Safety Account Manager

Description

Job Summary: 

We're looking for a savvy, seasoned relationship manager who project manages all initiatives for our clients to achieve the shared goal of driving workplace injuries to zero.  They use a consultative approach to assess, facilitate and deploy appropriate safety products, safety programs, EHS consulting and Safety Technology tools to drive injuries to zero within their client's workplace.  He/she will be expected to meet or exceed sales goals and increase sales growth and margin within assigned territory. 

Primary Responsibilities:  

• Exceeds budget for assigned accounts by demonstrating value and applying solutions. 
• May work with Business Development or as a lead to acquire new clients.  
• Delivers value to clients by using all tools and solutions available. This demonstrated value will be measured by KPIs, including sales growth and margin improvement.  
• Use CRM tool, Rhythm, and Qlikview software to report and track client status, opportunities, and wins 
• Maintain customer satisfaction with quick client response and follow up 
• Utilize our Safety Review process to identify opportunities for improvement with both potential and current clients to create a safer workplace. Analyze, evaluate, review information and strategize 
• Proactively communicate on a regular basis with clients to provide advice and solutions 
• Build collaborative relationships with clients, engage active listening and adapt messaging of Arbill capabilities to achieve a long-term win/win solutions 
• Conduct Safety Reviews with client on a periodic basis, with the goal of improved employee safety, expanding utilized safety offering and improving relationship.  
• Expand safety knowledge by pursuing ongoing training to deliver best-in -class safety solutions 
• Work closely with internal partners: customer service, supply chain, etc to delegate responsibilities to optimize customer experience 
• Communicate with clients by phone, email and face-to-face meetings to ensure their needs are understood and addressed 
• Follow and update customer-specific playbooks covering onboarding, ongoing support, renewal, and expansion 
• Actively manage client health by tracking usage, satisfaction signals, and engagement levels to identify at-risk accounts before they become problems 
• Drive renewal and expansion for accounts through proactive cross-sell and upsell conversations tied to demonstrated value, not just relationship maintenance 
• Develop and present formal business reviews (QBRs) that connect Arbill’s safety solutions to measurable client outcomes 
• Build multi-point relationships within client organizations that do not rely on a single contact; map stakeholders and expand connections across the account 
• Maintain a documented segmentation approach for the account base with consistent touchpoints to support different levels of engagement 
• Create a client feedback loop to surface product, service, and process gaps back to internal teams, including supply chain and leadership, with supporting data 
• Identify opportunities for continuous improvement within accounts and bring specific recommendations rather than waiting to be asked 
• Duties, responsibilities, and activities may change or new ones may be assigned   

Requirements

 Management Responsibility: 

• Direct reports: N/A 

Experience/Education & Knowledge, Skills & Abilities (aka Competencies), Traits: Experience & Education: 

• At least 5 working years field experience in relevant Safety and EH&S experience, including client support 
• Bachelor's Degree 

Knowledge/Skills/Abilities/Traits: 

• Extroverted, dynamic, people-oriented personality 
• Self-motivated with an entrepreneurial spirit 
• Comfortable working in a fast-paced environment 
• Strong technology skills 
• Ability to influence through persuasion and consensus building across multiple stakeholder levels within a client organization 
• Analytical and process-oriented mindset with the ability to use data to tell a story about account health and client outcomes 
• Deep understanding of value drivers in a retention-focused business model, with strong empathy for the client combined with accountability for revenue growth 
• Ability to generate urgency and rally internal resources quickly when a client issue requires escalation 
• Experience navigating large corporate client structures, identifying strategic opportunities, and securing growth opportunities within existing accounts