Account Specialist

Job Summary

Dynamic and results-oriented Account Specialst. The ideal candidate will be responsible for the full sales cycle, with core responsibilities in Lead Generation, Account Penetration, Account Maintenance, and Sales Collection. You’ll be expected to build strong relationships, understand customer needs, and drive revenue growth while ensuring the timely recovery of receivables to maintain healthy company cash flow.

Key Responsibilities:

1. Leads Generation

 Identify and research potential clients through online sources, referrals, cold calls, and networking.

 Qualify inbound leads from marketing campaigns and initiate contact with prospective clients.

 Conduct initial discovery calls to understand client needs, budgets, and timelines.Maintain accurate lead data in CRM systems and track all outreach activities.

2. Account Penetration

 Develop and present tailored product/service pitches to key decision-makers.

 Navigate complex buying structures to connect with multiple stakeholders in an account.

 Customize proposals and negotiate pricing and contract terms.

 Close sales opportunities and ensure a smooth handoff to implementation or account teams.

3. Account Maintenance

 Serve as the primary point of contact for existing clients, ensuring ongoing satisfaction.

 Conduct regular check-ins and quarterly business reviews (QBRs) with key accounts.

 Upsell and cross-sell additional products/services based on evolving client needs.

 Monitor account activity and usage to proactively resolve issues and minimize churn.

4. Sales Collection & Credit Management

 Take full ownership of the payment cycle by monitoring the aging of accounts for assigned clients.

 Proactively help in following up on overdue invoices and ensure payments are collected within agreed credit terms.

 Coordinate with the finance department to evaluate client creditworthiness and set appropriate credit limits.

 Resolve billing discrepancies or payment issues quickly to avoid delays in collection.

 Maintain accurate records of collections and provide regular updates on outstanding balances and potential bad debt risks.

Preferred Qualifications:

 Experience selling in industries with high-volume collections (e.g., Distributorship, FMCG, HORECA).

 Familiarity with account-based selling and debt recovery strategies.

 Track record of meeting or exceeding sales quotas and collection targets.