Job Title: Account Development Manager Location: Home-based with Travel Department: Sales - Education Financials 1. Role Purpose To build long-term relationships with existing customer to create incremental sales by convincing customers to change. You are excited by the opportunity to add value to the customer, keen to share relevant insights and knowledge so the customer wants to meet with you. You build deep trust based on understanding what the customer wants to achieve professionally and personally. You are clear on the customer’s priorities and these are reflected in account plans and prioritisation of time. You show strong understanding of the buying and budgeting process and you use this knowledge to build compelling commercial offers. You possess a systematic approach to building, expanding and deepening customer relationships. Your mindset enables you to balance the long and the short-term to maximise the lifetime value of the customer. This role is selling FinancialsLIVE, our leading financials cloud enabled software, that delivers high quality, efficient services to public sector, including local government organisations, police forces, probation services, housing associations and education organisations. The solution delivers all key functions to help you achieve effective financial management: General Ledger, Asset Management, Creditors, Debtors, Cash Management, Procurement, Making Tax Digital, Business Intelligence and Publisher. 2. Principal Accountabilities Achieve annual incremental gross margin targets, as set by the Company at the outset of the financial year. Build and maintain a strong and accurate pipeline, sufficient to achieve/exceed target. Deliver accuracy of /- 10% in your sales forecasts. Build, then execute a Territory Plan to explain how you will maximize the return from the customers and product/solution whitespace in your territory. Manage every aspect of the sales cycle, from initial preparation and customer engagement through to deal closure and handover to delivery. Qualify every opportunity using recognised tools, to ensure effort is only expended on deals with a strong likelihood of closure. Construct and lead multi-discipline teams, to demonstrate to the customer that we can meet their requirements and deliver on commitments. Understand the competitive landscape you are operating in, be capable of positioning us to win by emphasizing our differentiators. Contribute to the evolution of product/service roadmaps in your market, by identifying repeatable customer challenges that can be profitably addressed. Demonstrate working knowledge of our other products/services to support the generation of collaborative pipeline for other business units. Maximise revenue recognition by constructing optimal commercials terms. 4. Essential Competencies Maximises customer value - Understands customers and fosters a partnership to solve their problems, using our solutions and products to maximise value to the customer and to us. Challenges thinking - Uses deep market insight and fresh thinking to challenge customers to think differently and to take action. Acts with integrity - Approaches sales challenges in the ‘right way’, is fair, honest and always takes responsibility. Driven to win - Ambitious and action oriented. Is resilient, tenacious, positive, and determined. Always improving - Constantly seeks and acts on feedback, learning and coaching in order to improve personal performance and results. Owns their target - Takes full ownership for achieving personal/team target. Is planned, rigorous and agile, shapes the task and makes it happen. Excellent business acumen with commercial and strategic focus. Sound contractual knowledge and highly competent negotiator. High quality written and oral communication. Ability to travel in execution of role. Full UK driving license, or equivalent. 5. Preferred Skills 5 years’ experience. Experience of working with public sector clients desirable but not essential.