Key Account Manager – Central Government

contact Release time: 19 May ID: 0wLoaX8Z Views: 1 times Contact Person: Trevor Smith London United Kingdom

Job Summary

  • As a Key Account Manager the primary role is to build business in allocated Government accounts. The individual will be expected to sell company products to meet monthly and annual targets of £66,000 per month; £792,000 per annum.
  • This is primarily a new business role. The job-holder will be required to open up dormant accounts, generate new business and then build on existing usage by cross selling and up-selling within these accounts.
  • The job-holder will also be required to maintain and expand the relationship with key contacts within these accounts in order to build trust and use that as a base to grow revenue.
  • This role is defined by account and sector and will cover large Central Government accounts that are based at multiple locations across England and Wales. The job-holder will be required to arrange meetings as required across these locations.
  • Frequent travel is required and the job - holder will be expected to stay away from home as required (typically 1-2 nights per week). The individual will need good territory planning skills and the ability to work autonomously. It is expected that you will spend at least 3 days per week with your accounts and/or on joint sales calls.
  • This role requires a team player with strong relationship building skills as well as a keen ability to identify and build new business.
  • A consistent level of activity is required with a meeting target of 20 meetings per month. Frequent travel is required and the job - holder will be expected to stay away from home as required (typically 1 night per week). The individual will need good territory planning skills and the ability to work autonomously.
  • The job-holder will be required to deliver an annual business plan describing how they will navigate around and prioritise account management activities, ensuring awareness of any forthcoming projects where address management would be a requirement.
  • Typical Order Values will range between £10,000 and £250,000, and lead-time for sales will typically be 3 to 15 months.
  • The job-holder should have experience of systems integrators and their relevance across the Central Government marketplace.

Department summary

  • The Public Sector Sales department is responsible for selling to the Public Sector. Public Sector is divided into Central Government and Local Government, together with Emergency Services and Justice.
  • The Central and Local Government Sales team is specifically responsible for sales to Central Government and Local Government organisations that are part of either the English or Welsh Government.

Experience required

  • Minimum 4-years selling experience; ideally within Business-to-Business software environment. Clear evidence of over achieving targets.
  • University graduate
  • Experience of holding responsibility for managed accounts and selling at all levels of seniority from day-to-day contacts, to board level contacts.
  • Preferable experience of Government marketplace. Experience of systems integrators, government tenders, tender avoidance, and contracts involving legal and technical.

Business and professional skills

  • Account Management, Retention and Development; New Business Development, Customer Care; Sales Process; Sales Planning; Pricing, Commission and Quotation.

Competencies

  • Resilience, Commercial Awareness; Communication: Verbal & Written; Relationship Building; Professionalism; Making Presentations; Performance under Pressure.
  • Enthusiastic - you should view yourself as highly motivated with a desire to understand an exciting, growing marketplace.

Benefits

  • Company car at KAM Level or company car allowance (at Sales Directors discretion)
  • 22 days holiday, with one extra day per calendar year (after a complete Jan- Jan has been worked) up to a maximum of 27 days
  • Pension Scheme
  • Staff share scheme
  • Private Medical Insurance (including world wide travel insurance)
  • Death in Service Benefit

Salary

  • £45,000 annual basic salary
  • On target earnings of £101,000.

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