Sales Account Manager

JOB SUMMARY

The Sales Account Manager is responsible for driving revenue growth by acquiring, developing, and managing client accounts for Finance & Accounting Outsourcing and Payroll & Benefits Administration services.

This role owns the full sales lifecycle from pipeline generation to deal closure and account expansion, ensuring commercially viable solutions that align with client needs and company profitability targets.

The role requires strong business acumen, structured sales discipline, and the ability to translate client requirements into scalable service solutions in collaboration with internal teams.

KEY ACCOUNTABILITIES

• Revenue Growth & Target Achievement
• Pipeline Development & Conversion
• Account Development & Retention
• Commercial & Pricing Discipline
• Cross-functional Deal Execution
• Client Satisfaction & Long-term Value Creation

DUTIES AND RESPONSIBILITIES

1. Revenue & Pipeline Ownership

• Own and manage the full sales pipeline from lead generation to deal closure
• Achieve assigned revenue targets while maintaining target margins
• Develop and maintain a healthy pipeline with sufficient coverage ratio
• Provide accurate sales forecasts (monthly, quarterly, annually)
• Monitor and improve conversion rates across all sales stages

2. Business Development & Market Expansion

• Identify and pursue new business opportunities within target industries
• Conduct market and competitor analysis to identify trends and opportunities
• Build and maintain a strong network of prospects and decision-makers
• Proactively generate leads through field activity, referrals, and partnerships

3. Account Management & Growth

• Develop strategic account plans for key clients
• Strengthen client relationships to drive retention and repeat business
• Identify upselling and cross-selling opportunities across service offerings
• Expand wallet share within existing accounts

4. Solutioning & Value Proposition

• Diagnosing client needs in Finance & Accounting Services, Human Resources Services, Talent Acquisition and Consulting Services and Process Excellence Services
• Translate business requirements into tailored service solutions
• Articulate clear value propositions (cost efficiency, compliance, scalability, risk reduction)
• Collaborate with internal teams to design feasible and competitive solutions

5. Commercial & Pricing Discipline

• Structure proposals aligned with company pricing guidelines and margin targets
• Evaluate deal viability based on financial and operational considerations
• Balance revenue growth with profitability and long-term client value
• Prepare business cases and proposals for client presentations

6. Cross-functional Collaboration

• Work closely with Operations, Finance, HR, and Delivery teams to ensure solution feasibility
• Ensure proper handover of closed deals to implementation teams
• Align client expectations with operational capabilities
• Escalate and resolve issues impacting deal closure or client satisfaction

7. Sales Process & Governance

• Maintain accurate and updated records in CRM systems / Pipeline records
• Follow established sales processes, approval workflows, and documentation standards
• Ensure all deals comply with company policies, contractual requirements, and risk guidelines
• Prepare quotations, contracts, and supporting documentation

8. Client Engagement & Relationship Management

• Serve as primary point of contact for assigned clients
• Conduct regular business reviews and client check-ins
• Address client concerns and ensure service satisfaction
• Build long-term partnerships focused on continuous value delivery

V. KEY PERFORMANCE INDICATORS (KPIs)

• Revenue Target Achievement (%)
• Pipeline Value & Coverage Ratio
• Conversion Rate (Lead to Close)
• Average Deal Size
• Gross Margin per Deal
• Client Retention Rate
• Account Growth / Upsell Revenue
• Forecast Accuracy

QUALIFICATIONS

• Bachelor’s degree in business, Finance, Accounting, or related field
• Proven experience in B2B sales, preferably in Finance & Accounting Outsourcing, Payroll, or HR services
• Strong understanding of finance operations, payroll processes, and compliance environment
• Demonstrated ability to manage complex sales cycles and multiple stakeholders

COMPETENCIES

• Commercial Acumen (Revenue + Margin Thinking)
• Structured Sales & Pipeline Management
• Client Needs Analysis & Solutioning
• Negotiation & Closing Skills
• Stakeholder Management
• Analytical & Problem-Solving Skills