Purpose:  Gaining understanding and building knowledge base of target account.  Establishment of goals, objectives, strategies and supporting tactics to drive, measure, and maintain sales process. Identification of key personal and their roles in buying process and relationship development. Follows repeatable sales steps of market segment if developed, other wise works with product development team to develop steps of sales process for market segment. With management team of specific account, gains commitment and sign off on steps of sale.  Measures sales forecast predictability against sales steps. Works with Marketing to develop model to monitor competition with supporting objectives and strategies to maintain and position company. Orchestrates company and account resources with TLC to ensure company recognition and account refer-ability.