Job Summary
The Account Executive is responsible for managing an assigned portfolio of regional mid-size accounts and is focused on increasing net revenue growth within a defined portfolio of key accounts. The Regional Account Executive will partner with Operations, Client Experience, Sales and Conversion Services to deliver full-service solutions to clients.
Primary Functions:
Conduct client research including understanding the clients industry and developing a core understanding of client business needs and challenges
Demonstrate breadth and depth of knowledge in aligning Access capabilities to client business and business priorities, and positioning relative to competitors
Develop relationships with key accounts that extend to senior management making decisions on RIM services
Builds and executes an Account Growth Plan that includes both transactional and strategic initiatives to grow Accesss presence and share in the account
Develop a pipeline based on expanding services with portfolio accounts including consolidation, new markets or additional services
Protects Accesss position and focuses on generating new business
Use a consultative-selling approach to identify and advance opportunities that result in profitable revenue growth for Access
Manage regional account contracts, working with Access contracts and legal teams on renewals or modifications that reduce risk and preserve / extend revenue
Proactively perform Business Reviews to ensure client account satisfaction and identify issues or opportunities
Partner with both internal and external industry experts to anticipate client needs and facilitate solution development
Responsible for client communications and engagement including price increase notifications, marketing content distribution and issue resolution/follow-up
Conceptualizes and articulates well-targeted solutions in area of specialty – product, service, solution — from proposal to contract sign-off.
Travel 50% of time to support face-to-face meetings and business reviews
Regularly communicate with AVPs, Market Leaders and other leaders on account and opportunities for expansion / growth
Embody the Access Way, living Access core values
Education and Years of Experience:
Bachelors degree preferred
2-4 years account management experience
Knowledge, Skills and Abilities
Experience in opportunity qualification, pre-visit planning, sales presentations, account development, and time and territory management
Skilled in contract negotiations and implementation
Strong communication and consensus building skills with operational and regional VPs
Ability to identify and build relationships with decision influencers and key decision makers
Skilled in business communications, sales presentations and influencing without formal authority
Willingness to travel to support all initiatives, with strong discretion on necessary travel with a justified objective
Strong problem identification and objection resolution skills
Exceptional verbal and written communication and presentation skills
Must have the proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions and negotiation skills
Highly collaborative team player
Ability to work remotely and within a geographically dispersed and diverse team
Salesforce experience preferred
Must have working knowledge of MS Office Products
Travel is required, often up to several hours of driving per day
Ability to travel to, attend, and conduct presentations
Exhibit our Reach Principles – Respect, be Empowered, be Accountable, Collaborate, be Honest
About Access Corp
Access offers services, technologies and subject matter expertise to help clients be more efficient and more compliant through better management and activation of their critical business information. From the boardroom to the file room, Access is a full-service information lifecycle partner deeply committed to our clients, our communities and our colleagues. Our solutions include Information Governance advisory services, retention policy creation and implementation, records management and storage, scanning and information activation, software for document management and workflow automation, secure shredding and more. We are a proud member of the Inc. 5000 for ten consecutive years. For more information, go to
Access considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a covered Veteran in accordance with federal law. In addition, Access complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Access also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.