Account Manager

1 month ago

Warwick, United Kingdom Tata Technologies Full time

At Tata Technologies we make product development dreams a reality by designing, engineering and validating the products of tomorrow for the world’s leading manufacturers. Due to our continued growth we are now recruiting for an Account Manager - Aerospace to be based at our office in Warwick .

The Role:

The Account Manager is responsible for managing a key customer account, deliver revenue and profits within the aerospace vertical, for engineering and digital line of businesses. The role will report to the Associate VP Sales Aerospace. You will be responsible for developing new opportunities within the existing account (account mining), developing new accounts (Hunting). You will work collaboratively with Practice, Marketing, and Delivery / engagement/program managers to farm and build new accounts. The role is split 75% farming (existing) and 25% hunting (new accounts).

Area of Responsibility

I. Key Account Management – Develop knowledge about client’s engineering and digital strategy, understand their key priorities and organisation strategy. Develop stakeholder mapping, build awareness of the company’s services and bring alignment between client’s strategy and our service offerings. Penetrating into new areas of business by understanding current engagements and leveraging internal relationships, and learnings of the key programmes. Build & enhance relationships with key stakeholders, assess competition and analyse their relationships, strengths and weaknesses. Get a good understanding of company’s Share of Wallet (SOW) in the key accounts and carry out comparison with competition’s SOW. Leading RFP submissions and their commercials. Preparing and giving executive pitch in the RFP presentations and own the follow up actions for winning the opportunities.

Must perform at least one weekly sales pipeline review with their Manager.

Weekly Sales Pipeline Review includes following:

i.Annual, Monthly and quarterly sales plan

ii.Progress towards monthly and annual plan

iii.Opportunity update

iv.Pipeline development and management (SF update)

v.Weekly activity report, including risk and opp. review

vi.Stakeholder review

II. Business development for a specific key account- Identify and develop viable prospects creating new business relationships. Work with the Marketing and Practice teams for Lead generation. Lead “show and tell” campaigns to promote TTL’s services and maximize the funnel of prospective business opportunities. Identify new and mature existing partnerships to enhance our service offerings. Identify case studies and solutions from other account managers, COE, Practice teams, that are relevant to key accounts and identify opportunities to consider them in company’s propositions.

III. Execution of CRM processes : Complete required activities and verifiable outcomes/actions for each stage of the sales process in a timely manner. Execute towards closures, tracking & reporting in the CRM system and follow the Deal to Delivery process

IV. Probe : Ability to uncover pertinent information and underlying concerns and motivations in order to successfully position our service offerings

V. Ability to demonstrate financial acumen with customer: Analyse, use, and discuss financial business drivers and metrics to advance the sales cycle. Translate sales pursuit elements into financial terms is critical to successful

VI. Margin Improvement – Work with the deliveries team to improve the margin on the account and optimise cost.

Knowledge / Experience

·Good experience in Engineering and Digital Technology Services

·The candidate must hold a Bachelors/Master’s degree in Engineering, an MBA degree (ideally)

·Must have handled a sales portfolio of USD5 - 10Mn plus in previous roles

·Must demonstrate a clear list of key deal wins within the engineering service sector

·Selling offshore delivery experience is essential

·Good team working ability

·Ability to travel within UK and Europe

·Understanding of aerospace engineering requirement, experience of working with the aerospace sector

·Ability to speak European language (French desirable)

In return for bringing your expertise to our business we offer a competitive salary along with excellent benefits including:

·Pension Scheme – We match employee contribution up to 5% of salary

·25 Days’ Holiday

·Private Health Care

·Tata Jaguar Land Rover Privilege Scheme - up to 20% off new JLR vehicles

·Group Income Protection

·Health Assured – Employee Assistance Program

·Group Life Assurance

·Health Shield – Private Health Cash Plan

If you are passionate about bringing innovation to the projects you work on and want to join a global company, then this is the place for you.

Tata Technologies: Engineering a better world.

Tata Technologies would like to thank all applicants for their interest, each application will be reviewed against the set criteria for the role. We would like to advise that only candidates under consideration will be contacted. If you do not hear from us within 10 working days following the closing date it will mean that unfortunately your application has not been successful. We will however retain your details for any suitable future opportunities.

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