Role
Role overview:
To be responsible for managing and expanding upon key commercial accounts, establishing and maintaining long term strategic relationships in order to maximise sales opportunities to support business growth and profitability.
Main tasks and responsibilities:
- To actively pursue net-new business opportunities with aggressive prospecting into existing accounts and new business prospects; working closely with the Product Team, Sales Management and Channel Teams
- To utilise consultative, solution based selling techniques to identify opportunities for the company’s portfolio of hardware and services
- To effectively manage a portfolio of key sales accounts and drive high standards of account management and revenue growth
- To develop proposals, conduct presentations and represent the Company at meetings with key clients and stakeholders, maintaining the professional image and reputation of the Company at all times
- To be instrumental in creating, negotiating and closing key commercial agreements
- To develop strategic key account plans in accordance with Company standards, taking appropriate actions in order to achieve these plans
- To identify the needs, wants and expectations of key clients, focusing on developing and maintaining effective, long-lasting working relationships to attract business and increase market share through ensuring high customer satisfaction levels
- To effectively manage business reviews and customer satisfaction activities
- To act as a central point of escalation for customer concerns and issues and to drive resolution
- To achieve profitable sales targets and strategic objectives in assigned accounts, alongside leveraging sales opportunities and developing a strong and successful pipeline
- To accurately forecast pipeline deals through SalesForce and to participate in weekly funnel calls with peers
- To coordinate the involvement of internal stakeholders and resources in order to meet account performance and financial objectives in assigned accounts
- To liaise directly with internal marketing resource to develop effective marketing activities and materials to drive sales growth
- To undertake sales data and forecast analysis and regularly report to the Sales Management Team on sales performance and activities undertaken and planned for the future
- To support the Sales Management Team in the development and implementation of the Sales Strategy and associated business improvement initiatives to achieve performance targets
- To successfully manage all aspects of the sales cycle including; RFI, RFQ and RFP processes
- To complete required training and development objectives within given timescales
- To maintain current knowledge of market and industry trends, competitors and key clients, in addition to an in-depth product knowledge of the services provided by the Company
- To comply with the Health and Safety at Work Act 1974, adhering to the Health and Safety Policy and associated procedures, ensuring the health and safety of oneself and others
- To adhere to the Company’s policies and procedures, maintaining a professional standard of conduct and upholding the reputation of the Company at all times
- Any other duties as required in order to meet business objectives
Pre-requisites:
- Proven record of achievement and the ability to generate profitable sales within a strategic sales account management role, consistently meeting or exceeding targets, preferably in the data storage/software industry
- Direct experience of establishing, maintaining and maximising key client base(s) and partnership networks
- Demonstrable experience of business development, securing new business and increasing revenue through the generation of leads
- An adept communicator with the ability to negotiate, influence, forge and maintain strong and mutually beneficial working relationships
- In possession of excellent report writing and presentation skills, with the ability to articulate oneself in a confident and professional manner
- Proven track record of sourcing, identifying, converting and attracting new clients
- Global 50 account experience preferred
- Ability to manage a multi-faceted workload and work to tight deadlines with conflicting and competing demands
- Ability to undertake a consultative or solutions selling approach is required
- Highly self-motivated individual with a proactive approach to account management
- Ability to work independently and as part of a team
- Flexible individual capable of successfully adapting in a high-growth and dynamic environment
- Must be flexible to travel and work across business areas
- Competent in the use of technology with excellent ICT and analytical skills
Further info:
- Up to £75k basic, excellent OTE + bens
- South
To apply:
Please either register your CV and complete the information fields requested or send your CV to referencing LCL102 and your current salary