Field Account Manager - Manchester, United Kingdom - IRIS Software Group LTD

Description

We have a fantastic opportunity for an energetic and proven Account Manager to join our highly successful Account Management Team.

This is a key role within the IRIS sales team, enabling us to drive our customer growth strategy across our existing customer base.

The team is responsible for enhancing our customer relationships - leading to improved retention rates and new growth opportunitiesacross the IRIS product portfolio.

• To achieve 100% recurring revenue, spend within assigned account portfolio
• To achieve additional, spend target within account portfolio by upselling and cross selling from the IRIS portfolio
• Developing long term strategic relationships with account base.
• Excellent deal management and stakeholder management.
• Accurately forecast the monthly and quarterly revenue.
• Pipeline management owning data quality in CRM/pipeline reports for all opportunities and leads, ensuring accuracy of sales stage, deal size, close date and next actions
• Account planning work with each account to produce annual account plans that achieve growth aligned to the targets
• Working closely with internal stakeholders to uphold excellent customer service acting as a guardian of the customer experience.
• Product and Market knowledge understands the product landscape of solutions and services and how they fit in the marketplace.
• Team player embraces and enhances the team ethos.

• Ability to produce a territory plan for assigned customer base that maps by customer, account spend and white space analysis. Outline the opportunities for revenue growth that align to the annual territory revenue targets set. Highlight any known risk toretention, and create an action plan to mitigate.
• Produce a Strategic Account Plan for top customers within account portfolio, detailing relationship strength, customer challenges and objectives with detailed solution mapping and action plan. Relationship Building
• Understanding the importance of building relationships with multiple stakeholders in an account. The ability to recognise customer personas including supporter, detractor & neutral influences build out strategies to develop and improve. Presentation Skills
• The ability to create and deliver powerful presentations to accounts that show an understanding of the customers current landscape and business objectives and how IRIS can help them resolve the problem/ achieve their goals. Ability to present at all levelswithin the account. Negotiation
• Understanding the 'give to get' principle to find the true win win whilst gaining all key stakeholder support. Shaping real value for both the customer and IRIS and driving optimum retention within account portfolio.

• Knowledge and understanding of the full IRIS portfolio and the problems each solves and Is able to translate this into a discussion with the customer
• Understands and researches market trends and the different competitive landscape for each customer & market Business Acumen
• Understanding business makeup including financial reporting and scope and impact of business solutions and services that can be offered. Can adjust approach to match the individual sales personas.
• Understands and follows the sales process set out by the company CRM reporting
• Adoption of the relevant sales tools available to automate the sales process, and provide accurate reporting. Ensures data accuracy across their account portfolio and future opportunities.
• Understands the customer life cycle and when to involve other IRIS teams to support development and credibility within an account. Can create and execute a deal strategy to influence the key stages and stake holders throughout the cycle. Turns this understandinginto accurate forecasting of deals and pipeline.