Account Manager

Job Title: Account Manager
Place of Work: Field-Based (South of Birmingham)
Job Status: Full Time, Monday-Friday / Permanent
Package: Competitive base and bonus (up to double OTE) + Car

JOB PURPOSE

Act as the owner of your customers, understanding their strategic business goals, developing long-term relationships and selling across the full Managed IT Solutions portfolio.

You will be responsible for delivering your personal first-year margin sales order intake target and your base growth target, set at the beginning of each financial year. To achieve those targets, you will be expected to engage with Pre-sales, Commercial and any other relevant teams to deliver customer solutions that drive business outcomes.

The Account Manager role involves identifying opportunities and working to sell into key accounts, creating tailored solutions that lead to cost-effective and profitable outcomes to satisfy customer requirements.

KEY RESPONSIBILITIES

• Nurture and develop relationships with customers and vendors to drive organic growth and cross-sell.
• Understand the customer business and IT strategy to act as an ambassador internally for the customer.
• Manage customer requirements within Managed IT Solutions to ensure maximum revenues and customer loyalty.
• Identify, qualify, develop and close opportunities to drive growth.
• Ensure CRM systems are updated promptly to reflect opportunities, contacts, account development plans and customer insight.
• Address customer queries and work with direct internal resources to resolve issues and enhance customer satisfaction.
• Work with relevant internal customer-facing teams to identify wider strategic customer challenges and introduce Managed IT Solutions as and when applicable.
• Proactively build customer contacts and rapport across the customer base, working across multiple levels of contact and operating units within a customer.
• Act in accordance with Managed IT Solutions values, working controls and policies.

OBJECTIVES & KPIs

1. Achieve sales targets in line with business objectives.
2. Cross-sell, create, manage and develop whitespace opportunities to grow the customer base.
3. Actively develop customer relationships by maintaining high levels of customer satisfaction and conducting business reviews. This may also involve working alongside Service Delivery Managers when reviewing applicable accounts.
4. Ensure regular face-to-face contact with customers, vendors and appropriate stakeholders across Managed IT Solutions, such as Executive Sponsors and the wider Virtual Team.
5. Hold regular meetings, monthly reviews and quarterly business reviews where appropriate with customers.
6. Ensure customer business understanding, changes and initiatives are captured and reported effectively within Account Development Plans, as well as maintaining regular contact with the necessary stakeholder teams within Managed IT Solutions.
7. Ensure adherence to the OCR Forum.
8. Maintain accurate data in CRM.
9. Participate in and be actively involved in team and vendor sessions as well as internal events.

Experience

• Experience of working within IT sales.
• Background in sales and managing corporate accounts.
• Familiar working with Cloud, Networking, Security and UC&C - Essential
• Practical experience of achieving targets.
• Previous exposure to managing and growing accounts.
• Previous experience of using a CRM.

Knowledge & Skills

• Sales accreditations in Cloud, Networking, Security and UC&C - Essential
• Understanding of Account Management, building relationships and increasing wallet share = Essential
• Competent document writer.
• Project, time management and organisational skills.
• Excellent communication and interpersonal skills to interact successfully at all levels.
• Persuasive with good negotiating skills.
• Ability to work on own initiative, generating new ideas and following through to completion.
• Sound decision-making skills with use of initiative.
• Excellent computer skills including the full Microsoft Office suite, ServiceNow and Salesforce.

ECS Resource Group are an Equal Opportunity Employer, for more information please click the following link: (url removed) In accordance with the Equality Act 2010, if you require an alternative form of application please click the following link: Flexible Application Process - (url removed)/work/flexible-application-process