Senior Sales Account Manager

This role will be working closely with other internal teams/employees, to provide class leading support to our varied customers during the account management and sales of IT systems and solutions. The role is varied, engaging and encompasses a wide range of organisational and sales skills required to maintain the standard of services the company provides to its clients

The role will manage a number of key customer accounts, working with the Account Managers, Head of Sales and Sales Support team to achieve excellence for our customers

While the items here form the core of the day-to-day role, additional activities maybe requested of you, and therefore a goal-oriented mindset and exceptional organisational skills are required to be a part of this team.

Some of the skills and responsibilities required include: –

• Excellent organisational and multi-tasking skills
• Good Time Management
• Excellent people management skills
• Good customer service skills
• Good general education
• Administrational experience
• Experience of using ICT including Microsoft 365 applications and CRM systems (such as Dynamics 365, Salesforce or others)
• Proactive approach to sales
• Able to demonstrate good accuracy and attention to detail
• Ability to work under strict, and often tight, deadlines.
• A team player with high level of dedication
• Have excellent communication and negotiation skills and be customer service orientated.
• Liaising with other departments within the business for day to day running of our customer relationships.

Communication

• Communicating with the company’s customers on a regular basis
• Holding regular meetings with all of the accounts under your stewardship and where possible, face-to-face
• Communication in writing of the outcomes of all face-to-face meetings and conference calls
• Communication with service delivery teams within the business via email, telephone and face-to-face, whichever is appropriate
• Communication with Account Managers in your team, to encourage and help them grow into successful employees.
• Communication with the Sales Support team to ensure that quotes, proposals and other documents are issued in a timely fashion

Systems & Reporting

• Working with the Sales Support team to ensure that information about your customers is kept up to date in our systems
• Using the systems to produce reporting on data about your customers, including spending performance and other metrics
• Using the systems to report on the performance of the Account Managers reporting to you.

Account Management & Sales

• Manage an assigned number of existing customer accounts ensuring the company provides an excellent standard of customer service whilst being responsible for developing long-term relationships with customers and overseeing the sales/services provided, including cross selling.
• Regular face-to-face meetings with customers. Some of these meetings will be themed (such as a Quarterly Business Review, or Hardware Assessment) based on our Account Management Processes.
• Responding to/making telephone calls and emails to customers, in particular those contacts that work within your designated accounts.
• Reporting to customers about their IT related assets and services
• Management of up-to 5 account managers. This includes regular one-to-ones, performance reviewing, holiday management and other HR & H&S related tasks.
• Reporting to the Head of Sales regarding the performance of your customer base including managing and delivering on your sales targets and KPIs.
• Reporting to the Head of Sales regarding the performance of your direct reports.
• You will be asked regularly to respond to inbound sales leads for new business.
• Identify opportunities for sales and cross sales using our internal systems especially our Intranet
• Use leasing as an effective sales tool.
• Keeping well-organised files and records of the business activity through internal sales tools i.e. Outlook and the ESP Intranet System (CORE)
• Working with the Sales Support team to produce and maintain accurate written records of meetings held with customers for you and your team.
• Raise internal and external conflicts with Management and provide solutions to customers in a timely manner.
• Working with the technical department to organise and introduce new products and services to our customer base.
• Working with the Marketing Manager to develop sales and marketing plans where appropriate.

As with all roles at ESP Projects, flexibility is important. You may occasionally be asked to undertake additional duties consistent with your skills and experience to support the wider business and our customers.

Reporting To

Head of Sales

Direct Reports

This role has up-to 5 Account Managers as direct reports

Working Closely With

• Head of Sales
• Account Managers (inside and outside of your team)
• New Business Team
• The technical team including the managers within
• HR Manager
• Finance Team
• Software development team
• Sales Support team
• Support Team
• Other staff as deemed necessary

Within the Senior Account Management role, it’s possible that you will eventually specialise in your role (refer to the Account Manager Job Description for details).  However, it’s more likely that this role will eventually become an Account Director role, with Senior Account Managers reporting to you, if that’s the way that you choose to progress.  Account Directors would then be vying for the Head of Sales role if it became available.  Your individual role may develop more quickly or slowly into one of these positions, depending on the progression of the company and on your own training progression.