Job Specification: Account Manager at the Institute of Sales Professionals
Position: Account Manager
Location: Hybrid with at least 1-2 days a week worked from our Harpenden office
Reports to: Head of Sales
Department: Client Services/Account Management
Type: Full-time, Permanent – Reduced hours considered
What we do & why…
We are the membership body for sales and the representative voice of the profession. We work with corporate partners, individual members and training organisations to promote and advance excellence in sales.
Job Overview:
We are seeking a dynamic and results-driven Account Manager to join our team at the Institute of Sales Professionals. This role is focused on managing and nurturing relationships with our current clients, ensuring they derive maximum value from their partnership with the organization. The successful candidate will be responsible for growing the client base through cross-selling and up-selling, as well as overseeing the renewal of annual partnerships.
Key Responsibilities:
Client Relationship Management -
1. Build and maintain strong, long-lasting client relationships.
2. Serve as the main point of contact for key clients, addressing any concerns or inquiries promptly and professionally.
3. Understand clients’ needs and goals, offering tailored solutions that add value to their business.
4. Monitor client satisfaction and take proactive measures to resolve issues or enhance their experience.
Cross-Selling and Up-Selling -
1. Identify opportunities for cross-selling and up-selling within existing accounts.
2. Promote additional services, products, and resources available through the Professional Body for Sales.
3. Collaborate with the sales and marketing teams to develop targeted strategies to engage clients and drive new business.
Partnership Renewal -
1. Manage and lead the renewal process for annual partnerships, ensuring timely and successful renewals.
2. Proactively reach out to clients prior to renewal periods to discuss the value and benefits of continued partnership.
3. Negotiate renewal contracts and terms, aiming for increased value and continued collaboration.
Client Reporting and Insights -
1. Provide regular reports to clients on their engagement and utilization of services.
2. Collect and analyse client feedback to provide insights for continuous improvement in service offerings.
3. Monitor and track key performance indicators (KPIs) to ensure client success and retention.
Collaboration with Internal Teams -
1. Work closely with internal departments, such as sales, marketing, and operations, to ensure client needs are met and expectations are exceeded.
2. Communicate client requirements, preferences, and feedback to appropriate teams for ongoing improvement and innovation.
Administrative Support -
1. Maintain accurate records of all client communications, contracts, and activities within the CRM system.
2. Ensure all client-related documentation is up to date and well-organized.
Key Skills & Experience:
1. Proven experience in account management, client relationship management, or sales, ideally in a membership or professional association setting.
2. Strong ability to identify and act on cross-sell and up-sell opportunities.
3. Excellent negotiation, communication, and interpersonal skills.
4. Exceptional problem-solving abilities and a client-first mindset.
5. Strong organizational and time management skills.
6. Build senior level client relationships and work with internal stakeholders across all levels of the business.
7. Experience with CRM software and reporting tools.
8. Knowledge of the sales industry or professional bodies is a plus.
9. Ability to establish priorities, work independently, and proceed with objectives without supervision.
10. Accurately forecasting sales activities and revenue.
11. Experience of working in a small organisation.
12. Enthusiastic, self-motivated, and results-oriented with a passion for exceeding targets.
Qualifications:
1. A degree or equivalent qualification is preferred.
2. Relevant professional certifications or memberships in sales or account management would be advantageous.
Working hours/location:
We are seeking 35 hours Mon-Fri (9am to 5pm). The role is hybrid, with at least 1-2 days a week worked from our Harpenden office. Own car is essential.
Benefits:
1. Competitive salary and performance-based bonuses.
2. Comprehensive benefits package (pension scheme, 25 days holiday plus an extra day for your birthday!).
3. Opportunities for professional development.
4. Access to networking events and exclusive resources within the sales industry.
5. Flexible working arrangements and a supportive work environment.
If making a difference to the sales profession inspires you, let's talk.
Application Process:
We offer flexible working options and welcome applications from diverse backgrounds. Please send your CV and cover letter to tom.liversedge@the-isp.org
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