Account Manager (B2B)

Job Description

Location: London

About the role

In Sales and Commercial, we’re building one of the biggest and best sales teams in the country. We’ve got big ambitions to develop a team that has the right ability and will to win. Central to our ambitions are;

• Using our unparalleled expertise to bring first class solutions to market and offer a compelling valueproposition to our customers that’s unmatched by our competitors
• Developing a highly skilled, highly efficient sales powerhouse through competitive pricing, an optimisedchannel model and best in class tools
• Relentless pursuit of a high-performance culture founded on clear career progression and the drive and determination to become the UK’s best sales force

The UK Government is devolving more powers to Mayoral authorities and our place-based strategy focuses on tailoring public services to the specific needs of local communities, encourages collaboration between central and local governments and seeks to address regional disparities and improve outcomes by considering local characteristics. Through this strategy it will Improve efficiency and effectiveness of public services, address social, economic, and health inequalities, empower local communities to participate in decision-making and foster economic growth and resilience in underserved areas.

Your role will be instrumental in continue to drive sales in the established Health strategy, co-create the strategy for Local Government, Education and Housing with commercial/proposition and drive the sales in the region.

What you’ll be doing

Strategic Planning: You will develop and execute comprehensive account development plans that support and underpin the growth targets across our core volumetric product lines. Identify target segments, trends and problem statements within your account base. Setting and align BT's technology offerings to meet their specific needs. Use all communications tools to your advantage, and as appropriate in advancing and executing your strategy.

Thought Leadership: Establish yourself as a thought leader and industry authority within the Health and Social Care Sector, representing BT at industry events, conferences, and forums. Contribute to internal knowledge sharing initiatives, keeping abreast of the latest market trends and developments.

Market Analysis: Conduct thorough market research and analysis to identify key trends, emerging opportunities, and competitor strategies within the sector. Leverage this understanding to inform the business development strategy and maximise our competitive advantage.

Relationship Management: Cultivate and maintain strong relationships with key stakeholders within the health and social care sector at C-Suite and below, including; Procurement Leads / IT Managers / CIO’s / IT directors decision-makers, clinical leaders and key influencers. You will understand the problem and act as a trusted advisor and strategic partner, demonstrating BT's value proposition, and commitment to driving digital transformation.

Solution Selling: Collaborate with cross-functional teams, including business development, solution architects, product specialists, and technical experts, to create innovative and tailored solutions that address the unique challenges of the sector. Present these solutions effectively to potential customers and guide them through the buying process.
Build long-term partnerships with the team based on trust and excellent communications.

Contract Negotiation and Defence: Lead contract negotiations and renewals, ensuring alignment with BT's business objectives and risk management guidelines. Collaborate with legal and finance teams to structure agreements that deliver optimal value for both BT and its clients.

Performance Tracking: Set clear sales targets and KPIs, monitoring progress against these goals on an ongoing basis. Regularly report on sales pipeline, revenue forecasts, and other performance metrics to the Head of Business Development. Be the point of contact for the client for their billing and service issues. Owning their issues and supporting them to navigate their way through BT’s operational pathways to the clients satisfaction. Manage the P&L for the group of clients you are responsible for. Ensuring projects are billed correctly and on time and appropriate tariffing is applied to maximise the commercial benefit to BT. Own the client satisfaction score and ensure our clients are BT promoters not detractors through solid account management and great client service

Essential Skills / Experience

• Be able to demonstrate consistent over achievement of targets.
• Some knowledge of the Health and social care sector landscape, including trends, challenges, government initiatives, funding programmes and innovation pilots.
• Strong understanding of technology solutions, particularly in areas such as AI, Infrastructure automation, and digital transformation.
• You must be able to demonstrate a proven successful sales record working with at least one or more key partners
• Excellent communication and interpersonal skills, with the ability to establish credibility and build relationships at all levels.
• Demonstrated ability to develop and execute account development plans, delivering exceptional results.
• Strong negotiation and contract management skills, with a keen attention to detail. Proven ability to thrive in a fast-paced, dynamic environment.

Our Package

• On target commission
• BT Pension scheme, minimum 5% Employee contribution, BT contribution 10%
• From January 2025, equal family leave: receive 18 weeks at full pay, 8 weeks at half pay and 26 weeks at the statutory rate. It’s for all parents, no matter how your family is made up.
• Enhanced women’s health support: including help with menopause symptoms, cancer screenings, period care and more.
• 25 days annual leave (not including bank holidays), increasing with service
• 24/7 private virtual GP appointments for UK colleagues
• 2 weeks carer’s leave
• World-class training and development opportunities
• Option to join BT Shares Saving schemes

About us

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.

A FEW POINTS TO NOTE:

Although these roles are listed as full-time, if you’re a job share partnership, work reduced hours, or any other way of working flexibly, please still get in touch.

We will also offer reasonable adjustments for the selection process if required, so please do not hesitate to inform us.

DON'T MEET EVERY SINGLE REQUIREMENT?

Studies have shown that women and people who are disabled, LGBTQ+, neurodiverse or from ethnic minority backgrounds are less likely to apply for jobs unless they meet every single qualification and criteria. We're committed to building a diverse, inclusive, and authentic workplace where everyone can be their best, so if you're excited about this role but your past experience doesn't align perfectly with every requirement on the Job Description, please apply anyway - you may just be the right candidate for this or other roles in our wider team.