Title:

Senior Account Manager / Senior New Business AM

Location:

LONDON

Salary:

GBP 45,000 to GBP 50,000 per year (GBP 45K - GBP 50K Base + GBP 50K + Bens)

Description:

Job CodeJob TitleSenior Account Manager / Senior New Business AMOrganisation/DepartmentSalesReport ToBusiness Unit DirectorJob PurposeTo account manage and develop business opportunities within specific major clients, in order to exceed sales targets,gross margin and customer satisfaction targets.DimensionsFinancial: A Senior Account Manager is responsible for working with nominated accounts or target accounts in conjunctionwith the Solution Development Team in delivering both the annual Solution sales target for a number of solution types andthe overall revenue target. The revenue target will consist of GBP 6M solutions sales, 900K Gross Margin and GBP 7M for theoverall number.Staff: A Senior Account Manager has no direct reports, but is required to work closely with New Business Managers, theSolutions Development Team and Marketing to effectively market and create business for individual solutions.Others: A Senior Account Manager will focus on generating business for a client or target client, but needs to be awareof each of the major Solutions being sold in the general sales team so that he can replicate success when the opportunityarises.Principal Accountabilities To create and execute a sales strategy within agreed major client accounts, maintaining a high level of contact withinset timescales in order to help define and execute the companys customer engagement strategy. To Generate new revenue opportunities within agreed target markets, maintaining a high percentage of Gross MarginTo ensure a high standard of conduct, leadership and service as a Sales Professional, in such a way as to result incomplete customer satisfaction at all times. To pro-actively Account Manage a number of major clients that produce or have the capability to produce over GBP 1m pa percustomer To create and execute a sales plan, to keep it up to date, and meet the objectives laid down in it. To develop future business growth, protect current revenues and deliver against agreed financial targets.To provide accurate revenue forecasts and keep Siebel up to date.To continually manage a pipeline of business that is at least five times the individual total annual goal. To provide leadership, mentoring and advice to other members of the sales team.Contexta) Operating EnvironmentMy Client has traditionally been a network infrastructure provider and it has recently embarked on a journey to transformfrom a product to a service-lead business. This transformation has begun and is being driven primarily by the clients Waychange programme.The Sales Team will play a key role in this process by working with various managers to ensure that mycustomer is engaging with clients differently in order to generate Solutions revenue.The economic climate continues to be challenging and will require all involved in the Sales organisation to work as ateam in order to deliver against the budgeted sales targets. Any previous processes or attitudes that prevent acollaborative culture will need to change immediately.b) Framework & BoundariesAccount Managers will work within a defined Engagement Model to ensure that the relevant parties are involved at theappropriate time during the business development process. Additionally, they will follow opportunity and sales reportingprocedures as directed.c) OrganisationRelationshipsa) Subordinates:There are no direct reports into the Senior Account Manager position.b) Superior(s):Direction, performance monitoring and coaching will be provided via consultation between the Sales Director and theSenior Account Manager on a frequent and scheduled basis. Weekly conversations will cover short-term objectives andperformance and quarterly reviews will provide review of financial objectives in the previous quarter and planning forsubsequent quarter. Annual reviews will be held to cover overall performance for the year.c) Other Contacts:Within the organisationSenior Account Managers will have to work in partnership with Solutions Sales Managers, New Business Managers and theSolutions Development Team. Constant contact and interaction will be essential in order to generate the Solutions Salesrevenue targets.In addition, it is required that Senior Account Managers work with Bid Management team to ensure that client proposalsand contracts properly document the solution being sold to a client as well as provide my customer with sufficientbusiness liability coverage.Outside the organisationSenior Account Managers are expected to maintain relationships outside of my customer are beneficial in developingbusiness opportunities, which may include membership to organisations and subject communities.Competencies(knowledge, skills, experience necessary to enable satisfactory performance in the job) To continually improve the standards of account management within agreed target client market. This will be measuredagainst financial target achievement and customer satisfaction within the agreed target client market. An additionalmeasure will be a defined plan and ways of developing opportunities. Should possess either degree or professional qualifications and have least 7 years experience of high level sales inthe networking, computing or systems integration sectors Must have attended professional training in Major Account Selling Skills, Advanced Negotiations Skills, SalesPresentations and advanced account planning programmes (eg TAS or Valuebase selling) The ability to work at Board level is a pre-requisite as is the ability to set and execute high-level sales strategies. Must have at least 7 years experience of working in a highly pressurised major selling environment, continuously overexceeding against quotas Must be able to demonstrate Leadership experience and skills.