Description: |
Key Account Manager - Conferencing Services Salary: 25k to 35k basic, 65k to 85k OTE + Car + Heathcare Our client is a leading conferencing solutions provider, delivering and supporting the whole customer solution, conferencing services, integration, training & education, outsourcing, infrastructure, and support, ensuring that their customers receive the full benefit directly. Due to their continued expansion, they are currently seeking an excellent sales professional with a proven track record from within the conferencing solutions sector. Primary Objectives 1. The primary object of this role is to ensure that the company exceeds its sales plan in terms of revenues and margins, and transitions its business model towards a higher percentage of serviced based business. The company believes that future revenues will arise from known areas of business opportunity within their target markets. The business is divided into these areas: - New business arising from customer referrals - New business arising from sales initiatives both sales individuals and any member of the team - New business generated by the Companys lead generation campaigns Its considered critical to their business goals that the Key Account Manager develops and adheres to each of these areas of business. Their goal is to secure approx equal amounts of business from each of these areas. 2. The Key Account Manager shall ensure that the business achieves its gross margin targets. 3. The Key Account Manager shall ensure at all times that they are effectively representing the company, understands and can communicate the Companys position, offering, and products/services at all levels within their customers (new and existing) organisations. 4. The Key Account Manager shall actively promote awareness and lead new products/service offerings both internally within the Company and externally to their target markets/customers. 5. The Key Account Manager will work with and liaise with all other teams within the Company to ensure that the Company goals and objectives are met. 6. The Key Account Manager will activity seek additional opportunities within their target markets, and major accounts, with regards to new products and services that need to be delivered to their customers. 7. Adhere to the companies published polices and procedures. Role and Responsibilities Given the primary objectives stated above, this positions role is to achieve these objectives working with the sales team as individuals and as a team. Critical will be the responsibility to promote best endeavours to progress and win business at the earliest opportunity within the sales cycle, working with the solutions sales team in winning business in these accounts. The Key Account Manager shall ensure that their individual skills in the following areas (deemed critical to their business) are developed, on an ongoing basis - Existing account management - Existing account development (additional revenue opportunities) - Major account management - Prospecting - Closing skills The Key Account Manager has the responsibility to report on all their account management activities as required in a timely manner, both internally and as specified externally (supplier relationships). The Key Account Manager shall actively consider the overall cost of sales such that their operating budgets are not exceeded, and margins maximised, this includes travel (time and efficiency), and any agreed discounting strategy (compliance with policy). Essential Requirements - A minimum of 3 years in a solution selling role is required and a background in Video Conferencing or Audio Visual projects. - Excellent communication skills - A technical background - Well organized with attention to detail - Able to profile opportunities and manage time effectively to deliver the highest results - Energetic & self-motivated - Confident at multi-level selling in complex sales environments |
