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 

Knowledge, Skills, Experience and Behaviors

 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.
    • 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. 

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.
Closing Date: 
Friday, February 6, 2015 - 17:30
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