Account Manager

Job Description

Why this job matters

The role holder is responsible for planning and delivering substantial sales growth. Responsible for client engagement relating to existing and new business including client satisfaction. The role holder would be expected to deliver growth with new Sales covering 1 existing accounts, targeted on incremental Sales Margin (ICGM) & revenue, driving value activities and pipeline growth.

What I’ll be doing – your accountabilities

• Plans then delivers strong sales growth
• Growth will be globally and the full range of GS portfolio including industry proposition.
• Keeps sales records current and accurate in Salesforce.
• Actively manages senior client relationships to ensure long term profitable & growing business and strong customer satisfaction
• Collaborate with the entire organization to deliver winning and profitable sales.
• Being responsible for planning and delivering new and substantial sales growth in your account/s.
• Providing the leadership for interfacing with the client for sales opportunities focused but not limited to the OT space.
• defining the account plan, identify whitespace opportunities and sell profitable GS solutions.
• Accountable for the customer relationships and ensure E2E customer satisfaction.
• Generate revenue in the Account and achieve ICGM targets.

Key decisions

• Account revenue and ICGM targets
• Customer sales strategy
• Pursuit of profitable account opportunities
• Customer relationship management and profitability
• Escalation point for customers
• Commercial and ethical risk management
• Liaison with Business Management and Commercial organisation to ensure best resources are aligned to Accounts / Bids

Connected leaders behaviours

• Customer champion - I champion our customers’ in everything I do. I understand customers’ needs and challenges and don’t stop until we create brilliant experiences for them.
• Solution-focused achiever - I cut through complexity and obstacles to get to the right ethical solution at the right time. I always deliver my ambitious goals, outcomes and timelines.
• Commercial thinker - I come up with ideas, provide insights and create propositions that benefit our business. I understand the wider market and commercial drivers.

Skills required for the job

• Industry vertical experience and knowledge is MANDATORY
• Mining industry experienced, proficient in Mining Health and Safety requirements, Contractors pack understanding MANDATORY
• Proficient in Network Architecture & Project Management
• Strategy, Account Planning and ability to work with large, complex, long sales lead time type opportunities
• A good understanding of the Regulator in each country as may be required to ensure compliance of Private LTE/5G based solutions.
• Customer relationship management up to C level
• Substantial sales growth
• Global business experience
• Strong commercial and financial acumen
• Ability to articulate technical and complex business issues and work with senior level customers and BT executives
• Relevant sales experience: client engagement, pipeline building, opportunity qualification, deal management, business case generation, deal closure & handover
• Excellent influencing and commercial skills
• Collaboration
• Manage E2E customer journey interfacing with Delivery & Service on delivery process and key customer issues
• Working in a matrixed environment managing virtual Global teams of experts

Experience you would be expected to have

• 10+ years of experience with relationship management and direct sales – MANDATORY
• Track record of success in building relationship at C-level/senior manager/exec level – MANDATORY
• Has delivered or exceeded sales targets in major enterprise accounts – MANDATORY
• Developed and executed successful account plans to deliver business unit sales targets – MANDATORY
• Creative thinking and solutions to complex business problems including across geographies and cultures - PREFERRED
• Strong understanding of OT infrastructures especially:
• Networking : LAN, WAN, LoRa WAN, Mesh, Kninetic Mesh
• Telecommunications
• Service Delivery Management
• Asset Tagging
• Tracking, Connected worker
• Vehicle Health
• Sensor technology
• Project Management
• Network Architecture
• IT Strategy
• Presentations
• Sales
• Global Account Management
• Business Analysis
• Client Relationship
• New Business Development
• Channel
• CCTV
• Motorola broadband & digital two-way radio

With over 175 years of heritage, BT is now the flagship business brand of BT Group. We’ve brought together our best people and capabilities into a B2B powerhouse serving 1.2 million business customers internationally.

We’re a global leader for secure connectivity and collaboration platforms for businesses of all shapes and sizes, from big household names and government departments, right through to sole traders and new start-ups. But it’s not just the technology that matters, it’s what it can do to help them build stronger, smarter, more secure businesses.

We value diversity and inclusion and believe in making a positive impact. We connect for good by championing digital inclusion and equipping people, businesses, and communities with digital skills to thrive.

As a member of our team, you will be part of an organisation that celebrates difference, fosters innovation and provides you with opportunities to be your best. With millions of businesses relying on us daily, joining BT means you can be part of a diverse and multi-skilled team that makes a significant impact to society.