Volume Account Manager

Job Purpose

To cross sell and upsell TSG’s products and services to a client list allocated to you in order to increase product penetration and share of wallet. To ensure a reduction in churn and an increase in customer experience/satisfaction.

 Duties and Responsibilities

• Seek out cross sell and upsell  opportunities within defined guidelines and timescales.
• Deliver consistently against all targets.
• Build, manage & maintain a substantial pipeline of qualified opportunities to underpin target achievement.
• 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.
• Successfully position TSG’s solutions within the context appropriate to the customer sector, utilising Value Based arguments and Consultative Sales engagement.
• 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.
• Ensure all customers receive a professional account management experience at all times.Assist Customer Service/Order Management where required to ensure excellent service to the customers.
• Work Rate – Ensure all calls are answered within 3-4 rings.
• Carry out call backs to messages and mail from customers within 4 working hours
• Continually development your knowledge & skills to ensure they remain current & relevant.
• Promote a professional image at all times.
• Ensure completion of all required Sales documentation & adherence to all Sales processes.
• Demonstrate effective and collaborative use of all available resources.
• Practical and action orientated sales performance & planning including but not limited to GAP recovery and 306090-day planning

 Your qualifications

• Ideally Degree level or equivalent.
• Min 3-years in account management experience in B2B SME market
• Demonstrable and consecutive over-achievement against individual targets.

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 or Telecoms Sectors
• Background within and understanding of SME market segment.
• Experience selling at a senior management and business owner level.

Your behaviors

• 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.