Abbey Industrial Solutions: Internal Account Manager

Recruiter
Osprey Engineering Solutions
Location
Leeds, UK
Salary
Competitive
Posted
14 Aug 2019
Closes
02 Sep 2019
Ref
1224498720
Sector
Engineering
Contract Type
Permanent
Hours
Full Time
Job Title: Account Manager - Internal

Holidays: 30 Days Holiday (including Bank Holidays).

Location: Wakefield Head Office

Company Overview:

Abbey Industrial Solutions has been involved with the supply, servicing and management of Industrial Tooling for over 30 years. Working with a range of blue-chip manufactures to make their organisations not just more productive, but safer for their employees. Abbey prides itself on its ability to help its customers overcome their challenges with its broad range of technical expertise and bespoke solutions.

The business has seen rapid growth in recent years, leading to a doubling of revenue since 2016, and a significant increase in head count and locations. Abbey currently employees over 50 people from 4 locations across the UK. This growth has been a result of business diversification into new markets, product offerings and technical development.

Job Description:

A large number of smaller accounts and customer groups (>£15k revenue) are playing an increasingly important role in the delivery of our strategy. As we seek to develop and grow our presence in this part of the market, planning and executing world class internal account management and prospecting will become critical capabilities. The Account Manager- Internal will be managing the interface between Abbey Industrial Solutions and a large number of smaller accounts throughout the UK, and will drive growth within our existing customer portfolio, as well as identifying and exploiting new opportunities in a defined market space.

This position is a new appointment by Abbey Industrial Solutions as the business strives for 100% retention and growth in the SME market across several sectors such as General Industry, Off Road, Automotive and Aerospace. This position will facilitate that growth through an active involvement in account management and development.

Tasks and Responsibilities:

Develop (and agree both internally and externally) the activity plan for each house account. These house account plans will be aligned with the overall business strategy and any agreements with relevant strategic partners. They should also be aligned to internal marketing initiatives and product/services launches. They will encompass improvement of agreed performance indicators for both the internal accounts and Abbey Industrial Solutions and drive increased overall profitability in line with the business strategy.

Input to and execute an agreed prospecting strategy for internal accounts, including data gathering, market knowledge, stakeholder and relationship management and tender/offer processes, which may include participation in processes across the whole of the UK.

Implement the annual internal account plan with the account portfolio, regarding:

1.

1. Identifying critical customer needs and match our value proposition to those needs.

2. Execution of agreed activities to maximize customer and company objectives and value

3. Stakeholder and relationship management at all levels and through all functions of the customer and the company

4. HSSE compliance

5. Manage all revenues associated within the activity at the house account to maximise impact on account profitability

6. Targeting and development of potential new customers

7. Tender and quotation management

8. Proactive engagement with the wider sales team to promote profitable collaboration

9. Liaising with customers to ensure projects are delivered on time, on budget, and to customers satisfaction.

Collect and monitor results from the execution, both from a Customer and a Company perspective, and analyse against the plan, and report KPI's to the Sales Director on a monthly basis. Share insight, market knowledge and experience in structured format using available tools and methodology.

Notice: the job holder may be requested to assist in other area of the business when necessary, and occasionally visit customers when required.

Person Specification:

* Internal account management background within an Industrial Sector focussed on End Users

* Mix of solutions sales and product sales experience

* Understanding of Industrial tools or related products

Key Competencies Level

Account Management Skilful

Customer Relationship Management Skilful

Consulting and Selling Skills Skilful

Customer Profitability and Value Chain Understanding Skilful

Products and Services Knowledge Skilful

Sector, Market, Customer, and Competitor Understanding Skilful

Experience Level

Experience in a B2B internal account management role Mandatory

Experience of working in an organization with complex customer interfaces Mandatory

Tooling solutions Desirable

Good Communication skills at all levels, internal and external, written and verbal Mandatory

Strong team player and ability to work alone. Mandatory

Key Challenges

Maintaining customer relationships during period of change

Working and liaising with technical and other field staff

With the continued journey toward simplification and background of a developing strategy the management of change within customers and ability to demonstrate strong confidence is key

Self-sufficiency and the ability to make decisions and find your own solutions will be key

Managing workload to meet customers expectation and grow business in line with plan

Management of customer business reviews to communicate and prove value delivery and reinforce relationships.

Prospecting of small, valuable customers both individually and as part of a team will require the internal account manager to build new relationships and innovate in order to gain access to business opportunities.

Education & Qualifications

Full driving licence

Economic dimensions associated with role

Number of customers is approx. 350

Annual revenue of circa £0.5M

Growth Target is 15-20% per annum

Abbey Industrial Solutions Partners

Cleco / Apex Tool Group

Mountz

Sturtevant Richmond

Ingersoll Rand

Other Manufacturers:

AIMCO

Atlas Copco

Desoutter

Doga

Stanley

Bosch Rexroth

To find out more info please contact our recruitment partner Matthew at Osprey Engineering Solutions

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