KEY ACCOUNT MANAGER

Job scope
This role manages relationships with a portfolio of client accounts within a defined
territory or sector to drive profitable revenue growth. You will develop, agree and
manage individual account plans and will work closely with sales, pricing, marketing,
operations and service delivery colleagues to ensure successful delivery. You will also
be involved in the management of tenders and will coach and develop less
experienced colleagues. You will have in-depth knowledge of the relevant marketplace
and understanding of relevant legislation, plant types and Engineer Surveyor working
practices.

Key Responsibilities
Your primary responsibility is to grow profitable business with your existing client
accounts and/or with new accounts, through defending renewal business and
creating new business opportunities.
Build and maintain relationships within assigned client organisations to thoroughly
understand their strategy, culture, personalities, customer base and decision
making and ensure they fully understand our propositions.
Develop, agree and maintain a yearly account plan for each allocated client to
achieve sales strategy and service delivery targets.
Manage the effective delivery of account plans involving sales, pricing, marketing,
operations and service delivery colleagues, to ensure the company achieves the
required service and performance.
Manage the efficient & timely processing of Fee Income (invoicing, bad debt
chasing) for all allocated managed accounts. To work with Operations to achieve
this and to ensure that Operations are focused on the effective control of cash
across the Account Managers portfolio.
Contribute to the development and implementation of marketing strategies and
initiatives designed to raise awareness and generate leads/business opportunities
from target Customer and/or Account groups
Monitor and research the market in order to identify, qualify and recommend
potential new Accounts that fit with business strategy and goals.
KEY ACCOUNT MANAGER

Monitor and research the market in order to identify, qualify and recommend
potential new Accounts that fit with business strategy and goals.
Be a recognised expert in applying best practice sales techniques and tools and
demonstrating the Brand Beliefs, fully exploiting your skills, knowledge and
experience
Actively coach, develop and support account managers and less experienced
colleagues to ensure delivery of the required standards of excellence in
performance and as part of their personal and professional development.
Comply with the required standards of sales excellence and best practice and
operating effectiveness and efficiency, and Group, legal and regulatory
requirements.

This job will typically be measured with the following KPI’s

Clear account plan for each client that has buy in from the client and British
Engineering Services
Retention, profitability and cash collection status of the client accounts
Quality of client relationships and associated feedback/satisfaction scores
Contribution to wider business strategies, priorities, propositions and marketing
initiatives
Application of sales and marketing best practice and return on training and
development investment
Application of our Brand Beliefs to these accounts
Clear articulation of the company’s risk appetite to clients
Feedback from colleagues on levels of understanding, communication and
collaboration
Size & scope Jobholder requirements

This role has no direct reports and does Home-based, but must be flexible to
not manage budgets travel regularly

A good contributor in this role will typically be able to demonstrate:

Core skills & knowledge Functional skills & Track record

knowledge
 Understanding the  Effective Selling:  Successfully achieved
Company’s Advanced upper quartile sales in
Propositions:  Account Planning & an account manager
Intermediate Management: role over a sustained
 Understanding the Advanced period.
Marketplace:  Pipeline Management:  Proactively coached or
Intermediate Advanced mentored new starters
 Building Effective  Bid Management: or other less
Relationships: Intermediate experienced
Intermediate  Securing New colleagues.
 Understanding the Business: Intermediate
Data: Intermediate
 Using Judgement:
Intermediate
 Communicating
Effectively:
Intermediate
 Delivering Results:
Intermediate