New Business Account Director

Ref No. BHN534212
Location Poole, England
Job type Permanent
Job Status Empty

Introduction

New Business Account Directors
Competitive Salary Plus Commission
Full Time / Permanent (Remote flexibility)

Important

("MSP" OR "managed services" OR "managed service provider" OR "cloud services") AND ("security" OR "cyber solution")

The Job

New Business Account Directors
Competitive Salary Plus Commission
Full Time / Permanent (Remote flexibility)



Role Summary:

The New Business Account Directors responsibility is to drive business growth through management of a small number of key existing accounts and for new business sales through cross sell/upsell of our client's MIT products and services to customers of our client's other divisions and to also new logos. The role is ar manager position with the Business Development Director carrying both personal and team quotas.


The ultimate objective of the role is to ensure personal targets are achieved through the active identification, development and closure of high value opportunities with key customer and prospect accounts in the UK. To optimise revenue and profit by matching services to customers business needs. To develop and close sales opportunities particularly in the areas of Managed IT Services, IT Outsourcing, Data Centre Transformation (public/private/hybrid cloud), Cyber Security and Managed Network (WAN/LAN) services. Targeting UK headquartered Mid-Market to low end Enterprise organisations within either a named account list or vertical market. Target accounts should have minimum £500k PA spend for the services being initially contracted for.

Key Activities:

  • Effectively manage a territory of key accounts and named prospect accounts to identify, qualify and close new contracts and to defend and grow revenue stream from existing accounts managed by the team (and personally).
  • Maintain an understanding of the product and services portfolio and ensure it is professionally communicated to prospective customers; keep up to date with industry-wide issues and those of our customers and how these translate into business needs.
  • Develop profitable revenue streams by achievement of the revenue and GP targets set by the company.
  • Assist in the development of marketing initiatives that are launched from time to time and ensure effective implementation with customers including feedback; provide market intelligence and feedback that contributes to our client's future sales and business planning process.
  • Report to the Sales Manager on all aspects of forecasting including business pipeline, sales orders, contracted revenue and GP through the CRM system.
  • Develop account plans and sales campaigns to secure new multi-year contracts.
  • Develop and manage virtual teams that secure multilevel contact within major accounts that underpin the establishment of long-term relationships and profitable revenue streams.
  • Focus and prioritise on opportunities to sell multi-product solutions, including upselling and cross selling the entire our client's portfolio to existing Group customers in collaboration with Account Management team of other group operating divisions.
  • Comply with all company policies and procedures, particularly those that impact revenue delivery from customers arising from sales orders.
  • Always represent our client's in a professional manner, both internally and externally and support the adoption of their corporate values.

Candidate Technical Knowledge Guide

  • A minimum of 5 years demonstrable, successful (targets met/exceeded) experience of managing key accounts, selling Managed ICT solutions/services.
  • A minimum of 5 years demonstrable, successful (targets met/exceeded) experience selling Managed ICT solutions/services to new logo and/or dormant accounts.
  • Experience in the Managed IT and/or Data Communications sectors with demonstrable knowledge of the ICT market, especially Managed IT outsourced services, data centre transformation Cyber Security and managed networks (WAN/LAN).
  • Educated to bachelor's degree level or equivalent (desirable).
  • English Language and Mathematics - minimum GCSE level.
  • Can demonstrate practical experience of effectively applying account and campaign planning methodologies.
  • Familiar in use of CRM system (MS Dynamics/Salesforce.com or similar).
  • Experience of structured selling methodology is desirable (Miller Heiman, TAS, Holden Power Base, Challenger Selling or similar).
  • Experienced in use of Microsoft Office suite, particularly Word, Excel and Powerpoint.

Candidate Personal Skills Guide:

  • Strong personal motivation and tenacity to manage customer and prospect relationships, to build trust in the engagement to enhance sales performance. With experience and know how to 'open doors' and to quickly establish credibility with target prospects.
  • Well organised and disciplined with a systematic approach to territory management.
  • Rational and realistic approach to opportunity qualification throughout the lifecycle of the sales engagement.
  • Able to build relationships - building and nurturing effective interpersonal relationships between individuals and across cultures.
  • Skilled in being able to develop and articulate the business case for the adoption of technology/service solutions.
  • Possesses excellent negotiation and communication skills, uses appropriate knowledge, interpersonal skills and communication methods to convince others to one's point of view and/or gain the acceptance of an idea, plan, activity, product or service.

Benefits:

  • Commission plan
  • 22 days' holiday, rising to 25 days with length of service
  • Private Medical
  • Childcare Vouchers
  • Retail discount scheme
  • Life Assurance

 

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