Key job responsibilities
This person will be the primary point of contact for those companies throughout the entire sales process. The Account Representative will be chartered with developing and managing a sales pipeline mix of both high value and transactional accounts while executing sales strategies to secure deals that will exceed aggressive account acquisition and output goals. Specifically, this individual will be responsible for identifying and building relationships with key influencers and decision-makers within the senior management and executive teams of prospective accounts, along with internal stakeholders and cross-functional teams to create and present compelling Amazon solutions that meet and exceed customer requirements.
As an organization, Amazon’s North American Seller Services is uniquely highly influential by coordinating across Amazon customers, Amazon category teams and Amazon Sellers. We are a business development organization; we drive growth for over 2MM Amazon Sellers through business intelligence, cross-selling efforts and integrated Account Management. We are successful by focusing on aggressive growth for our Sellers’ businesses.
A day in the life
- Identify, qualify, acquire and grow seller commitment to Selling on Amazon programs.
- Analyze customer data and make recommendations in order to maximize the potential of the assigned territory. Execute successfully on the plan recommended.
- Implement and track metrics for recording the success and quality of the sellers in your territory. Use these metrics to guide your work and uncover hidden areas of opportunity.
- Manage complex contract negotiations and serve as a liaison to the legal team.
- Prospect and close business to achieve quarterly quota targets for both the quantity and quality of sellers recruited.
- Understand and utilize the right tools to track all pertinent account information and sales progress as well as forecast and prioritize to achieve quarterly quota goals.
- Develop a thorough understanding of the e-commerce and Softlines industry and competitive environment including knowledge of competitive product offerings.
- Prioritize and complete additional projects while maintaining current book of business such as mentorship, competitive analysis, and sales analysis.
- Prepare and deliver business reviews regarding progress and state of health for the respective territory.
- Meet or exceed quarterly revenue targets and operational metrics.
- Create and articulate compelling value propositions around the Selling on Amazon product.
- Develop a clear understanding of the Selling on Amazon products along with the features and functionalities.
- Assist internal partners to drive change, remove roadblocks and close business.
About the team
Selling Partner Services, Tenets:
[Customers] We serve several Customers - Amazon's end customers, or "Buyers"; Selling Partners, including Brands, Resellers, Distributors and Agents; Solution Providers, such as third party developers; and internal business teams. We build solutions designed to improve the experience for all Customers, thus driving our virtuous flywheel. When we have to make trade-offs, we bias towards improving the Buyer experience over all others, Brands over other Selling Partners, and Selling Partners over Solution Providers.
[Transparency] We succeed when our Selling Partners succeed. We will be intentionally transparent with Selling Partners, providing them the appropriate tools, data and guidance to run their business on Amazon, while holding a hard line on policy adherence, terms negotiation and delivering value to our Buyers.
[Communication] We communicate with our Customers in a congruent voice that doesn’t expose our internal organization structure. We communicate optimally on the length and frequency of our messages in order to reach our Customers via their preferred means of communication.
[Automation and Simplification] Our preference is to simplify the tools used by Selling Partners and eliminate manual work through system automation. Where full automation is not possible, we enable self-service through system-directed human workflows.
[Extensibility] We strive to provide Selling Partners a comprehensive toolset to manage their business on Amazon while enabling both Selling Partners and Amazon businesses to extend our capabilities as needed.
[Community Guidance] We prioritize recommendations, insights and actions to help Selling Partners grow their business on Amazon. We maximize Selling Partner engagement as we continuously measure, audit and drive improvements to prioritization approaches and personalized experiences.
BASIC QUALIFICATIONS
- Bachelor's degree or equivalent, or 3+ years of sales or marketing work (like e-commerce, retail technology, SaaS) or equivalent experience
PREFERRED QUALIFICATIONS
- 2+ years of inside sales experience
- Knowledge of procurement and source to pay methods at small and medium businesses
- Experience influencing at all levels within an organization, particularly at the executive level
- Experience exceeding sales targets using a consultative, solutions-focused approach or equivalent
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $62,100/year in our lowest geographic market up to $132,900/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.