Corporate Sales Account Manager

Corporate Sales Account Manager

JOB TITLE: Corporate Sales Account Manager
DEPARTMENT: Sales
REPORTS TO:
Client Director

Job Purpose Statement:

The SAM is a member of the Sales team working under the direction of the Client Director to ensure outstanding sales and service support is provided to a defined list of key accounts.  The SAM will be responsible for both sales and service satisfaction and the commercial success of a defined number of accounts.  This role is a field based role and you will be expected to generate meetings from your allocated customer base.

Organisation Structure:

The Client Director has overall accountability for the revenue retention and new business targets within the account list for their area.  The Client Director will also have people management responsibility for both SAM’S and DBAM’s. 

Quantitative Information: 

Based on the specific accounts you and your team are allocated, you will be accountable for all, or some of the following:

  • Responsible for achieving a revenue retention target and a new business target (from existing accounts)
  • Ensure achievement of a sales pipeline which will achieve all targets set - this pipeline must grow to an average of 3:1 against the individual sales target 
  • Accurate and regular use of the companies CRM management tool to record all meetings and activities
  • Ensure that “contracted”, “committed” and “identified” revenues are closed
  • Maximise incremental revenue opportunities
  • Margin improvements and efficiencies
  • Complete accurate and timely forecasting on a monthly basis (or as required)
  • Ensure accurate and timely profiling of account base to ensure team understand the key opportunities and prioritise accordingly, completing ADP’s where appropriate
  • Organise appointments with existing customers
  • Generation of quotations
  • New bid assistance
  • Pricing review & revisions
  • Maintenance of the account plan

Job Accountabilities:

Four Main Areas of Responsibilities:

  1. Opportunity Management
  2. Support Service Operations
  3. Commercial Management
  4. Customer Relationship Management

1.  Opportunity Management

  • Generating sales appointments and quotations
  • Producing customer reports and internal management reports
  • Customer escalations, major incident reporting
  • Ad-hoc review meetings
  • Developing accounts and increasing revenue in line with company expectations 
  • Account Management Reviews

2. Support Service Activity

  • Incident Escalation
  • SLA Management and SLA Escalation
  • Service Account Reviews
  • Updates and Upgrades

3. Commercial Management

  • Achievement of new business target 
  • Contract Renewal (i.e. achievement of retention target)
  • Contract Profitability
  • Contract Renewal

4. Customer Relationship Management

  • Peer to Peer
  • Service Improvement Plans (if applicable)

Any other duties appropriate to the role.

Key Challenges:

  • Exceeding financial targets 
  • Proactive management of pipeline and organisation of appointments
  • Ensuring customer account stability, growth and profitability
  • Margin improvement and efficiencies
  • Managing customer escalations
  • Contract renewal
  • Customer reviews
  • Performance reporting
  • Development of an account plan that covers the lifecycle of the contract
  • Closing opportunities

Working relationship with:

  • Manager
    • Close working relationship with Client Director to ensure full and comprehensive communication of the account status is understood
  • Subordinates
    • Working closely with your nominated DBAM to develop and grow a set number of allocated accounts 
  • Other Company employees
    • Regular contact with Procurement Team, Contract Administration, Credit Control and Account Management Team
  •  Customers
    • Daily or as regularly as possible to become an integral part of the customers’ Telecoms strategy as well as the Telecoms team and to be viewed as a trusted advisor through a combination of regular reviews, meetings and activities.  To create a true partnership with all accounts
  • Other external contacts
    • Suppliers and vendors regarding products etc.

Specific Job Knowledge, Skills and Experience:

Qualifications:

  • Graduate calibre or equivalent (formal qualifications are not required)

Skills and Aptitudes:

  • Ability to recognise and close sales opportunities 
  • Ability to understand a customer, their business and as a result create sales opportunities 
  • Ability to manage the resolution of customer issues and escalate when necessary
  • Successful “in-life” contract management
  • Ability to deliver exceptional customer service

 Job knowledge:

  • Competent skills in general IT, Microsoft Products, Windows Server 2008 - 2012, VMware, SQL, IIS, Windows 7 & Linux
  • Knowledge of software development life cycle is essential as is ITIL experience\certification.
  • Database and/or SQL Server / Cluster certification\experience advantageous.
  • Use of remote tools such as Citrix GoTo, Cisco VPN, Juniper, TeamViewer, Checkpoint etc.
  • Contact Centre knowledge\ experience and Data Centre understanding advantageous

 Experience:

  • Proven experience over exceeding personal targets in a Telecoms environment
  • Proven track record of Account Management
  • Proven ability to perform within a target oriented environment
  • Experience providing outstanding customer service
  • Confident liaising at senior level and utilising excellent communication skills to build relationships, manage issues through to successful completion and overcome objections
  • Working knowledge of the Communications industry

To apply, please send your CV to HRTeam@Maintel.co.uk.