Key Accounts Director
2 weeks ago
We are seeking an experienced Key Accounts Director to join our team at Reward Gateway. As a Key Accounts Director, you will be responsible for managing the commercial aspects of a portfolio of key public sector clients, ensuring high customer and employee satisfaction.
Key Responsibilities- Portfolio Management: Manage the commercial aspects of a portfolio of key public sector clients, ensuring high customer and employee satisfaction.
- Sales Strategy: Develop and maintain a portfolio sales plan to achieve the budgeted revenue growth targets for the portfolio.
- Client Retention: Maximize client retention with renewals to be contracted inside or outside of frameworks.
- Business Development: Use customer insights, history, and future ambitions alongside competitor intelligence to influence future requirements and establish clear and compelling win themes aligned to key buying reasons.
- Forecasting: Maintain accurate customer retention and revenue growth pipeline in Salesforce to deliver confidence in forecast performance.
- Employee Engagement: Assume ownership of any new employee engagement or social programme clients won by new business consultants.
- Collaboration: Ensure close collaboration with all key business functions, including bids/tenders, project management/implementation, account management, customer success, communications, and marketing.
- Bid Support: Proactively contribute to all bids ensuring they accurately reflect the opportunity, identified win theme, and adhere to commercial guidelines and framework rate cards where applicable.
- Case Studies: Engage clients in developing case studies and industry award entries, showcasing their successful schemes.
- Market Insights: Contribute to new business acquisition plan, sharing market and industry insights to support the marketing demand generation plan.
- Sales Presentations: Deliver tailored sales presentations and product demos that wow prospects.
- Contract Management: Ensure timely issuance of contracts, assuming commercial ownership to ensure the contract accurately reflects the scope of services and associated charges.
- Industry Events: Attend industry events and exhibitions as required.
- Employee Engagement: Enterprise (10,000+ employees) organisations across the civil service, local government, emergency services, education sector, health sector, and any other organisation classified as being a public sector body with the ability to contract via a framework.
- Social Programmes: for Enterprise clients managed within the portfolio.
- Proven Track Record: Proven ability to demonstrate year-on-year consistent overachievement of targets in a consultative B2B sales environment with enterprise clients.
- Public Sector Experience: Demonstrated track record of working with government departments, executive agencies, and large public sector organisations.
- Public Sector Sales Process: Extensive knowledge of public sector sales process, including contracting via frameworks and public sector procurement.
- Long Sales Cycles: Proven experience in managing lengthy sales cycles, from capture/prospect to closed won deals, often spanning more than a year.
- Public Sector Capture Process: Demonstrable experience of public sector capture process, covering discovery, qualification, and influence of future requirements.
- Collaborative Procurement: Experience in collaborative public sector procurement, with highly effective written and verbal communication and a strong ability to convey ideas clearly.
- Public Sector Procurement Legislation: Understanding of public sector procurement legislation.
- Self-Generated Business: Proven track record of self-generated and converted business.
- Competitive Landscape: Demonstrable knowledge and understanding of the competitive landscape, extending to key insights which positively influence outcomes.
- Presentation Skills: Previous experience in presenting to C-level executives in person and remotely.
- Growth Mindset: A growth mindset with a focus on continuous learning and development.
- Telephone Interview: Telephone interview with a member of the Talent Acquisition team.
- First Stage Interview: 1st stage interview with Commercial Director - Public Sector.
- Take-Home Assessment: Take-home assessment.
- Final Interview: Final interview with the Commercial Director and other members of Sales Leadership.
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