JOB DESCRIPTION
Account Director (Emergency Services / Blue Light)
Location: Flexible work location (Agile working)
Job type: Full time, Permanent
Ref: 786
Telent are looking to hire an Account Director to be a part of our Network Services Sales & Marketing division. This is a fantastic opportunity to work in a dedicated and driven Sales team that will specialise in the Emergency Services, Blue Light and Public Services sectors - the role will allow you to exercise your expertise to break into new markets like Healthcare, Fire Services and more.
This is a flexible working location role, that will see you work from home, travel to a Telent office from time to time for meetings (most likely Warwick and/or London Pirin Court) and attend customer meetings when required.
At Telent, you will have the opportunity to be a part of something bigger. To keep things moving, to connect people. It's important work that we are passionate about. Learning fast, inspiring colleagues, and making the entire organisation run smoother and better. Join us and help keep the nation's critical networks connected and protected.
Requiring breadth and depth of experience and a collaborative attitude, you'll deliver sales and business development strategies, form and develop new customer relationships, drive profitable growth and support the development of our sales solutions within the IT and Networks space. This Account Director role requires the capability to ensure that order / sales growth targets are met and exceeded. You will be responsible for the growth of key customer accounts with the focus to WIN new landmark customer contracts in UK markets. You will be responsible for leading meetings with C-suite executives to acquire new business via the route of maximising our solutions, capabilities and offerings, whilst building relationships and engaging with our customers.
Account Director - What you'll do:
* Drive strong business development activity to win business and acquire new customers.
* To grow orders with key customers and new contracts; applying focus to those contracts that will provide long-term sustainable revenue growth to Telent.
* Lead customer proposals and presentations in response to specific opportunities.
* Develop a strong pipeline which reflects and covers annual targets across a 5-year plan.
* To seek maximum profitability in all business won.
* Using your knowledge to clearly identify and provide a plan for named opportunities and pipeline over a 5-year period.
* Understand the partner/vendor landscape in relevant business area and build key partnerships with joint target plans to support growth of orders and strong collaborative partnerships.
* Continuously develop and share understanding of the competitor marketplace/positions to support Telent to increase its influence, position, and solutions in the market.
* To collaborate with Telent's Network Services division to support the development of efficient business winning solutions working with the Operations/Delivery Heads to ensure Telent customers are provided with clear and concise service/solution offers in the market.
* Build, share and action Account Development Plans for key customers and target prospects with the wider Network Services team to support a collaborative sales strategy.
* To fully engage as a member of the Sales team, working with other team members to support the development of strategy and the best possible performance for Network Services.
* To ensure forecasts recorded in Salesforce are continually kept up to date and accurate over a 5-year period.
* To support Marketing with driving new business development campaigns. Support the development of solutions collateral for use in customer presentations, Telent marketing brochures and the telent.com website.
* To build, lead and maintain strong customer relationships and monitor and improve Telent customer satisfaction.
* To work with the appropriate Customer Services Management, Project Management and Engineering/Operations departments to ensure common understanding of commitments made to customers and support collaboratively.
* To ensure there is a formal handover to the Customer Service Management department for all business won.
* To capture, collate and act upon opportunities identified by the delivery departments in working with customers.
* To work with Bid Management to continually improve the quality of Telent proposals to its customers; measure, learn from and work to improve the success rate of bids.
* To follow governance relating to all bid processes.
* To minimize cost selling and speed of response by using the Sales Desk, price books (using CPQ) and standard collateral where appropriate.
* To apply risk management techniques to sales proposals that ensure Telent has the most competitive offer with minimal risk severity impact to both Telent and its customers.
* To optimise the use of available data to increase efficiency and sharing of knowledge across the business.
* Assist colleagues, where necessary and/or requested, in contract launch, invoicing, and cash collection activities when customer contracts are "in-flight".
Account Director - Who you are:
This Account Director role will see you develop sales into the Blue Light Emergency Services world, whilst expanding our capabilities into verticals like NHS/ Healthcare, Defence, Fire and Government. This is a chance to help invigorate our options and provide a fresh approach to winning new opportunities. You will be required to manage and develop client relationships, build and develop business and help steer the client in maximising our service offerings across Network Services. This is a "Service" led sales team, not a "Product" led sales team, so having experience in a similar industry is advantageous. As an Account Director at Telent, we require the capability of talking-technical with the client if necessary with C-suite executives, although the role will see you build and develop relationships with clients in a dedicated market. The Account Director will also naturally be a confident communicator and work well within a team and autonomously.
Account Director - Key requirements:
* Skilled in the use of Microsoft Office applications.
* Excellent presentational skills, both verbal and written.
* Client facing with good communication and negotiation skills.
* Experienced Senior level Sales / Account Manager with a proven sales track record in a technology or in the services / public services / blue light sector.
* Deep commercial and domain knowledge of the appropriate market.
* Ability to define, construct and articulate complex service solutions.
* Broad understanding of Telecommunications products, technologies, and services.
* Understanding of operational, commercial and financial aspects of technical services contracts.
* Strong interpersonal and organisational skills.
* Able to complete risk analysis of factors contributing to profitability.
* Demonstrable intellectual capacity to develop and deliver simple solutions to complex challenges.
* Thorough understanding of Business Development processes.
* Financially astute with proven ability to interpret P&L / Profit & Loss.
Telent - What we offer:
A career at Telent can span sectors, roles, technologies, and customers giving you the opportunity to develop, learn new skills and make an impact. We are growing and we rely on our committed Team to deliver.
We nurture the talent that makes this happen, by our on-going commitment to creating an inclusive culture that respects and values difference, that celebrates diverse ideas. We want everyone to feel they can be themselves and to thrive at work.
The additional benefits with this role:
* A competitive starting salary + yearly pay reviews
* Company car allowance scheme
* A Sales Incentive Plan (SIP scheme)
* 26 days holiday, plus public holidays, and the option to purchase up to 10 days at the beginning of each holiday year
* Company matched pension scheme (between 4%-6% contribution matched)
* A range of family friendly policies (eyecare, vaccinations etc.)
* Enhanced maternity and paternity pay
* Access to an occupational health support and wellbeing Portal
* Discounts on Cinema, Restaurants and Shopping with Telent Reward scheme
About Telent:
Telent is a leading technology company and specialist in the design, build, support and maintenance, drawing on decades of experience in mission critical communications and technology of the UK's critical digital infrastructure. The work we do helps connect thousands of people and communities, using the best technology and innovation available. When you join us, you'll have the opportunity to make a real impact on all our futures by fulfilling your potential and delivering high performance. We work together to make everyday life work better for everyone. You'll be part of a team of more than 2,400 brilliant, dedicated people committed to getting the job done well.
Brilliance brought together.
We are guided by our values and behaviours:
* Be Inclusive
* Take Responsibility
* Collaborate
* Be Customer-focused
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