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Sales Account Manager

In or around this area

Birmingham

Job reference

HRGOSAM01

Salary

£23000 per annum, Plus Commission and Additional Benefits

Job Description

Sales Account Manager

Job posted by: Debbie Unsworth

Job Title: Sales Account Manager

Location: Work from Home

Overview:

We are working with a client who are one of the most recognised, successful and trusted providers of software solutions in the Education marketplace who work with over 22,000 schools and 220 further education colleges.

As a Telephone Account Manager, you are primarily responsible for supporting a small number of the field-based sales team with all customer interactions that add value and deliver account growth. Working as part of a team, your day to day role will include conducting outbound calling campaigns in order to upsell their products and service propositions to the schools and MAT's that are within your territory. Additionally, you will work closely with the field sales team to agree and deliver the best strategic approach for each customer and support them with securing appointments and generating leads for them to progress.

Telephone Account Managers form a vital commercial and communication channel, working efficiently and strategically to help achieve sales objectives. They are responsible for handling both reactive sales enquiries but more importantly developing business with existing accounts at all levels, including daily sales calling activities. You will have a portfolio of existing customers and an annual sales target that you will need to plan how to achieve by building solid and strategic relationships in order to sell additional solutions and services.

You will be expected to account manage a portfolio of single and small MAT's and will have agreed frequency of calls depending on client size. You will assist the field sales team in raising contracts and communicating with customers to ensure a prompt customer response, and will set up and run remote product demonstrations to support a sale where applicable.

You should be confident in your approach and have a proven ability to achieve stretching sales targets in a highly pressurised environment.

Responsibilities:

  • Building relationships within the defined customer territory at multi levels within the Academy/Trust to ensure customer retention levels are achieved
  • Achieving set daily activity levels including outbound calling, appointment setting, and lead generation in order to build a solid sales pipeline that is a minimum of x 3 sales target
  • Working closely with the field sales executives to develop strategies to manage your territory and align with retention and sales growth targets
  • Responsibility for a defined customer territory to account manage, with the expectation of conducting full research on market trends and customer history before setting up regular account management calls.
  • Providing a range of sales/account resources including completion of meeting templates, and collating and distributing follow up actions with the input from field sales executives
  • Keeping all opportunities and records in CRM up to date to ensure sales tracking accuracy
  • Management of the Sales process for the assigned territory including ensuring that all opportunities are tracked whilst producing quotations, proposals and information packs where necessary, and processing orders on behalf of the field sales executives
  • Attendance at sales exhibitions/events, where necessary
  • Ability to analyse a large volume of client and lead data, in order to develop multiple campaign themes at any one time within your territory
  • Ability to make a large volume of calls daily, with defined KPI's that are a minimum requirement, ie dials, conversations, new leads, pipeline add, and closed deals, which will be measured daily, weekly and monthly
  • Qualification of opportunities by understanding customer needs, budgets, decision making unit and authority to make a decision
  • Provide weekly, monthly and quarterly reports to line manager that track progress to plan
  • Regular (minimum monthly) planning & review meetings with the field sales executives to ensure a cohesive approach is adopted and followed with the territory
  • Other tasks as and when required and as set out by the business and line management

Qualifications:

  • 2-5 years experience in a sales organisation with at least two years of high volume outbound sales/account management experience with proven success to target
  • Ability to work in a goal oriented environment under pressure
  • Ability to adapt communication style to the targeted audience
  • Strong interpersonal, verbal and communication skills
  • Experience working with multiple products and services at any one time
  • Confident and polished phone prospecting skills required
  • Outstanding skill in the use of Word, Excel, and various email programs.
  • Demonstrable organisational skills with the ability to prioritise and multi-task
  • Charismatic, positive and committed, with a strong work ethic and high levels of energy and honesty
  • Hungry and motivated outlook with the ability to work on your own initiative
  • Positively contribute to regular team meetings and coming up with new ideas to achieve sales targets

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