Enterprise Account Manager

Swish Group of Companies•Ottawa, ON

14h•CA$80,000 - CA$105,000•Onsite

About The Position

The Enterprise Account Manager is responsible for maintaining, growing, and expanding relationships with strategically important, large and complex customers. Reporting to the Director of Enterprise Accounts, this role manages senior-level customer relationships, identifies opportunities across multiple business units and locations, and leads the development of strategic account plans. The Enterprise Account Manager is responsible for achieving sales and gross margin targets while coordinating internal teams to deliver solutions that meet customers’ operational and long-term business needs. This role requires a strong growth mindset, with a focus on account retention, expansion, and new business opportunities within assigned enterprise accounts. The Enterprise Account Manager represents the full range of company products and services and leads the customer account planning cycle to ensure customer needs, expectations, and strategic priorities are understood and addressed.

Requirements

3 to 5 years of relevant sales or account-management experience, with a proven track record of achieving sales and growth targets.
Experience managing large, complex, or strategically important customer accounts.
Demonstrated ability to build relationships and influence stakeholders at senior and executive levels.
Strong business-development, negotiation, and commercial-management capabilities.
Ability to develop strategic account plans, establish performance targets, and execute growth initiatives.
Strong leadership and cross-functional coordination skills.
Excellent communication, interpersonal, presentation, and relationship-management skills.
Ability to understand complex customer requirements and develop practical, value-based solutions.
Strong analytical, forecasting, and problem-solving skills.
Ability to manage multiple priorities, customer needs, and internal stakeholders effectively.
Strong financial and commercial awareness, including an understanding of revenue, gross margin, profitability, and account performance.

Nice To Haves

Post-secondary education in Sales, Marketing, Business, or a related field is considered an asset.
A recognized sales designation or professional certification through an accredited association is considered an asset.
Relevant industry experience is preferred.

Responsibilities

Establishes productive, professional relationships with senior decision-makers, executive sponsors, procurement leaders, operational contacts, and other key stakeholders within assigned enterprise accounts.
Develops a strong understanding of each customer’s business, organizational structure, operational priorities, challenges, and long-term objectives.
Identifies opportunities to expand revenue, service offerings, geographic coverage, account penetration, and share of wallet across customer business units and locations.
Maintains a strong growth and business-development focus within both existing and prospective enterprise accounts.
Leads the strategic account planning process, including the development of customer priorities, financial targets, growth opportunities, risks, and key milestones over one- and three-year periods.
Coordinates the involvement of Business Development Managers, Customer Development Managers, Operations, Customer Service, management, and other internal resources to meet account objectives and customer expectations.
Acts as the primary point of contact for assigned accounts and ensures internal teams are aligned on customer requirements, commitments, and priorities.
Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
Leads solution-development efforts that address immediate customer requirements and support long-term strategic objectives.
Develops and delivers customer presentations, business reviews, proposals, and recommendations to senior stakeholders.
Leads discussions and supports the negotiation and execution of customer agreements.
Meets assigned targets for profitable sales, gross margin, customer retention, account growth, and other strategic objectives.
Maintains an accurate pipeline and provides regular account forecasts, activity updates, and performance reporting.
Identifies and addresses account risks, service concerns, and potential barriers to growth.
Ensures customer commitments are communicated, monitored, and delivered in collaboration with internal teams.
Achieves assigned sales quota within designated enterprise accounts.