Job Description - Account Manager (118679)Job description Account Manager (118679) Job function : Sales and Client ManagementMain location : UK & Ireland-United Kingdom-WalesSchedule : Full-timeWorking pattern : StandardSalary : CompetitiveClosing date : Jul 24, 2019, 5:59:00 PM Account Manager WalesOur purpose is to use the power of communications to make a better world. For each other, for our customers, for society and our communities. We need you to help us do this.Why this role mattersThe role holder is responsible for developing and executing growth within the Health, Housing, Universities and Local and Devolved Government market by developing and closing complex network and IT services opportunities. They are to communicate BT's value propositions, establishing trust, increasing BT's share of wallet with the customer and driving customer satisfaction.The role holder needs to have excellent stakeholder management skills as he/she will be responsible for developing and managing customer relationships at CIO and board level. The individual needs to be well organised, have the ability to distil customer's objectives and drive account strategy, lead engagement with BT internal stakeholder groups and external supplier/partners. His/her success will be to drive customer transformation, which requires ability to operate at an executive level and sell transformational, complex and multi-tower deals. In order to manage global P&L in the UK and regionally, the role holder will need to have a high financial and commercial acumen. What you'll be doingDeliver sales gross margin, revenue, and SOV GM targetsEstablish and own personal relationships up to CxO level both internally and externally to strategically position BT for maximum competitive advantageUnderstand the necessary price point at which the client will buy (vs. the competition) and then successfully engage the BT team to deliver against that price point via the Winning New Business process if necessaryEngage in market segmentation and lead generation activities within a defined geography to drive pipeline creation, as a means of delivering 3:1 cover of pipeline against ICV targetsDevelop and implement defined contact and account strategies to achieve high and wide effective relationships in targeted accounts, typically (but not limited to) at Board (CEO, COO, CIO) levelDrive and manage relationships with internal BT groups such that they deliver the required contribution and value to market development activity, client value proposition and sales proposal. Drive the contact strategy to develop additional prospects that enables the realization of sales to Heath, Housing, Universities and Local and Regional Government bodies, leading the sale through the Winning New Business process where necessaryEngage with complex deal lead for the successful execution of major network and IT services dealsEnsure that effective account/territory development plans are in place for own target accounts Work with existing and prospective clients to deliver innovative propositions as a vehicle to deliver increasing value to those clients and grow BT's base of business Deliver profitable business to BT Business by way of meeting and exceeding targets for Revenue, Margin, SOV GM and Customer SatisfactionWrite, produce and present high quality, commercially accurate, customer focused documentation to customers and stakeholders alikeProvide management reporting, to include (but not limited to) Margin and Revenue forecasting, sales/bid opportunity progress reports as requiredWe'll also need to see these on your CVRelevant experience in the sales function and dealing with major clients on a face to face basisRegional market knowledge/insight and leveraging for growth opportunitiesSuccess with bids/tenders/FrameworksGood leadership skills in managing, motivating and coaching.Can articulate the major trends in the communications industry and vertical marketCan align industry trends with their likely impact in the market and on the customers supportedStrong solution and product selling skills and expertiseGood level of technical and commercial expertise and knowledgeRecord of achieving sales targets with a good commercial acumenGood communication, interpersonal and presentation skillsAble to write compelling business proposals and input to written business responses as appropriateGood negotiation skillsMotivated to achieve and a self-starter5+ years of experience with relationship management and direct sales Can operate and negotiate with confidence at C-level Demonstrable evidence of large scale business acquisition and target achievementGood leadership skills in managing and motivating teams / virtual teams.Good communication, interpersonal and presentation skillsWhy choose us?We value different perspectives, skills and experiences. We're creating an inclusive working culture where people from all backgrounds can succeed. That's why we welcome applications from all parts of the community.