000391 Account Director

Job Purpose

To effectively account manage a designated base of TSG managed customers. To achieve monthly sales and gross profit target through cross selling and up selling, maximizing sales from those managed accounts whilst ensuring a reduction in churn and an increase in customer experience & satisfaction. 

Duties and Responsibilities

• Embrace a culture of continuous learning and continuous improvement.
• Deliver consistently against all targets.
• Seek out opportunities to cross sell and upsell within defined guidelines and timescales.
• Build, manage & maintain a substantial pipeline of qualified, mature opportunities to underpin your target achievement.
• Build clear target achievement plans underpinned by deep customer & market knowledge.
• Ensure the base remains in contract through early engagement prior to contract end dates.
• Ensure regular outbound contact with the base and handle inbound enquiries as required.
• Ensure that all pipeline activity is accurately recorded and updated within CRM.
• Thoroughly research & understand your allocated customer base to identify potential opportunities.
• Accurately forecast sales by month & quarter.
• Demonstrate TSG’s product & services suite clearly & differentiate TSG’s offering within the market.
• Negotiate pricing & contractual terms as required & in line with company guidelines.
• Track progress against targets on an ongoing basis & take necessary action to refocus efforts if targets are not being met.
• To complete all TSG sales documentation at all stages of the sales cycle as required.
• Ensure all customers receive a professional end to end Account Management experience at all times.
• Continually develop your knowledge & skills to ensure they remain current & relevant.
• Promote a professional image at all times and be a TSG Brand Ambassador.
• Ensure completion of all required Sales documentation & adherence to all Sales processes.
• Demonstrate effective and collaborative use of all available resources.
• Adhere to all TSG practices and processes & build strong internal relationships especially with the Specialist teams.
• Actively engage with customers to deliver insight and education thereby demonstrating a consultative approach and building trust based relationships.
• Use all methods of communications and interaction to reach and communicate with your customer base including where warranted, efficient face to face interactions.

Knowledge, Skills, Experience and Behaviours

Your qualifications

• Ideally Degree level or equivalent.
• Min 3-years in account management experience in B2B SME market

Your skills & knowledge

• Strong problem solving skills.
• Excellent listening, verbal and written communication skills.
• Excellent organizational skills.
• Ability to build rapport and good working relationships with key stakeholders.
• Able to adapt to, embrace and lead change.
• Able to attend field appointments and present if required.
• Commercial awareness and a broad understanding of business issues.
• Needs based sales methodology; solution or consultative selling.
• Proactive and highly organized with strong time management and planning skills and proven ability to multi-task

Your Experience

• Demonstrable track- record closing complex solution sales.
• Background within the ICT or Managed Solutions sector.
• Background within and understanding of SME market segment.
• Experience selling at a senior management and business owner level.
• Demonstrable track record of meeting monthly targets.

Your Behaviours

• Demonstrates enthusiasm and proactively seeks opportunities to improve sales.
• Demonstrates commitment to the role, team and company, and will go the extra mile when required.
• Demonstrates creativity and reacts positively to new challenges and change
• Demonstrates self-awareness and practical self-development in pursuit of continuous improvement.
• Possess a high work ethic in accordance with role demands, expectation and responsibility.
• Credible, articulate, confident and tenacious, with the gravitas and credibility to build relationships with executives at all business levels
• Naturally consultative in approach evidenced by the ability to ask the right questions of the right person at the right time.