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    Account Director - London, United Kingdom - Concept

    Concept
    Concept London, United Kingdom

    1 week ago

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    Description

    Account Director - Central Government

    This role is predominantly a field based, customer facing sales role, responsible for deep relationship development to deliver margin growth within a number of strategic accounts, as well as adding net new customers.

    There is also a career opportunity to grow a team once you have developed your portfolio of accounts and should you wish to direct yourself down this path.

    Sales


    • Identify & proactively maximise opportunities for sales growth.


    • Deliver sales to achieve targets.


    • Develop and maintain strong relationships with all key decision makers within allocated and target accounts.


    • Work with and through the relevant specialist sales resources to develop new and existing lines of business.


    • Own, manage and control the preparation of bids, tenders and RFIs / RFQs, and use allocated resources to ensure that high quality bids are submitted in a timely fashion.


    • Allocate relevant focus and time to each customer and opportunity to deliver against the sales target.


    • Achieve a minimum of 4-6 face-to-face customer meetings per week and ensure meetings have a formal agenda / objective and that meeting notes and actions are recorded.


    • Identify and creatively resolve barriers to sales in individual opportunities.


    • Ensure all actions from customer communication and meetings are distributed to the relevant personnel and are responsible for the outputs in a timely and efficient manner.


    • Lead partner engagement with key and strategic partners.


    • Create and maintain 5 account plans for quarterly presentation to Sales Director and Sales Manager.


    • Increase customer engagement through spend frequency.

    Planning and Forecasting


    • Take a lead role in the planning and development of the Account sales strategies.


    • Build a short, medium and long term sales pipeline of opportunities to the level required by the business - currently three times the annual sales target.


    • Forecast sales pipeline weekly.


    • Develop and action working account plans using the company templates, and review monthly with your line manager.


    • Manage your time effectively to ensure that no customer is disadvantaged.


    • Attend vendor training and personnel training courses as requested by Management.

    Person Specification:


    • Knowledge of value-based sales processes and how they are applied in practice.


    • A good understanding of the Central Government market influences and trends, and the competitive landscape.


    • Expertise to enable the provision of consultative services, and knowledge transfer to the targeted customer base.


    • An understanding of the dependencies of IT on public sector efficiency, and how this converts into customer value.


    • An in-depth knowledge of how organisational structures and decision-making processes affect purchasing decisions.


    • An understanding of return on investment methodologies from a customer and personal sales target perspective.


    • A broad understanding of the company's goals, and the Sales strategy in particular.

    Skills


    • Review customers, plan development and deliver against those plans.


    • Demonstrate business value at Board or Director level in order to gain commitment. 3 Internal


    • Interpret business issues and translate these into technology or people-based solutions.


    • Analyse sales data to understand current sales performance and improve ongoing performance.
    • Verbally communicate precisely, effectively and with authority to both individuals and groups.


    • Manage multiple tasks and conflicting priorities effectively.


    • See tasks through to completion and within agreed timescales.


    • Write clear, concise business English.


    • Create concise, accurate and engaging presentations.


    • Manage both your emotions, and the emotions of others.

    Package:

    An attractive package is offered including:

    • Competitive Salary
    • Commission
    • 25 days holiday (rising to 27 days with service)
    • Pension scheme
    • Private Healthcare
    • Life Assurance
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