Account Director - City of London, Greater London, United Kingdom - Concept

Description

Account Director - Central Government

All potential candidates should read through the following details of this job with care before making an application.

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.

• 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.

• 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.

• 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.

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