Finance/Professional Services & Legal Account Manager

London (East)
29 Mar 2018
13 May 2018
Contract Type
Full Time
This is a regional sales account management role with accountability for driving growth within a defined customer base.
To maximise cross and up-sell service sales to the existing customer base through (1) successful sales execution on own named accounts and (2) effective development your own allocated territory.
Priority of the role is to maintain and grow profitable business from existing customers which will lead to a growing contract book of long-term customer engagements.

  • Deliver incremental new business sales and to cross sell upsell to an existing base of key clients, predominantly to the mid-market in the UK
  • Responsible for establishing account management best practices within the team and by working with peers.
  • Up-sell and cross-sell products and services into named accounts, thereby ensuring an increase in service penetration, revenue and margin performance.
  • The role includes complex solution selling, multi-level selling, application discussions, business outcomes focus and shared strategic roadmap development with key customers
  • Drive year on year increases in account revenues and profitability for territory
  • Build positive and consistent relationships with customers to ensure maximum customer retention, growth and minimum customer churn
  • Be proficient in all portfolio solutions and can effectively articulate Claranet’s value propositions and the business benefits of its services to customers
  • Be capable of writing effective sales proposals, arranging and managing customer meetings, utilizing agreed sales methodologies, developing wider customer relationships and creating and maintaining territory plans
  • Identify, develop and manage the required level of opportunities in order to consistently achieve sales targets
  • Work closely with Service Managers, Solution Architects and other virtual team members to ensure customer expectations are fully managed and any emerging opportunities are handled appropriately
  • Provide accurate forecasts and reports on activity, pipeline and sales
  • Ability to work with relationship marketing and marketing as a whole to develop case studies, referrals, gain attendance to events and seminars from customer base, develop contact strategies and specific campaigns to customers and groups of customers within territory.

  • Bookings (profit and term)
  • Re-contracting
  • Net profit bookings growth (growth – churn)
  • Churn
  • Forecasting accuracy and CRM completion
  • Pipeline size and movement

  • Proven track record of sales target achievement and portfolio increases.
  • Understands principles of account management and sales methodology
  • Demonstrable track record of building customer relationships at all levels
  • Demonstrable track record of selling a wide portfolio of products and services
  • Experience of working with complex sales in a consultative manner
  • Ability to communicate at all levels, both written and verbal
  • Ability to analyse varied information and draw conclusions on areas of strategic focus
  • Strong team player with capacity to lead the virtual team and make decisions when required
  • Ability to forecast accurately and manage a sales pipeline
  • Strong negotiation skills

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