Key Account Manager

3 weeks ago

Birmingham, Birmingham, United Kingdom Granton Associates Full time

Overall Purpose of the role

To achieve profitable sales growth through developing new and existing business. To develop new accounts to a strategic partnership/preferred supplier status. Create relationships with end users, integrators and key industry stakeholders. Manage and develop accounts to increase opportunities within your portfolio with a key focus on strategy and account planning. Manage pipeline through the sales process from initial qualification to conversion of order which will contribute to ensuring the annual budget is achieved, if not exceeded with contact value and gross margin expectations.

Work Enviroment & Purpose

The role involves working within one of the offices of the group, with frequent travel requirement to visit customers/potential customers, and other Heras sites across the UK. There may also be infrequent international travel dependent on business need

General Description - Task Related

  • Identify, develop and convert to sales by managing a key customer's account supported by a structured, targeted plan that reflects the businesses overall strategy, its position in the marketplace and competitive drivers.
  • Through understanding a customers' challenges and pressures, work with colleagues across Heras to develop compelling solutions that meet needs and can be delivered successfully, thereby demonstrating the value that Heras can deliver to their organisation and their end customers.
  • Write and deliver high quality pitches and tender responses to clearly articulate the One Heras security model solution ensuring successful outcomes and increased conversion rates.
  • Identification of new and current business opportunities to guide and develop sales for the business. Perform the role of "Bid Manager" on all opportunities that have been pre-qualified, acting as the voice of the customer back into the business, communicating clearly their requirements and expectations, identifying and mitigating potential risks both internally and to the customer in order to meet internal and external deadlines.
  • Develop and share market intelligence and competitor knowledge to enable the company to secure maximum profit as a result of informed, intelligent tendering.
  • Provide robust, detailed and accurate forecasts (order intake/revenue and margin) in line with reporting timetable that are realistic and can withstand scrutiny and challenge.
  • Adhere to the business process at all stages of the opportunity cycle.
  • Self-manage the surveying of work to meet the customer requirements.
  • Oversee and manage the project once it is live and install good on customer premises.
  • Undertake any other reasonable duties as required in which you adequately trained to carry out.
  • Work closely with all internal departments and colleagues to build strong, collaborative relationships and a team work approach to ensure voice of the customer and customer experience is clearly understood and delivered.

Skills / Qualifications & Skills

ESSENTIAL

Full UK driving license

Knowledge of using Microsoft packages including word, excel and power point

Desirable

Sales qualification

Degree in relevant field

Personal Skills

Essential

Motivated by targets

Ability to self-manage as this role has lots of autonomy

Great at building and maintaining relationships and able to easily establish rapport

Resilient with the ability to recover quickly from setbacks

Commercially aware; understanding the business, how it works, and being able to analyse local, national, and global issues which may affect Heras

A practical approach to work

Committed to delivering the utmost service/support to the business and our customers

Reliable team player

Experience

Essential

Wealth of experience within a similar role

Experience of working with one of the following sectors; Internet or Data centers, Power Generation, Power Plants and Air for example, Airport and Air warehousing

Significant experience of achieving targets

Account management and managing customer expectations

Using ERP and CRM systems

Desirable

Good knowledge of perimeter protection products

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