Account Director

4 weeks ago

London Area, United Kingdom Concept Full time

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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