Account Director

3 weeks ago

Manchester, United Kingdom TN United Kingdom Full time

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Location: Role can be based from any of our Manchester or Leeds locations (Hybrid working available)

Hours: Monday to Friday, 37.5 hours per week

Salary: Competitive + uncapped commission, including accelerators for over performance.

About BCN:

BCN is a leading managed IT services provider based in the United Kingdom, specialising in delivering cutting-edge technology solutions across various sectors, including cloud computing, cybersecurity, and data management. We're proud to have a strong Glassdoor rating, a reflection of the dedication and feedback from our amazing team.

Our core values of integrity, accountability, efficiency, communication, and teamwork shape everything we do. We foster a culture of openness, where collaboration is key. At BCN, we achieve success through collective effort

Focus of the role:

We are looking for an experienced corporate/enterprise Account Director to excel in the commercial management and growth of a portfolio of named customer accounts.

The ideal candidate will have a minimum of 5 years relevant experience and a deep understanding of the technology industry, specifically the Microsoft ecosystem, and a proven track record of successful sales account management and performance. As a sales professional, you will lead the commercial interface to your allocated clients ensuring continued education of BCN and related technologies, creating awareness and unearthing new opportunities to increase revenue through enhancing our clients' business.

Responsibilities:

  1. Client Interaction, Influence, and Relevance
    • Be highly visible in executing client/sector-specific development plans, including account, territory, stakeholder, and opportunity planning.
    • Effectively use supporting expert resources to unearth, educate, qualify, and progress key opportunities, including pre-sales, practice specialists, and CTO office/consult teams.
    • Focus relentlessly on client value-creation to develop a qualified opportunity pipeline, whitespace penetration, and upsell strategies.
    • Act as the commercial authority and single point of contact for all client account-related matters.
  2. Performance
    • Strive to meet all Success Framework performance metrics to ensure target attainment.
    • KPIs include sales target performance (in-month/YTD), pipeline additions, pipeline value coverage (in-month/rolling quarter), and pipeline maturity metrics.
    • Clearly articulate clients' business and sector drivers, identifying challenges, pain points, and opportunities.
    • Identify opportunities for proposition replication by client or sector, whether technology, external factors, or client-specific needs.
    • Understand commercial contracts, their structure, key terms, and their impact on BCN and the client's business.
    • Demonstrate financial awareness, including using Excel spreadsheets, data analysis, and effective data presentation.
    • Influence and respond to formal procurement processes, including FRI/FRQ/FRP tender submissions.
    • Lead bid management responses, ensuring high-quality documentation and contributions from multiple functions.
    • Adopt a structured sales methodology to align the buying and selling process, demonstrating learning and effectiveness.
  3. Sales Governance and Professionalism
    • Understand the importance of accurate data reporting for business awareness and support.
    • Maintain accurate sales reporting, including pipeline data management, forecasting accuracy, CRM data management, and contract renewals.
    • Strive to achieve sales performance KPIs.
    • Effectively use business systems and tools.
    • Manage GAP analysis for month, quarter, and FY, understanding key pipeline metrics for target performance.
    • Demonstrate a desire to succeed with a strong work ethic.
    • Perform well in a performance-driven, sometimes pressured environment.
    • Show passion for performance attainment through continual prospecting, stakeholder development, and seeking referrals.
    • Exhibit maturity and professionalism reflective of the sales function's importance.
    • Build strong internal and external professional relationships.
    • Show coachability and a desire for continuous improvement.
    • Invest time in attaining Microsoft solution accreditations and role-specific competencies.
    • Maintain a structured and organised approach to task and time management.

Why BCN?

  • The opportunity to shape your own future with industry leading training and development, with access to our BCN Academy.
  • Competitive salary with the ability to progress.
  • 23-days holiday allowance, increasing with length of service, plus bank holidays, an extra day off on your birthday and the option to buy more
  • Company pension scheme.
  • 2 paid leave days per year to volunteer and support your local community – if it matters to you it matters to us.
  • Health cash plan with free access to a confidential Employee Assistance Programme (EAP) supporting bereavement, financial, health and wellbeing, and much more.
  • Life assurance.
  • Cycle to work scheme, electric vehicle scheme, home and tech scheme, and retail discounts.
  • Balancing work, life, and fitness can be challenging, so we offer a free on-site gym at our Manchester and Leeds locations to make it easier to stay active.
  • Long service recognition to celebrate all the milestones.
  • Beer (or soft drinks) and Pizza Fridays, dress down every day, social events such as Summer BBQ, Christmas party and lots more
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