Account Manager

Recruiter
Michael Page Sales
Location
Warwickshire
Posted
29 Sep 2017
Closes
13 Oct 2017
Sector
General
Contract Type
Full Time

Responsible for the total account management of a set number of accounts within the Public Sector and a geographical designated territory.

Managing the entire sales life-cycle through Customer Relationship Management (CRM) system from inception to closing the deal and responsible for achieving the allocated monthly revenue target

Client Details

Our advanced equipment and software optimises the way businesses send and receive customer communications, by mail or email. We can help any size of organisation build closer connections with customers, improve brand image, save time and cut costs.

Customers are significantly more satisfied across a range of support activities. They outperform its nearest rival in Overall Satisfaction, and across each of the 10 most important functions rated by customers. They were rated significantly better for; Maintenance, Postal rate chips and Sales relationships.

Description

Reporting directly into the Sales Manager this role is responsible for the total account management of a set number of accounts within the Public Sector and a geographical designated territory.


This role requires you to spend one day per week in the Birmingham office and four days per week in the field (Derby to Wolverhampton)

Sales Objective;

Maintain agreed appointment levels
Manage the Sales Pipeline
Associated Administration
Achieve agreed Revenue Targets / Product Mix targets and required business quality


Account Management;
Regular account management reviews face to face with key influencers and decision makers within customer and prospect base, to discuss and develop opportunities to upgrade, replace or enhance the use of NUK's expanding portfolio of products and solutions.
Provide pre sales and post sales support and respond to all customer issues within 24 hours


Undertake Public Sector Account Management;
Understanding processes
Associated decisions and behaviours
Procurement Rules
Tendering Processes
Service Level Agreements
Framework Agreements
Public Sector Timescales


Time Management (Organisation & Administration);
Attend one team day per week in the office / 4 days per week in the field and organise a minimum of 12 customer/prospect appointments per week.
Apply effective territory management to minimise the costs to the business through efficient time management, and reduction of fuel and travel costs.
Manage the CRM system to update opportunities and activity for the purpose of self management and business reviews with line manager.
Process orders effectively on the CRM system and submit the completed paperwork on time to the Regional Administrator


Reporting;
Update the CRM system accurately with all appropriate KPI's, Pipeline, Opportunity and Revenue achievement on a daily basis in order to assist in monitoring progress toward set targets as well as allowing Line management to carry out productive one to one sessions.
Sales Forecasts should be submitted on a Weekly/Monthly and Quarterly basis Update MAPS documents on specific target accounts
Maintain daily contact with line manager in relation to progress and undertake twice yearly competency framework reviews carried out by the Sales Manager


Forward Planning;
Present a Business Plan at the start of each financial quarter to include KPI management and Target Account activities which should align with the annual plan that will assist in achieving weekly and monthly targets
Budget Management/Financial Resources
Achieving Annual Revenue Target, broken down by NUK's business and product mix as well as being influenced by the company objectives of 75% Lease Penetration and the correct discount levels for hardware, software and service

Profile

The successful candidate will posses the following experience;
Significant essential Knowledge of the sales cycle - skilled in both transnational and solution selling
Significant sales experience in a similar field
Graduate (or demonstrate the ability to learn quickly and relay information accurately to customers)
Knowledge of presentation skills and associated technologies E.g. PowerPoint and comparable CRM systems
Essential significant knowledge in the theory and application of Account Management
Have a Significant understanding of Bid Management and Tendering processes
Have a Significant understanding of framework agreements and understand customer SLA's
An awareness of forward planning and an understanding of the Sales Cycle within Capital Equipment or Solutions Environment
Significant time management and organisational skills & experience
Extensive demonstrable experience of ability to achieve set targets including revenue, margin and business mix as per Key Metrics
Understanding of calculations associated with the Sales process such as Lease Rates etc
Extensive experience and ability to influence and negotiate with customers successfully and effectively
Exposure of working with customers to identify issues and needs and apply appropriate solutions

Job Offer

£25-26,000 basic salary and Year 1 OTE £55,000