Client Relationship Manager

3 weeks ago

Gillingham, Kent, United Kingdom Senseco Systems Limited Full time
Role Overview

The Client Relationship Manager will be pivotal in nurturing and expanding our Key Service Accounts, ensuring robust relationships and driving sales growth.

Key Responsibilities
  • Account Management: Take charge of Key Service Accounts, focusing on relationship enhancement and ongoing sales development.
  • Sales Growth: Enhance client expenditure and explore cross-selling opportunities across our diverse service offerings, including Fire Detection, CCTV, Access Control, and more.
  • Order Acquisition: Secure orders and meet targeted sales volumes and profit margins from designated accounts.
  • Site Support: Assist in site surveys and asset documentation, collaborating with the Technical Operations Manager and Estimating team to produce maintenance quotations.
  • Value Selling: Master the value selling approach, addressing clients' operational and financial goals effectively.
  • Product Knowledge: Utilize in-depth knowledge of the Senseco Systems portfolio to provide optimal solutions to clients.
  • Client Engagement: Regularly meet with key clients alongside the Customer Delivery Team to ensure efficient site visits and maintain strong communication.
  • Relationship Monitoring: Oversee and develop relationships with Key Account clients, escalating any issues to the Service Delivery Team.
  • Site Visits: Balance office responsibilities with site visits to strengthen relationships with key account customers.
  • Client Events: Participate in out-of-hours social events with key clients to foster relationships.
  • Account Ownership: Take full responsibility for client accounts, conducting regular site visits and reporting on maintenance progress, fault logs, and testing data.
  • Cross-Selling: Promote additional services and manage negotiations for contract renewals in advance.
  • Collaboration: Work closely with end users and FM contractors to advocate for Senseco's solutions.
  • Progress Reporting: Use report sheets to communicate maintenance progress and any access challenges during meetings.
  • Team Leadership: Lead your team as Account Manager, supported by a Tech Spec Team Leader and a Customer Service Team Leader, to ensure compliance and excellence in service delivery.
  • Engineering Oversight: Review engineering reports and coordinate quotes for recommended works.
  • Renewal Negotiation: Collaborate with clients to negotiate annual renewals and orders.
Skills and Competencies
  • Training: Completion of FIA or a recognized certification in Fire Detection & Alarm systems is preferred.
  • Technical Knowledge: Familiarity with Fire Detection & Alarm systems, EVCS, PAVA, and Gas Suppression Systems.
  • Problem-Solving: Logical and organized approach to challenges.
  • Interpersonal Skills: Strong communication and telephone etiquette.
  • Consultative Selling: Proficient in consultative and value-based selling techniques.
  • Professional Skills: Excellent presentation, negotiation, estimating, costing, and budgeting abilities.
  • Industry Experience: Proven experience in technical engineering roles within the life safety sector.

Competency Level: 4

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