Account Manager Abingdon, England
Job description
Description
As Account Manager your purpose is to plan and deliver strategic growth and value within allocated Accounts. You will be accountable for allocated revenue and customer satisfaction targets within your accounts and driving adoption of Achilles services to ensure programme and Account success.
Additionally, to create long term value by delivering ongoing relationship management into Accounts, acting as a trusted advisor to the client and consistently driving revenue based on new supplier campaigns, product utilisation, training and other areas of opportunity.
We welcome applications from people of all backgrounds. We foster a diverse and inclusive culture that empowers staff to grow and maximise their skills in an environment free from all forms of inequality.
Key Responsibilities
RELATIONSHIPS
- Identify key decision-makers within high value Accounts (including through maintaining up-to-date Account Plans and stakeholder mapping)
- Build and maintain ongoing relationships with all relevant stakeholders at senior management or executive level within Accounts
- Conduct regular status and strategy meetings with the customer’s senior management teams aligned to an account governance plan
- Leverage Head Office and local relationships to support growth of account in other geographies
- Where required, coordinate with Face-to-Face Account Managers in managing satellite locations
RETENTION
- Ensure that Achilles capabilities, products, and services are being leveraged to best effect to provide value to the customer
- Manage proactively the Buyer renewal process including managing negotiations and contracting
- For customers choosing not to renew, ensure reasons for decision are understood, mitigated if possible and fed back to relevant Achilles stakeholders
REVENUE
- Set key account strategy within framework set by Company strategy and plans
- Create, maintain and deliver against detailed account plans and forecasts
- Drive increased revenue from the Accounts through expansion of the buying organisation into new geographies, new sectors and new products
- Drive the demand for Achilles products and services through demonstrating their value to the customer, with a particular drive to share insights from Analytics team where relevant
- Cross-sell and upsell additional products which could add additional value to the customer
- Leverage relationships to support growth of account and account penetration in additional geographies, sectors and products
PROCESS
- Initiate kick-off workshops (with support from project manager and involvement from new sales managers), track and report progress and work in partnership with the customer to resolve escalations
- Co-ordinate internal teams to achieve customer outcomes and programme success
- Work with new Sales Managers to increase revenue for Accounts in new geographies and across new products
- Support Sales Team to build sector expertise
Qualifications
KNOWLEDGE
Consultative selling
Formal account management practises, e.g. stakeholder mapping, account planning, forecasting
EXPERIENCE
Significant experience of managing a portfolio of complex accounts at Executive level
Experience of account management within target industry/sector, with detailed industry knowledge
Managing a Portfolio of 3-5 accounts with combined annual recurring revenue of £2M+ in a technology related service
QUALIFICATIONS
No specific qualifications required, however advanced degree or significant experience in the industry preferred
Person Specification
COMPETENCIES
STRATEGIC JUDGEMENT
- Contribute to sector, community, and Account strategies to maximise business growth and customer satisfaction
- Seek to understand competitor activities and the implications for Achilles
- Draw on a wide range of organisational and management information to inform decision-making
- Develop strategies which drive the long-term growth and success of their area
- Identify threats, opportunities, strengths and weaknesses of Achilles’ offering and reviews strategies in the light of these
INFLUENCING
- Have a firm grasp of organisational politics within customers’ organisations and manage these effectively to gain positive results for Achilles
- Build alliances, coalitions and behind the scenes support in order to progress their agenda
- Use complex influencing strategies tailored to the situation and stakeholders involved
- Employ successfully indirect influencing to persuade others (e.g., uses experts to strengthen their case, gets key decision-makers or influential people on board)
DRIVE & MOTIVATION
- Act as an ambassador for the organisation (e.g., represents Achilles at industry events)
- Act as a role model for their positive attitude, their passion for and commitment to Achilles
- Able to motivate both themselves and others through prolonged periods of pressure or uncertainty
- Inspire others with their drive, enthusiasm and energy
CUSTOMER FOCUS
- Show a clear understanding of the different customers and their needs
- Work collaboratively with customers to establish expectations and needs and agree service delivery levels
- Gather and formally analyse customer feedback and satisfaction levels and use this information to improve future performance
- Develop communication plans and strategies which ensure customers and stakeholders are fully consulted and informed
- Monitor solutions put in place to improve service delivery levels to ensure they have the desired impact
ACHIEVING RESULTS
- Deliver results and meet or exceed revenue targets
- Monitor projects or programmes against plans and timescales
- Take appropriate corrective action when projects go off track
- Take account of all stakeholders needs and translate strategic goals into practical, efficient and effective operational plans
- Create detailed project plans which incorporate risk management, effective use of resources and measurable outcomes
Job Types: Full-time, Commission
Salary: £45,000.00-£60,000.00 per year
