Strategic Account Manager
3 weeks ago
Are you working in the Construction/ Hire/ Access sector within a Key Account Management role and you are ready for your next step?
OR
Are you an experienced Strategic Account Manager within the Construction industry with a proven record of delivering and is looking for a new challenge with a UK market leader?
Then this might be the role for you
We are looking for a dynamic, experienced and ambitious person to join our Strategic Accounts Team at Nationwide Platforms.
In this role as a Strategic Account Manager you will manage circa 10 large Construction customer accounts nationally but ideally we are looking to recruit someone based in the Bristol region. The Strategic Account Manager role is a busy, varied and challengingposition with a 60/40 split of customer account management and developing potential new business throughout the UK. With this is mind we are looking for people who have successfully managed, developed and retained large customer Construction accounts on anational level and have a proven ability to develop and retain them in addition to someone who is skilled in developing new business streams.
You will have experience of working with customers within the Construction sector and high profile, large customer accounts is an absolute must.
We want to see people who have had longevity in their roles and can demonstrate success within these. You’ll need to be a tenacious, hardworking and ambitious individual who can work autonomously with a desire and urgency to succeed and exceed targets and you’llbe a team player that can work with people at all levels.
This role has a lot of scope and potential and is a great opportunity or the right person
Nationwide Platforms is the market-leading powered access rental company in the UK providing a fleet of more than 15,500 machines with working heights from 3m to 90m. With a depot network spanning 38 depots, Nationwide Platforms provide its customers with leadingsafe access solutions for working at height. It also has the largest powered access training department in Europe, delivering a comprehensive range of working at height training courses to powered access operators and the wider access industry.
Nationwide Platforms is part of Loxam, Europe’s largest equipment rental company operating in 30 countries.
Location: Ideally you will be located in the South West region but please note you will be required to regularly travel throughout the UK. Our head office is in Lutterworth, LE17 4PN.
Key Responsibilities:
To manage, retain and grow a portfolio of Strategic Accounts that provides NWP long term, profitable market share growth and additional strategic opportunities.
To hunt and grow revenue from a pre-agreed portfolio of “New Business” opportunities and achieve the associated financial targets for “New Business”.
Develop, in collaboration with the customer, a detailed account plan for each customer in their portfolio that set specific strategies that address the business objectives of both NWP and their client.
Maintain a pipeline of all opportunities and share this with the NWP Regional & Major Project sales teams, providing assistance in tendering for these where required. Use information to accurately forecast future revenue streams.
Note: A key element of the above point is to be good at creating solutions. In many cases, generic approaches are not always good enough. Clients and prospects need bespoke solutions that address the precise needs of their particular challenges. For example:a general Balfour Beatty presentation will not suffice when negotiating a solution for a complex construction project with one of their Construction Directors and sub-contractors. You’ll need to be customer focused, have great listening skills and an abilityto process a customer requirement and deliver on your commitments.
Create partnerships with likeminded “Safety driven” clients that offer opportunities in addition to their direct revenue spend, that utilise all aspects of NWP’s products and services.
Develop an in-depth knowledge of their sector and individual customer, fully understanding current and future sector requirements and using this knowledge to steer NWP to develop relevant added value products and services (including: Sustainability, Safety,Environment).
To ensure all customers have a call plan recorded onto the CRM system. To ensure that all existing customers are regularly visited to cement good relationships, prevent competitor gains and seek repeat business.
Qualification, Skills and Experience Requirements:
A minimum of 5 years’ experience of managing Strategic Accounts within the Construction industry, with a successful track record of growth and retention in either of these sectors.
Consultative and strategic selling experience with a proven record of exceeding sales targets.
Financially and commercially astute with a proven ability to develop effective proposals and strategies that win profitable business.
Strong negotiation and communication and presentation skills.
Results driven, responsive, passionate and persistent.
Confident, ambitious and willing to take initiative.
Holds gravitas and builds strong, long term relationships with key decision makers that achieve jointly agreed objectives through shared actions.
Strong analytical skills in assessing and interpreting customer business data. - confident to stand behind and present operational/service delivery KPIs.
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