The role of the Account Manager is to retain and grow this profitable customer base and to maintain loyalty through pro-active account management.
There will also be a requirement to sell new products and solutions to this customer base.
New Business :
To obtain new business from small to medium sized agencies with the overall objective to grow revenue. The role will focus on identifying, qualifying, driving and ultimately closing opportunities over the telephone.
Developing high value relationships with customers, prospects and internally; identifying and defining customer needs, articulating he businesses value proposition, differentiating from the competition and ultimately positioning the company as a strategic technology partner.
The Account Manager builds internal relationships with the appropriate teams so that solutions supplied meet resource capabilities and company objectives and locks in’ our smaller customers by implementing an effective, regular call plan with solid objectives.
Main Accountabilities :
Account Management :
Retain and maintain existing customers, proactively promoting and selling products and increase share and revenue
Builds and nurtures business relationships with key decision makers
Adopts a pro-active stance in account management, looks for new business opportunities within existing accounts and ways of overcoming competitive threats whilst maintaining profitability.
Directly responsible for the long-term customer relationship, specifically managing re-negotiation of contracts whilst minimising cost of sale and effectively orchestrating our overall standard of service through excellent telephone account management.
Fully understands the commercial requirements of every account and provides ongoing hands-on management to enable customers to achieve these commercial objectives with the company as their chosen business partner.
Initiates and maintains regular business calls’ to each customer according to the account management discipline guidelines
Organises a programme of activities which keep key decision makers and influencers informed of product strategy and industry developments so that the businesses solutions are integrated across the organisation.
Achieves stated sales plan targets - the importance of the sales contribution to the company bottom line means that this is a key focus
New Business :
Pro-actively respond to inbound sales leads, targeting prospective business and new revenue opportunities.
Develop and maintain a new business sales plan within a market or account portfolio
Create and maintain a sales pipeline of qualified opportunities within the designated market or portfolio of accounts
Convey the message that this business is a technology solutions provider, offering customer focused and cost-effective value add solutions, mapping customer requirements to the companies products and services
Able to devise creative opportunities which will open the door for the companies products and services i.e. utilizing new / non-GDS products to create non-traditional revenues.
In a quick summary :
We are looking to speak with expereinced B2B Sales Professionals with an in-depth expereince in Software Sales or similar.
Experience in the Travel Industry or a second language is a direct advantage.
A very attractive package will be put forward for the right person!
Competitive Base Salary
25 Days Annual Leave + 2 Company Days