Managing Director - Account Management Sales Leader

$193,500 - $343,200/Yr

RSM - Chicago, IL

Full-time - Senior

Chicago, IL

Professional, Scientific, and Technical Services

About the position

As the Managing Director - Account Management Sales Leader, you will play a pivotal role in leading and developing a high-performing account management organization within RSM. Your primary responsibility will be to coach and mentor Account Managers on various aspects of account planning, industry knowledge, activity reporting, productivity improvements, selling strategies, and fostering cross-team interactions. You will work closely with the National Inside Sales Leader and National Business Development leadership to ensure that activities and practices are integrated and aligned with other groups within the National Sales Organization (NSO), including Business Development (BD), Professional Services Executives (PSE), and Professional Services Resource Advisors (PSRA). In this role, you will conduct periodic performance reviews, identify training and development needs, and implement Performance Improvement Programs for under-performing team members. You will also be responsible for the hiring process, assessing new account management candidates, and participating in the onboarding and integration of new hires. Your leadership will be crucial in motivating and developing a national account management team that thrives in an environment of trust, teamwork, empowerment, and entrepreneurship. You will work with national service line leadership to set annual targets and account growth for the account management team members, ensuring consistent communication and alignment with key internal stakeholders, including national consulting leaders and practice leaders. You will also lead efforts to enhance the quality of account management personnel by partnering with HR and NSO in recruitment, development, and retention strategies. Understanding market conditions and trends in buyer and competitor behaviors will be essential as you translate these assessments into actionable recommendations that positively impact account management strategies. You will champion the role of account management professionals across the region, promoting their integration in client service expansion efforts. Additionally, you will advocate for the adoption of a comprehensive account management methodology and framework, creating a team culture that differentiates RSM and enhances the client experience. You will share best practices and competitive intelligence with peers and service line leadership, providing valuable field-level feedback on talent retention and attraction. Your collaboration with National Sales leadership and broader Integrated Marketing Communications (IMC) groups will ensure that all necessary support functions align with the objectives and priorities of the Account Management team.

Responsibilities

• Coaches Account Managers on account planning, industry knowledge, activity reporting, productivity improvements, selling strategies, and cross-team interactions.
• Works with National Inside Sales Leader and National Business Development leadership to align activities and practices with other groups within the NSO.
• Conducts periodic performance reviews and implements Performance Improvement Programs for under-performing team members.
• Sets annual targets and account growth for account management team members in collaboration with national service line leadership.
• Maintains communication and alignment with key internal stakeholders, including national Consulting leaders and practice leaders.
• Leads the hiring process and assesses new account management candidates.
• Participates in the onboarding and integration of new hires in conjunction with NSO.
• Motivates and develops a high-performing national account management organization.
• Partners with HR and NSO in recruitment, development, and retention of quality talent.
• Leads development of account management service and sales coverage model and staffing levels.
• Champions the role of account management professionals across the region.
• Advocates for the adoption of account management function through coaching and implementation of a comprehensive methodology.
• Creates a team culture that enhances the client experience and differentiates RSM.
• Shares best practices and competitive intelligence with peer groups and service line leadership.

Requirements

• Proven experience in sales management and account management roles.
• Strong leadership skills with the ability to motivate and develop teams.
• Excellent communication and interpersonal skills to maintain relationships with internal stakeholders.
• Experience in conducting performance reviews and implementing training programs.
• Ability to assess market conditions and translate them into actionable strategies.
• Experience in recruitment and talent retention strategies.

Nice-to-haves

• Experience in consulting or professional services industry.
• Familiarity with account management methodologies and frameworks.
• Knowledge of market trends and buyer behaviors.

Benefits

• Competitive salary range of $193,500 - $343,200.
• Discretionary bonus based on firm and individual performance.
• Generous time off policy with at least 14 paid holidays and wellbeing days.
• Access to self-managed time off for associates and above.
• Flexibility in work schedule to balance personal and professional demands.