4 Part 4: V-Modell Reference Roles
4.2 Roles
4.2.1 Account Manager
Description
The Account Manager is responsible for planning the order intake of his sales department and for maintining the existing and developing new acquirer relations. He is also responsible for »Request for Proposal with are of relevance for the submission of a proposal.
He provides the stewardship for the bid/no-bid decision and is the responsible point of contact for acquirers and external partners. His activities are intended to continuously increase or stabilize the number of orders received in his sales department. He should initiate the improvement of existing products or the development of new products by providing a feedback on the demands of the market.
Tasks and Responsibilities
- Analyzing acquirer decision structures,
- examining acquirer satisfaction,
- observing and communicating competitor activities,
- developing acquirer-oriented strategies (particularly win strategy),
- controlling the success in acquirer relations,
- establishing contact to acquirers/partners,
- building confidence and maintaining relations to acquirers,
- generating ideas for promoting cooperation/interest,
- coordinating all acquirer activities,
- acting as ”solicitor of the acquirers”,
- preparing the bid/no-bid decision,
- controlling the offer until it is submitted,
- negotiating the contract with the acquirer,
- negotiating contracts with sub-suppliers, partners and suppliers,
- requesting and managing the required funds.
Skill profile
- Strategic capability of thinking,
- understanding of complex connections,
- profound technical and economic knowledge,
- thorough export experience with respect to the specific countries,
- foreign language skills in speaking and writing,
- communication capability,
- self assertion regarding the internal implementation of sales actions,
- resilience.
Responsible for