Account Associate

**Votre rôle**:

- Mission / role purpose
- Owns and drives organic growth and upselling cross-functional activities, with solid customer engagement / relationship and account management team alignment focusing on customer success (customer satisfaction, service adoption) and business development (upselling).
- Owns end to end Quote to Order process and Sales Operations related activities for medium to large sized accounts in Americas region.
- Accountable to drive Organic growth upselling activities and new opportunities with clear targets according to the assigned accounts.
- Responsible to maintain regular face-to-face reviews with customers for commercial needs (organic growth and quote to bill related activities), the Senior Accossiate Associate play a critical role to build customer intimacy and trust, and work with account team to identify and develop new upselling opportunities.
- Manages and drives renewal opportunities within the scope of Sales Operations. Full ownership of contract renewal up to TCV $1M.
- Monitors the account profitability, ensuring that pricing for organic growth opportunities aligns with the account’s health and profitability evolution.
- Ensures that account contract clauses are adhered to throughout the account’s commercial lifecycle, while monitoring contract dates.
- Participates in the review meetings and is the responsible person to present the quote-to-order process in Monthly Business Reviews and Quarterly Business Reviews.
- Full ownership of Accounts Receivable, monitoring payment of outstanding invoices, taking necessary actions to resolve billing disputes and secure cash collection.
- For Integration Services (when assigned to the Account Associate’s scope of work): Aims to achieve and exceed Equipment Resale/Integration Services sales targets by supporting ERS/IS selling opportunities for assigned customer accounts.
- First point of contact to the customer for multiple issues related to new business needs, contract issues, billing issues, others.
- Focus on managing time and delegating tasks to enhance productivity, efficiency, and achieve desired results.
- Promote and train Sales Administrators and Account Associates development with the aim of facilitating their career progression in alignment with their ambitions, skills, and personal traits.

**Key accountabilities**

**Key result / decision areas (outcomes)**

**Bid support and non-organic growth activities**:

- Supports contract renewal, repricing and project preparation activities to ensure standard quote to bill model is executed.
- Owns contract renewal, repricing and project preparation activities for assigned accounts.
- Aligns with account manager, engagement manager and/or bid manager(s) to decide Go/no-go with Bid proposal in these parts that related to Sales Operations
- Act as quality assurance and consultant to Bid teams regarding Sales Operations related topics to ensure information needed to create quotes and orders according to standard quote to bill process is received, obtained and validated
- Validate and sign off contractual elements against standard quote to bill process that related to Sales Operations topics : customer request communication and tools, quote to order reporting, governance structure, disconnect process, payment terms, billing proposals, standard product rules (like Billing)
- With support of senior sales operations team members set up “service description Sales Operations process “ which include the guidelines, documentation and checklists to ensure smooth process from Bid phase to order creation/signoff phase
- Ensures local contracts are in place
- For Integration Services (when assigned to the Account Associate scope of work):

- efficient delivery of a quote (RFQ) within the target level of quality and accuracy and within the targeted turnaround time back to the customer.
- Ensuring proper deal shaping so that import/export and customs regulations are followed where appropriate by liaison with internal and external departments.
- Source and evaluate costs from external and internal suppliers based on defined requirements (hardware, services and deployment - including delivery).
- Ensure proper quoting and ordering process for new bids
- Alignment of sales and customers expectations prior to bid submission, to ensure the offer can be ordered, delivered and billed accordingly.
- Enforcement of compliance and regulations rules for new bids

**Quote to Order**:

- Act as owner of the quote to order cycle, ensuring quote to order performance is in line with customer expectations. Owns customer agreements and acts on them where needed for sales operations matters.
- Responsible for maximizing profitability of the organic growth.
- Owns customer specific instructions and guidelines (price book, process, customer labelling, billing entities, etc.). Cooperates and guides sales operations admins in order to deliver quote to order cycle
- Knowledge of contract clauses to be fol