Account Manager Basic to £27,500 plus OTE - to £37,500

3r Consulting Ltd
Chester, UK
30 Sep 2019
30 Oct 2019
Contract Type
Full Time
The Account Manager works with a large portfolio of existing clients with the principal aim of increasing the number of products and services that each client uses, to increase the total portfolio revenue.

You will look to develop an extensive portfolio existing of clients within a defined portfolio. There will be an emphasis on the up-sell of new products and services to achieve portfolio growth alongside the retention of existing business. This will involve selling all solutions and services in order to promote client longevity. The portfolio will be reviewed annually and adjusted to transition accounts (to/from other portfolios within the business)

The AM will manage a portfolio of existing clients the core of which deliver annual revenues of £150 to £500 p/a
  • Emphasis of the role is to increase the total annual portfolio revenue, through developing new opportunities either through networking or upselling to existing and new decision makers.
  • Secure all available I&M budgets across portfolio and increase margins wherever possible through switch/upselling, i.e. CC to IAC etc.
  • The retention of CCV clients and selling additional core and third party products via the portal and / or online ordering
  • Convert opportunities for additional core products as expected
  • Create meetings for BDM's as when necessary for the introduction of new products, including Connect Recognition / Incentive and Flexible Benefits

Target Market
  • The role involves selling all products and services (with a bias towards I&M) to decision makers across all business disciplines (HR, Sales, Marketing, Finance, Customer Service).
  • The role will be focusing on the private sector and will not include organisations contracted under any frameworks.

Key Duties:
  • Execute the Sales Plan with the Sales Management team, aligned to the overall sales objectives.
  • Maintain a robust sales pipeline, aligned to sales targets
  • Develop collaborative working relationships and practices with all internal support teams (Ops, Finance etc.), engendering spirit of team work and shared ambition.
  • Effective daily use of Salesforce, to maintain a clear view of all clients, opportunities and activities
  • Work with Bid & Tender team to complete responses, taking ownership of any territory client bid, with TAM being responsible for the final quality checks and approval.
  • Assume commercial ownership to ensure all existing arrangements are managed in accordance with contract requirements
  • Use client mapping of products and services, to identify sales opportunities and competitor targeting. Promote the use of all technologies, incl. but not limited to online ordering, portal, compliments select etc.
  • Professional handover of accounts as required with documentation and stakeholder mapping
  • Increase audience engagement / beneficiary take-up across all solutions through introduction of marketing / communication plans with clients.
  • Understand and provide monthly commentary on portfolio performance vs. plan, as well as any specific areas of concern / client issues, include in monthly Board reporting.
  • Maintain accurate business Volume and Revenue reporting, including business forecasting.

Key Performance Indicators:
  • Commercial responsibility for individual performance, achieving Quarterly and Annual Revenue and Issued Volume targets, as defined.
  • Achieve all defined KPI's including booking meetings for BDM's as required
  • Achieve retention and reactivation targets as defined
  • To create and win opportunities
  • To record and know the budget holder, the supplier and contract review date for all products (as appropriate) for every client supported by the Portfolio Development Plan.
  • Drive revenue growth (notably I&M) through networking across a client organisation, not limiting sphere of activity and focus to one area (HR).
  • Regular use of LinkedIn and monthly InMails.

Key Skills & Capabilities
  • Driven, results orientated, self-motivated and professional individual with extensive knowledge of all products, services and processes.
  • Emphasis on relationships, achieving customer satisfaction through by quality of service delivered.
  • Ability to introduce business acumen, market awareness, creative thinking and problem solving skills to client interactions to help buyers define opportunities and tailor solutions based upon product set.
  • Consultative and collaborative sales approach over the phone, with the ability to leverage email, social media, conference and video calls, webinars etc. to maximise their productivity and enhance the customer experience.
  • Ability to leverage and capitalise on client relationships to deliver organic growth and territory performance coupled.
  • Ability to develop and maintain relationships with internal functions in pursuit of exceptional client service experience
  • Exceptional communication skills from presentation and proposal to tender.
  • Use social media channels to promote and drive awareness / enquiries in accordance with the defined policy
  • Strong team working ethic, underpinned by an ability to guide and offer advice as necessary. Ability to work with and influence across business functions.
  • Strong analytical skills

  • At least 1 years' experience of account management in a B2B environment
  • A clear record of up-selling and cross-selling within accounts
  • Demonstrable track record of achievement
  • Experience of selling to the HR, Sales, Operations and/or Marketing functions would be an advantage

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