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Head of Account Management

2 months ago

London UK, UK, United Kingdom Service Works Global Full time

Company Description

Service Works Global (SWG) is a leading international provider of facilities, BIM (Building Information Modelling), Property and Workplace Management Software. With offices in the UK, Sweden, Australia and Canada, as well as partners in other strategic locations across the world, SWG has over 150 employees and it is a subsidiary and an integral part of Addnode Group’s Design Management Division. SWG is a certified Microsoft Gold Partner and holds ISO 9001 (Quality) and ISO 27001 (Information Security) certifications.


Addnode is a Swedish publicly listed company which acquires, operates and develops cutting edge enterprises that digitalise society. Addnode has demonstrated consistently profitable growth over the last ten years and its decentralised governance model means that business-critical decisions are made close to the customers and the markets.


What Does SWG Offer its Employees?

• A respected and financially stable organisation, underpinned by a listed Swedish parent company

• A competitive salary

• A comprehensive commission scheme

• Private health insurance

• Pension scheme

• Life assurance

• Regular company funded social events

• Opportunity for global mobility

• Investment in training and career progression


Role Description

The Head of Account Management will be responsible for managing and mentoring small, successful and knowledgeable UK sales team, focused on existing clients and will take ownership and commercial responsibility for client relationships / retention and revenue generation within an assigned account base. This role requires a motivated, attentive individual who is an excellent communicator, a team player as well as a team leader, who is committed to working proactively to develop and maintain strong relationships with clients, responding to their needs, identifying, and closing revenue opportunities and optimising their use of the SWG product offering. There will be a requirement to liaise with the support team in relation to client support cases, as well as working closely and collaboratively with colleagues in the sales team (i.e. in relation to tender / bid submissions, proposals, presentations, and preparation for sales meetings).


Key Skills Required:

  • Target orientated with strong negotiation skills
  • The ability to identify, upsell, cross-sell and close software and service revenue opportunities
  • Experience managing, mentoring and motivating a small team of Account Managers/Sales Professionals
  • Excellent communication, presentation and client facing skills
  • Responsive to client needs, timely and well organised
  • Competent written, administration and documentation skills
  • Proficient in MS Office and CRM
  • Sales experience either within software solutions or the facilities management sector


Sales / Client Management

  • Achievement of sales revenue target, by identifying and closing revenue opportunities within the assigned client base (by selling additional licences, applications, users, training, health checks and opportunities within other account subsidiaries)
  • Ongoing development of existing client accounts (from the perspective of client satisfaction, revenue generation and maximising their use of SWG application(s)
  • Proactive management of the welfare and retention of clients in relation to SWG’s overall client strategies
  • Ensuring client invoices are issued and paid on time and liaising with the SWG finance team with billing questions / issues
  • Liaising with helpdesk consultants / support team for the timely resolution of outstanding client issues and the upkeep of all client configuration information. In addition, working with the support team to identify and secure training opportunities
  • Liaising with manager / director(s) regarding sales / revenue opportunities within the client base
  • Possessing a strong understanding of the company’s product offering, positioning and the competition


Administration

  • Creating, documenting and sharing with manager / director account plans for each client
  • Thoroughly documenting sales proposals and meeting minutes to provide an audit trail of agreed actions and commitments and saving centrally to the CRM, along with client correspondence, in order to manage and maintain its accuracy


Events & Marketing

  • Promoting and participating in sales meetings, events, exhibitions, seminars, user groups and webinars (relating to your clients and others’ prospect / client events)
  • Attending industry networking events to develop a strong network of contacts and to stay abreast of industry trends
  • Working with the marketing and sales team to create client and market specific presentations


Other

  • Being a proactive and supportive and collaborative team-player with sales and other colleagues
  • Other reasonable duties in order to execute effective account management


Qualifications

  • Business Relationship Management and Account Management skills
  • Analytical skills for data analysis and insights
  • Experience in leading and managing teams
  • Sales skills for driving revenue growth
  • Excellent communication and interpersonal skills
  • Ability to work independently and as part of a team
  • Experience in the facilities management or related industry is a plus
  • Bachelor's degree in Business Administration or related field


An initial training period will include:

  • General company induction
  • Product training to a sales presentation and support standard (self-learning will also be required in order to be able to demonstrate the software)
  • Facilities Management overview (if required)
  • Opportunity to shadow other sales personnel
  • Training on ERP System (NetSuite)
  • Internal systems training