Account Manager | York | £20-28k + £20k OTC

Due to expansion, our client are looking for a sales account manager to work within their  Major Accounts team, based in York. This sales team is responsible for managing and maximising accounts which sit within the top quartile of their margin generators. The role involves selling software licensing and services solutions to large organisations, both over the phone and face to face.
If you have worked within a licensing, software or services sales environment, or can demonstrate your ability to understand and communicate complex sales propositions, you are likely to be a strong candidate for this role. Previous experience of selling large-scale Microsoft solutions is particularly desirable. The commission scheme is uncapped, so the role does offer a fantastic earning potential.
The role will be office-based with the requirement to visit all customers to a pre-defined timescale. This will necessitate frequent travel away from the office.

The role requires strong solution sales techniques to fully access and capitalise on IT spend within the target customer base. The post carries monthly and annual sales margin targets.

Sales:

• Deliver sales to achieve the monthly, quarterly and annual sales targets.
• Develop and maintain strong relationships with key stakeholders in allocated and target accounts, working with and through the appropriate technical sales team to develop new and existing lines of business within these accounts.
• Identify & proactively maximise opportunities for sales growth.
• Use solution selling techniques to build long term service contracts that deliver an annuity revenue stream.
• Own, manage and control the preparation of bids, tenders and RFIs / RFQs to company standards, and use allocated resources to ensure that high quality bids are submitted in a timely fashion.
• Maintain data to 100% accuracy in the CRM system on all of your current and key target accounts.
• Ensure all actions from customer communication and meetings are distributed to the relevant personnel, and follow up outputs in a timely and efficient manner.
• Deliver the standard company sales presentation as appropriate in Customer/Prospect meetings.
• Attend Vendor Training and Personnel Training Courses as requested by Management

Planning and Forecasting

• Build a short, medium and long term sales pipeline of opportunities to the level required by the business - currently three times the sales target in the current month, 1.5 times the target in month 2, and equal to the target in month 3.
• Forecast opportunity and sales progress each week, to the Team Leader, identifying opportunities and time to close.
• Develop and action working account plans and sales strategies,  in conjunction with your line manager.

• Plan your strategy for, and manage, specific key/large opportunities.
• Report in accordance with company policies

Person Specification:

Knowledge

You must demonstrate that you possess:

• Knowledge of value based sales processes and how they are applied in practice.
• An understanding of return on investment methodologies from a customer and personal sales target perspective.
• A knowledge and understanding of the services associated with the target sectors - Infrastructure, Security, Managed License Services, and Microsoft. • In-depth knowledge of licensing and products.
• in-depth knowledge of turnkey customer supply contracts within the target market.
• A broad understanding of the company’s goals, and the Sales strategy in particular.
• A broad awareness of the relevant customer base, and how organisational structures and decision making processes affect purchasing decisions.
• A good understanding of Public or Private Market sectors, current influences & trends, and the competitive landscape.
• Broad understanding of IT in general – e.g. networks and business critical systems.
• Understand the dependencies of IT on business efficiency and convert this into customer value.

Skills

This role operates in a fast-paced and fast-changing environment, and you must be able to:

• Recognise and demonstrate business value to customers.
• Manage complex sales through multiple stakeholders.
• Qualify opportunities, in order to forecast accurately and close sales effectively.
• Analyse sales data accurately and quickly.
• Manage multiple tasks and conflicting priorities effectively to deliver against the Sales goals.
• See tasks through to completion within agreed timescales.
• Verbally communicate precisely and with authority to both individuals and groups.
• Write clear, concise business English, and create concise, accurate and engaging presentations.
• Manage both your emotions, and the emotions of others.

Personal Attributes

The following personal attributes are critical to success in this role, and you must demonstrate
• That you are motivated by success
• A competent demeanour, so that customers see you as a trusted advisor.
• Persistence and resilience
• That you make things happen, mobilising and motivate others to deliver on personal, company and shared goals
• A creative approach, looking to find innovative ways to overcome blockers
• Confidence, self-motivation and plenty of initiative
• Positive outlook, being both energetic and approachable
• Integrity, honesty and trustworthiness
• Intelligence, preferably a higher education degree / diploma or form of structured learning

If you would like to be considered for this role of Account Manager please e-mail your CV to consultants@humtons.com