Account Manager

3 weeks ago

Elland, United Kingdom A-SAFE GROUP Full time

Account Manager (AM) Location: A-SAFE

Focus: Technology and Services

Region/Location: EMEA/UK


Overview:


Are you skilled at maximising Customer Lifetime Value (CLV), boosting Annual and Monthly Recurring Revenue (ARR & MRR), reducing attrition, and enhancing adoption? Do you have a talent for thriving in diverse networking environments to maximise customer engagement and growth outcomes?


As a Technology Account Manager at A-SAFE, your primary responsibility is to nurture the growth and expansion of A-SAFE’s industrial IoT (IIoT) safety and productivity solutions. This role is centred around expanding sales following a handoff point with the account executive. You will work with the customers organisation, forging multifunctional internal connections to develop business cases, expanding sales and accelerating the customers digital transformation and technology journey.


Join us in our mission to save lives, reduce accidents and safeguard operations and be a part of a company where your talent can truly make a difference.


About A-SAFE


A-SAFE is the long-established market leader in innovative industrial safety solutions. We help create the world’s safest and most advanced and efficient workplaces. As the pioneer of the first industrial strength polymer safety barrier, we have revolutionised workplace safety standards and continue to lead with our cutting-edge products and technologies.


We build close long-standing relationships with some of the world's biggest brands and busiest industrial facilities. Our global presence spans the Americas, EMEA and APAC, with 16 sales locations and a team of 500 customer-facing colleagues. Our extensive network reflects our deep understanding of diverse market needs and our ability to respond effectively to various customer requirements. We pride ourselves on our collaborative relationships at various levels of our customers' businesses, fostering long-term partnerships.


Our commitment to innovation is evident in our technology offering, including next-generation Industrial IoT solutions. Our early success is evident, with >20,000 edge devices already deployed with customers globally. To facilitate rapid acceleration at scale we have identified the need for resource to meet the specific needs of a hybrid (hardware and software) as-a-Service sales model.


What you will be doing:

  • Build and maintain long-term relationships across multiple sites and a diverse functional stakeholder group.
  • Accelerate customers through their digital transformation journey, continually showcasing A-SAFE’s IIoT safety and productivity solutions.
  • From the handoff point (first renewal with the initial site), you will assume responsibility for the sales cycle. Your targets will include Customer Lifetime Value (CLV) and all subsequent customer sales.
  • In addition to the continuation of existing recurring sales, you will be targeted to expand sales into other sites with your customers.
  • You will proactively network with your customers, facilitating collaborative meetings and engaging with diverse stakeholder groups, building networks and awareness across customer sites and groups.
  • Collaborate with cross-functional teams to deliver comprehensive solutions, ensuring customer satisfaction.
  • Manage RFI and RFQ processes, negotiate deals, and achieve sales targets.
  • Maintain accurate CRM records and support sales forecasting.
  • Keep abreast of industry trends and competitor activities.

Must have:

  • Proven experience in account management in as-a-Service B2B environments.
  • Or better, experience with Hardware & Software as-a-service preferred over pure software.
  • Confidence in building strong relationships with existing customers and multiple domains.
  • Skilled networker and facilitator, able to network across domains, introduce subject matter experts into the equation, drive continued value for the customer.
  • Effective communication, able balance commercial and technical requirements.
  • Ability to convey technical concepts to a diverse audience.
  • Able to build business cases for service scale and expansion, including case for further Investment.
  • Strong communication, negotiation, and relationship-building skills.
  • Self-motivated with excellent problem-solving abilities.
  • Capable of working both independently and as part of a team.
  • Fluent in English, with a high level of proficiency in professional business communication.
  • Pragmatic, adaptable, and resilient under pressure.

Could have:

  • A background in industrial safety or related engineering fields.
  • Experience with Industrial IoT solutions.
  • Experience in consultative sales.

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