent view of Patra offerings and value propositions.
• Relationship and organizational management – to ensure a trusting relationship is established with all appropriate levels and functions (Operations, Legal, Procurement, Executive, etc.)

• Excellent at Relationship management with a proven track-record of growing a large and complex account/customer
• Enterprise selling in large and complex accounts.
• Insurance Experience - with an understanding of the business dynamics and terminology of Insurance and the challenges they face.
• Highly skilled at formulating and constructing strategic proposals that contain a compelling financial (revenue, margin and/or valuation) value proposition that resonates with a C-Suite buyer.
• A command of Complex sales cycles and the associated decision-making processes
• A track record of sales attainment and achieving/exceeding Sales Goals and Quotas
• Ability to understand and leverage all relationship assets to help gain access to the target prospects - thru Patra, FTV GPP and all appropriate industry connections.
• A background and skills in "Consultative Selling" techniques and associated terminology
• Strong negotiation skills and deep experience with all aspects of contracts: Business, Financial and Terms
• Ability to leverage entry points and references within enterprise accounts that lead to access to other parts of the enterprise.
• Ability to work in a decentralized organization.
• Excellent presentation and communication skills
• High integrity with the ability to build relationships - both internally and externally
• Come with a "Rolodex" of industry contacts in the retail brokerage space.
• 15+ years of professional experience in enterprise account management and strategic sales
• Deep experience with sales process and the associated metrics - for the purposes of tracking deal progress and for forecasting. Experience and discipline working in a CRM for Opportunity Management
• Creative and outside-the-box thinker

Education:

• BS Degree
• MBA, Desirable

Patra Corporation is an equal opportunity employer committed to celebrating diversity and creating a safe and inclusive environment for all employees.