Job Description
* Job Title: Account Director
* Location: Manchester
* Salary: £60,000 - £65,000 plus commission, OTE of £120,000 - £125,000
The Company:
Our client is a multi-award-winning tech start-up, their platform empowers businesses to transform their Procurement to Payment process through financial process automation software. In doing so they enhance efficiency, accuracy and financial health by seamlessly automating critical supply chain transactions.
Your Role:
This is an exciting opportunity to work within a fast moving and dynamic organisation focussed on transaction process automation to deliver significant business benefits to our prospects and existing client base.
Working across a range of Industries, the successful candidate will drive both new business opportunities and manage relationships with high value and high growth potential customers.
Key Objectives:
* Generate new business opportunities within the target sectors, focussing on securing large scale organisations to support our growth strategy.
* Responsible for the full life cycle of the sale process through the funnel from prospecting right the way through to contract negotiations and closing.
* Qualifying prospects generated from both the SDR team and through self-generation, understanding the prospects objectives and tailoring proposals and software demonstrations to fully meet and exceed on needs.
* Work closely with the marketing team to create and jointly manage sales campaigns that are specifically aimed at whitespace in the client base.
* Build and grow relationships with prospects and key clients, including C-Suite, with the key aim of driving through significant sales growth of portfolio solutions.
* Generate and maintain customer advocacy with the key aim of making as many clients as possible referenceable.
* To visit clients on a regular basis as required I.e. Quarterly meetings to carry out strategic account reviews with key stakeholders in a structured manner.
* Work with Customer Success to resolve any escalations.
* Responsible for the growth and maintenance of a healthy pipeline at a level that gives coverage for achievement of targets.
* Negotiation and closing of contract renewals.
* Maintaining accurate and up to date records within our CRM system.
* Deliver an accurate weekly sales forecast.
* Work with the Management team to identify key opportunities for growth.
* Build & maintain strong working relationships with all departments to ensure that the relevant support is available to deal with all customer queries.
Candidate Requirements:
* A minimum of 3 years' experience working as an Account Director or Account Manager with proven track record in achieving and exceeding on targets.
* High Calibre Sales individual ideally with SaaS Sales experience within a B2B environment.
* Knowledge of Finance and Sales Order Processing systems is an advantage but not essential.
* Talented individual who can demonstrate experience of building relationships and sell at C-Suite level.
* Able to evidence consistent performance against sales and customer satisfaction targets.
* Experience of strategic account planning, account reviews and contract management.
* Experience of creating the vision of business value to key stakeholders using tools such as Return on Investment modelling.
* Time to Value analysis and Total Cost of Ownership models.
* Strong Discovery/ Account Planning opportunity creation and closing skills including objection handling skills.
* Must be an excellent communicator through various mediums.