SMB Account Manager
Agenda
Priority Approach
6-Month Plan
Lola Alva - SMB Account Manager
Originally from Peru, currently residing in Barcelona, Spain. Fluent in English & Spanish. Conversational level of French & Mandarin Chinese.
- 5+ years experience in the Sales industry, having lived and worked in countries like Australia and China.
- Senior AM experience with overachievement records of up to 25% above target during several Qs (including the one at present) attaining deals as big as 7M both on a Contractual basis and/or one-shots.
- Independently manage an account set of 230 FSI enterprises, each of 100-1000 employees.
- Exceed expectations by taking over the role as mentor and guide for new team members throughout their probation period, co-managing their set of accounts, providing support & feedback, as well as reporting on their performance.
Account Prioritization System
How engaged is the client? A simple way to measure engagement is to see how many of my client's employees I am in contact with; if the number is high, there is a high level of engagement, If the client treats us more like a vendor, doesn’t call often, and isn’t proactive, there is a low level of engagement.
Look at each of the clients and decide if they have a low potential or a high potential to provide more revenue.You can measure potential with pure revenue or likelihood of expansion. A client with high potential might be one that can spend more money on one product, or it might be one that may be interested in more of your products or services.
6-Month Plan
SMB Account Manager
61-90 days
31-60 days
1-30 days
Add value and build momentum that will sustain for the next 3 months.
Get up to speed, take charge of my clients and establish credibility.
Grow influence, develop a strategy and secure small wins.
150-182 days
120-150 days
90-120 days
Feel confident about my abilities as an SMB Account Manager and practice my leadership skills.
Be able to help others and ideally develop a desirable career development plan within the company.
Perfect my autonomy in the role and be able to showcase my success so far.
As a result of the global economic slowdown, the CFO of a top performing account is considering implementing a travel ban to cut costs. What advice would you give to help her cut sosts whilst still maintaining business travel?
- Show empathy and understanding towards their situation and the current economical state of their enterprise.
- Cut back on general travel and focus their business trips on essential travel instead - this will maintain a strong relationship with our most valuable customers. It shows we care.
- Provide advice based on accurate predictions on how cutting out travel could potentially harm their own customer relationships and could not benefit their business in the long run.
- Showcase how business travel is instrumental to them building new business too.
limit technology issues
engagement and participation
Come up with new ideas
Build new relationships
Biggest advantages
business travel
interpret non-verbal cues
Address sensitive issues
"A new study found that over half of large-company executives agree that reducing business travel may represent short-term savings but would bring long-term negative impacts on revenue, given the loss of a substantial competitive advantage."
Engage in purposeful small talk
lIMIT DISTRACTIONS
THANK YOU
lolaalva7@gmail.com
www.linkedin.com/in/lola-alva/
+34 635025271
SMB Account Manager position
Lola Alva
Created on January 30, 2023
for TravelPerk
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Transcript
SMB Account Manager
Agenda
Priority Approach
6-Month Plan
Lola Alva - SMB Account Manager
Originally from Peru, currently residing in Barcelona, Spain. Fluent in English & Spanish. Conversational level of French & Mandarin Chinese.
Account Prioritization System
- Engagement
How engaged is the client? A simple way to measure engagement is to see how many of my client's employees I am in contact with; if the number is high, there is a high level of engagement, If the client treats us more like a vendor, doesn’t call often, and isn’t proactive, there is a low level of engagement.- Potential
Look at each of the clients and decide if they have a low potential or a high potential to provide more revenue.You can measure potential with pure revenue or likelihood of expansion. A client with high potential might be one that can spend more money on one product, or it might be one that may be interested in more of your products or services.6-Month Plan
SMB Account Manager
61-90 days
31-60 days
1-30 days
Add value and build momentum that will sustain for the next 3 months.
Get up to speed, take charge of my clients and establish credibility.
Grow influence, develop a strategy and secure small wins.
150-182 days
120-150 days
90-120 days
Feel confident about my abilities as an SMB Account Manager and practice my leadership skills.
Be able to help others and ideally develop a desirable career development plan within the company.
Perfect my autonomy in the role and be able to showcase my success so far.
As a result of the global economic slowdown, the CFO of a top performing account is considering implementing a travel ban to cut costs. What advice would you give to help her cut sosts whilst still maintaining business travel?
limit technology issues
engagement and participation
Come up with new ideas
Build new relationships
Biggest advantages
business travel
interpret non-verbal cues
Address sensitive issues
"A new study found that over half of large-company executives agree that reducing business travel may represent short-term savings but would bring long-term negative impacts on revenue, given the loss of a substantial competitive advantage."
Engage in purposeful small talk
lIMIT DISTRACTIONS
THANK YOU
lolaalva7@gmail.com
www.linkedin.com/in/lola-alva/
+34 635025271