Major Account Manager – New Business

Job Description – Major Account Manager
Position: Major Account Manager – New Business
Experience: 4–6 years
Industry: Managed Print Services (MPS) / Print Management
Function: Sales

1. Job Purpose

The Major Account Manager will be responsible for acquiring new corporate and enterprise customers for the company's Managed Print Services (MPS) and Print Management solutions.
This is a hunting role, with primary responsibility for prospecting, developing new business opportunities, engaging senior decision-makers, managing the complete sales cycle and converting prospects into new customers.
The successful candidate must be a self-driven new-business hunter with a proven track record of opening doors, creating opportunities and closing new accounts.

2. Key Responsibilities

A. New Business Development
Identify and target new corporate, enterprise and major-account prospects.
Develop and maintain a strong pipeline of qualified new-business opportunities.
Proactively prospect through cold calling, email campaigns, networking, referrals, LinkedIn and other channels.
Identify decision-makers and influencers within target organizations.
Secure meetings with senior management, Procurement, IT, Administration, Finance and other relevant stakeholders.
Develop relationships with prospective customers and understand their current print environment and business requirements.
B. Consultative MPS Selling
Understand the prospect's existing print infrastructure, device fleet, print volumes, consumables and service requirements.
Identify inefficiencies, cost-saving opportunities and service gaps.
Position the company's MPS/Print Management solutions as a business and cost optimization proposition.
Work with Pre-Sales/Technical teams to develop customized solutions and proposals.
Present solutions, commercial propositions and ROI/business benefits to customers.
C. Sales Conversion
Own the complete sales cycle from prospecting

• qualification
• opportunity development
• proposal
• negotiation
• closure.

Prepare and submit quotations and commercial proposals in coordination with internal teams.
Lead commercial negotiations within approved pricing and margin guidelines.
Overcome objections and negotiate effectively with multiple stakeholders.
Close new MPS contracts and achieve assigned new-business revenue and margin targets.
D. Major Account Acquisition
Focus on acquiring high-value corporate and enterprise accounts, rather than transactional/low-value sales.
Develop account penetration strategies for large organizations with multiple offices, branches or locations.
Identify opportunities to secure multi-location and multi-year MPS contracts.
Build a pipeline that supports sustained growth in major accounts.
E. Market Intelligence
Identify new market segments, industries and companies with strong MPS potential.
Monitor competitor activity, pricing and market developments.
Develop a target-account list and continuously expand the prospect universe.
Provide management with feedback on market opportunities, competitor positioning and customer requirements.
F. CRM & Sales Discipline
Maintain complete and accurate prospect and opportunity information in the CRM.
Record all meetings, calls, opportunities, proposals and follow-up activities.
Maintain an accurate sales funnel and provide regular pipeline forecasts.
Ensure sufficient pipeline coverage against monthly and annual targets.
Follow the company's defined sales process and CRM procedures.

3. 4. Experience & Qualifications

Graduate in Business, Sales, Marketing, Engineering or related discipline.
4–6 years of proven B2B sales experience, preferably in Managed Print Services, Print Management, Office Automation, Document Management
Demonstrable experience in new-account acquisition/hunting.
Proven track record of meeting or exceeding new-business sales targets.
Experience selling to corporate and enterprise customers.
Experience dealing with senior decision-makers and procurement teams.
Strong understanding of consultative and solution-based selling.
Strong negotiation, presentation and closing skills.
Good working knowledge of CRM systems.

5. Critical Candidate Characteristics

The candidate should be:
A Hunter, not an Account Manager
Highly target-driven and commercially aggressive
Comfortable with cold calling and opening new doors
Able to independently generate his/her own leads
Persistent with long and complex B2B sales cycles
Comfortable approaching CXO, Procurement, IT and Administration heads
Strong at identifying business pain points and converting them into sales opportunities
Capable of negotiating and closing sizeable MPS contracts
Highly disciplined in maintaining a sales pipeline and CRM