Account Manager-7

WEX•Chicago, IL

6d•$70,200 - $87,800

About The Position

This is a commercial role where you will own a named book of 150–180 accounts, serving as the primary commercial relationship between WEX and the customer. You will be expected to diagnose account health, hold pricing conversations, deliver program value before any concession, and manage a portfolio with discipline. The infrastructure for this role, including Salesloft cadences, Salesforce health scoring, and automated MBR via Rox, is being built alongside you. The commercial standard for this role is 'value before concession, every time.' Before any discount or waiver is offered, the Account Manager (AM) must establish what the customer is already receiving from the program and identify any value gaps. This requires understanding the account's discount network utilization, rebates, off-network spend versus preferred sites, and peer benchmarks, and being able to quantify these gaps. The AM must be able to identify two specific value gaps before engaging in pricing discussions.

Requirements

5–10 years in B2B sales or account management, with experience owning a named portfolio and accountability for retention and revenue.
Demonstrated track record of proactive commercial outreach.
Comfortable in pricing conversations, able to calculate offers and lead with value before discounting.
Salesforce discipline: logging interactions same day, every day, and maintaining an accurate pipeline.
Salesloft or equivalent sequencing tool experience.
Competitive fluency: ability to position against fleet card alternatives.
Familiarity with CPG pricing models, basis points, and fleet card discount structures.
Experience building or presenting quarterly business reviews to fleet or operations managers.
RFP / RFI experience: coordinating cross-functional responses under time pressure.

Nice To Haves

Fleet, fuel card, fintech, or payments background.
SaaS, telecom, or insurance renewals experience.
Fleet card or fuel payments experience.
Competitive awareness.

Responsibilities

Review and segment your book daily into three lanes: At Risk, Stable, and Expansion. Prioritize calling At Risk accounts daily.
Introduce yourself to every new account in your first week, clearly stating your role, coverage, and contact information. Map and maintain stakeholders in Salesforce.
Lead retention or pricing conversations by first establishing value, detailing what the customer is already receiving, what they are missing out on, and the dollar value of closing these gaps.
Understand competitor information to counter proposals in real-time, including pricing models, network strengths, and rebate structures. Escalate credible competitive offers at active churn risk to the Saving Desk.
Review AI-generated Monthly Business Review (MBR) decks before calls, focusing on diagnosis and strategy rather than data presentation. Ensure every MBR ends with a documented action plan and a confirmed next step in Salesforce.
Serve as the first point of contact for formal procurement requests within your book, coordinating initial responses and escalating complex RFPs.
Log every meaningful interaction using the #Diagnose / #ActionPlan / #FollowUp protocol same-day. Update account health score and roadmap after every call. Advance all Salesloft cadence steps.
Flag x-sell opportunities within your book and own the pipeline, passing qualified leads to the Value Desk per a referral quota.