Position: Key Account Manager
Contract: Permanent, Full Time
Salary: 37,000 Per Annum, Paid Monthly + Opportunity to earn a performance based Annual Bonus
Reporting to: Divisional Key Business Manager
Nature and Purpose
The purpose of this field-based role is the management of existing key client customers and increasing client profitability and market share in various segments. The role will be responsible for developing new business opportunities, expanding business with existing clients and introducing all business streams through Initial Washrooms, Initial Medical amp; Ambius and seeking new business opportunities.
Requirements
Key Responsibilities
New Business Development
- Developing a comprehensive understanding of the sector, categorising all major business opportunities, targeting future prospects, building long-term relationships and winning new customers, in accordance with pre-agreed targets, and in coordination with the divisional key business manager,
- Identify customer needs, opportunities, market trends and analyse competitors,
- Selling additional work to customers, either as upgrades to service, expanding the number of sites we service, or selling solutions to particular problems.
Account Management
- To manage the portfolio of customers, reviewing on a regular basis, to ensure customer visits, review of new sales opportunities and retention issues are all given attention in accordance with pre-agreed standards. Customer retention is a key strategic priority for the business and this role is to ensure the highest possible standards of retention,
- Work closely with operational colleagues to ensure that there is a close match between our service delivery and customer expectations and requirements, bringing customers and operational colleagues together as often as is appropriate,
- Have a full understanding of the cost base of our business and to act within policy guidelines in all quotations, liaising and consulting as necessary with Divisional Key Account and other business managers, as required,
- Active management of the customer's debt position, to ensure we do not exceed pre-agreed aged debt targets,
- Responsible for Key Account management and increased market share in various segments will be the primary expectation,
- Manage Key Accounts of the company in achieving the monthly and yearly sales target through existing accounts and developing new accounts,
Other
- Maintain a comprehensive knowledge of operational best practice, and be able to advise on best practice and current guidelines,
- Have a full understanding of competitor activity in the market, being knowledgeable about the content
of competitor offerings and competitive pricing,
- Frequent report management and forecasting,
- Effectively handle customer complaints appropriately and in an agreed timeframe,
- Ensure timely collection of payments to meet targeted debt levels,
- Identify areas of improvement to enable continued excellence,
- Undertake other tasks and activities as reasonably requested by your manager,
Knowledge and Experience
- Sales experience essential; account management and negotiation experience preferred,
- Detailed and technical understanding of business procedures, policies, services and products,
- Internal and external influencing skills,
- Development and execution of new business development strategies,
- Building strategic relationships, both internally and externally,
- Proficient in IT (Excel, Word, Powerpoint),
- Strong interpersonal and communication skills both written and oral,
- Presentation skills.
Benefits
Critical Competencies
Performance
- Collaborates Effectively encourages good relationships with colleagues and customers,
- Convinces and Persuades Makes a positive impact on others’ behaviour,
People
- Understands self and others Awareness of why others act as they do, and uses this information beneficially,
- Develops self Invests time and resources to develop own long-term capabilities,
- Lead and Inspire Where appropriate inspire others by creating and communicating a compelling vision.
Pace
- Commercial Insight Digs deeper and gathers information in order to make sound business decisions,
- Entrepreneurial Drive Drives to achieve and exceed goals, continuously improves business performance,
- Initiative Is proactive in searching for and seizing new business opportunities.