Strategic Account Manager - Public Sector
Ref: VR 01549 - Scotland - Competitive plus excellent benefits
Job type:
Permanent
JOB HOLDER: Vacancy
Reporting to: Head of Account Management
Location: Field Based
Role Type: Full Time, Permanent
GRADE: 3
Job Summary:
Reporting to the Head of Account Management, you will be responsible for the development of client relationships and services within your portfolio of regionalised accounts.
Key Responsibilities:
1. Achieve sales targets, both in terms of units, margin, and ancillary products contribution.
2. Identify and propose solutions to up-sell product portfolio into the existing client base.
3. Identify opportunities to revise client pricing structures to maximise revenue and gross profit.
4. Ensure all manufacturer products are highlighted to the customer base for maximum product penetration.
5. Ensure all solutions recommended to customers are within the profit models, agreed by the Head of Account Management and Sales Director, demonstrating sustainable account profitability.
6. Introduce a Strategic Account Plan to all customers and ensure progress is maintained and captured.
7. Ensure that all clients within the portfolio are regularly updated on all new mobility products and initiatives from the business.
8. Support the Business Development team in new business opportunities where appropriate.
9. Coordinate and manage all customer-related activity with internal function heads and colleagues, including customer visits and solution implementation.
10. Act as the Voice of the Customer within the business to ensure their requirements and feedback are represented and actioned appropriately through business improvement projects and initiatives.
11. Identify key internal relationships and utilise their experience in all activities.
12. Provide a consultative approach to the client in policy advice and development, sharing best practices across the team and client base.
13. Know and have relationships with all clients within your portfolio and understand how decisions are made.
14. Build relationships with all manufacturer contacts within your business environment, engaging with them on networking opportunities.
15. Work collaboratively with third-party suppliers to propose and deliver client solutions in line with the business product offering.
16. Adhere to all requirements detailed within the Strategic Account Manager Minimum Standards document.
17. Fully own and manage the client renewal process, including any review or change of financial modelling.
18. Understand the product portfolio and where it fits with the wider industry, sharing your knowledge with your business colleagues.
19. Develop a business plan for your role responsibility and annual targets.
20. Prepare weekly and monthly reports summarising activity and client satisfaction for the Head of Account Management and Sales Director as required.
21. Ensure that you work with and record all data where necessary on Sales Force/CRM as required.
22. Build strong effective internal relationships with all possible customer touchpoints, in particular with the Operational Account Management team and Driver Support.
23. Reinforce the culture and values of the business through appropriate behaviours and actions.
24. Work with the Project Management team to deliver timely and robust new client implementation programmes.
25. Oversee the production of monthly client management information packs, analysing data and identifying trends to provide meaningful consultative recommendations to meet client and/or business objectives.
Key Contacts:
Internal: All employees
External: All business clients
Skills and Experience:
Essential:
1. Proven experience as a Strategic Account Manager or Key Account Manager.
2. Achievement of targets in all areas of the business.
3. Proven track record of successful business-to-business sales in a high-value service or sales environment.
4. Demonstrate ability to establish and maintain effective relationships with key stakeholders and clients.
5. Proven track record of up-selling.
6. Demonstrate in-depth knowledge of the fleet industry and associated products and services.
7. Demonstrate a detailed knowledge of principles of fleet funding and management, finance, and tax legislation.
8. Experience working with major manufacturers and understanding their operations.
9. Good computer skills and proficiency in Microsoft applications.
Desirable:
1. Industry experience preferably within the Leasing or Fleet management arena.
2. Experience within the mobility sector.
Key Education/Qualifications relevant for job role:
By sending us your CV, it will be directed to the relevant consultant that specialises in your industry sector and skill set.
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