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Job description
Existing Client Development (ECD) – West Coast
Location: West Coast, USA
Employment Type: Full-Time
Compensation: $190,000 Base Salary + Commission + Benefits
Work Authorization: U.S. Citizens / Green Card Holders Only
About the Role
We are seeking an experienced Account Director – Retail to drive strategic growth across existing enterprise client accounts in the Retail sector.
This role will be responsible for developing and strengthening executive-level client relationships, identifying account expansion opportunities, increasing revenue through cross-sell and upsell initiatives, and expanding InfoCepts' footprint across existing accounts.
The Account Director will also contribute to new client acquisition by leveraging industry relationships, referrals, partnerships, and existing market networks.
The ideal candidate is a senior enterprise sales professional with a strong track record of growing strategic Retail accounts and selling Data, Analytics, AI, and technology services to large enterprises.
Key Responsibilities
Strategic Account Development
Own and develop strategic relationships with key enterprise Retail clients.
Build trusted relationships with C-level and senior business and technology executives.
Develop and execute strategic account plans focused on revenue growth and long-term client value.
Understand client business priorities, challenges, and technology roadmaps to identify new opportunities.
Expand relationships across business units, functions, and geographies.
Revenue Growth & Account Expansion
Identify and develop upsell, cross-sell, and expansion opportunities within existing accounts.
Introduce Data, Analytics, AI, and digital transformation solutions aligned with client requirements.
Drive account penetration and increase share of wallet within strategic customers.
Identify opportunities for multi-year and multi-million-dollar engagements.
Lead complex sales cycles from opportunity identification through negotiation and closure.
Develop and maintain a healthy pipeline across assigned accounts.
New Business Development
Support new client acquisition initiatives within the Retail sector.
Leverage existing relationships, industry networks, partners, and referrals to generate new opportunities.
Identify prospective enterprise Retail organizations and develop relationships with key decision-makers.
Collaborate with business development and leadership teams to convert new opportunities.
Sales & Business Management
Own sales targets, revenue objectives, pipeline, and forecasting for assigned accounts.
Maintain accurate opportunity and account information within CRM systems.
Develop account strategies, opportunity plans, proposals, and executive presentations.
Partner closely with consulting, solution, delivery, and technical teams to develop client-specific solutions.
Lead commercial negotiations and ensure successful deal closure.
Provide regular updates on account performance, pipeline, risks, and growth opportunities to leadership.
Required Experience & Qualifications
15+ years of enterprise sales / account management / business development experience .
Strong experience within the Retail industry .
Proven track record of growing large strategic enterprise accounts.
Demonstrated success in upselling, cross-selling, account expansion, and revenue growth .
Experience selling Data, Analytics, AI, Digital Transformation, IT Services, or Technology Consulting .
Proven experience managing complex, multi-stakeholder enterprise sales cycles.
Experience closing multi-million-dollar services engagements .
Established network of senior Retail business and technology decision-makers.
Strong consultative, solution-selling, negotiation, and presentation skills.
Experience owning sales forecasts, pipelines, account plans, and revenue targets.
Preferred Experience
Candidates with experience selling services or solutions in areas such as:
Data & Analytics
Artificial Intelligence / Generative AI
Data Modernization
Customer Analytics
Digital Transformation
Retail Technology
Digital Commerce
IT / Professional Services
Ideal Candidate Profile
The ideal candidate is a strategic account leader and relationship builder who can identify business challenges, engage senior executives, develop account strategies, and convert client needs into significant revenue opportunities.
The candidate should have a strong understanding of the Retail ecosystem and the ability to articulate the business value of Data, Analytics, and AI solutions to enterprise clients.
A successful candidate will be able to balance strategic relationship management, account expansion, revenue growth, and new business development .
Location
West Coast, USA
Candidates located in or able to cover major West Coast markets such as California, Washington, and Oregon are preferred.
Work Authorization
Only U.S. Citizens and Green Card holders will be considered.
Candidates requiring sponsorship or working on EAD, dependent visas, or other temporary work authorization should not apply.
Compensation
$190,000 Base Salary + Commission + Benefits
This is a full-time sales leadership opportunity with additional variable compensation based on performance.
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Worksite address
california, MO, 65018, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.