Senior Account Development Executive

2 months ago

UK, UK, United Kingdom IRIS Software Group Full time

Purpose of Job


We have an exciting opportunity for a dynamic and accomplished Business Development Manager to join our highly successful Accountancy Field Sales team.

This pivotal role within the IRIS sales team is instrumental in advancing our growth strategy with both existing and new customers in the Accountancy sector.


As a field sales executive, you will take ownership of a designated territory, shaping your pipeline and collaborating closely with our broader Sales and Marketing team to devise a territory plan tailored to the Accountancy market opportunity.


This position offers an exceptional chance to become a part of a thriving and leading software business in this space.


The ideal candidate will be an ambitious, well-organized, and target-oriented individual eager to contribute to a dynamic team experiencing rapid growth.


They should have a proven track record of consistently meeting targets, possess strong commercial acumen, and bring an organized and personable approach to their work.


As part of our commitment, the successful candidate will undergo a thorough and comprehensive induction program, ensuring a seamless integration into our Accountancy focused sales environment.


Main Responsibilities


As a Business Development Manager, your responsibilities will be as follows:


Client Relationship Management:

  • Cultivate and maintain strong relationships with existing clients in the Accountancy space.
  • Understand clients' needs and align them with our products and services.

Business Development:

  • Identify opportunities for upselling and cross-selling solutions to existing clients.
  • Collaborate with the sales team to generate new business leads.
  • Stay informed about industry trends and competitor offerings to position our solutions effectively.

Product Knowledge:

  • Develop a comprehensive understanding of our Accountancy products and services.
  • Conduct product presentations and demonstrations to showcase the value of our Accountancy solutions.
  • Provide feedback to the product development team based on client needs and market demands.

Sales Growth:

  • Collaborate with the marketing team to create targeted campaigns for our clients.
  • Negotiate and finalize contracts, ensuring mutually beneficial agreements.

Collaboration:

  • Work closely with internal teams, including customer support, implementation, and product development, to ensure client satisfaction.
  • Collaborate with specialists to address client-specific requirements and challenges.


Key Competencies

Selling Skills


Account Management Skills


Account Planning


Able to produce a territory plan for assigned customer base that maps by customer, account spend and whitespace analysis. Outline the opportunities for revenue growth that align to the annual territory revenue targets set. Highlight any know risk to retention and create an action plan to mitigate.


Prospecting


New Business – Produce a territory plan for assigned verticals that maps a path to target and generates enough pipeline coverage to deliver the target number. Identifies the ‘key must win accounts’ from the verticals and designs and engagement and win strategy to land these key ‘must win accounts’


Objection Handling


Accomplished in objection handling skills to acknowledge, identify, isolate and overcome prospects concerns. Shaping real value that the prospect can use in internal business cases and creating a real ‘why us’ ‘why now’ message.


Presentation Skills


Create and deliver clear value messages that show understanding of the customers’ needs and how we can help them resolve the problem/ achieve their goals.


Negotiation


Understanding the ‘give to get’ principle to find the true win win whilst gaining all key stakeholder support. Shaping real value for both the customer and IRIS.


Soft Skills & Attributes


Communication


Strong communication skills required to build meaningful relationships, set expectations, and discuss pain points. Effective communication throughout the sales cycle, from outreach and follow-up, to moving an opportunity along.


Rapport Building


Building connections with multiple stake holders in prospects and customers by finding common ground through customer research and developing relationships and helping customers to consider new ideas and solutions. Use industry knowledge and demonstrate deep understanding to demonstrate how and where we can add value.


Time Management and Planning


Effective management and understanding of the end goals for each customer, day by day breakdown of time and ability to identify how much time is spent in different parts of the sales cycle. Deal management aligned to key steps and agreed timelines.


Achievement Motivation


Driven by the need to find the best outcomes for our customers, and takes accountability for own success. Motivated to meet and exceed targets.

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